august 2006 logoworks newsletter

Savvy Networking: Who You Gonna Call?

By: Susan RoAne, expert and author of The Secrets of Savvy Networking

People have relied on whom they know for information or referrals since the beginning of time. We have depended on this exchange of shared resources to help ourselves and others. Networking is defined by Webster's Unabridged Encyclopedia Dictionary as "the act or process of informally sharing information or support, especially among members of a professional group." "Networking is a reciprocal process, and exchange of ideas, leads, and suggestions that support both our professional and our personal lives."

There is also a spirit of sharing that transcends the information shared. The best networkers reflect that spirit with a genuine joy in their "giving." We all have networks we were born into, went to school with, live in neighborhoods and work with. Savvy networkers understand that networking is a process of communication, which works for those who appreciate the path and process as well as the destination. One cannot stress enough just how important it is to develop and finely hone follow-up skills. There is no process of networking, no sharing of information, resource, or referral that occurs without it.

HERE ARE 10 SECRETS TO SAVVY NETWORKING:

1. Follow-up is a basic tenet of life

Behaviors and actions support words; the lack of either subverts them. We must T.A.P. into our networks, being Timely and Appropriately Persistent in our follow-up or we will fail to establish and increase our base of contacts. That is networking in a nutshell!

People who have resources are resourceful. People who are willing to open their Rolodex or contact management program, pick up a phone, call on their contacts, and ask for help and solutions, and who offer leads, information, and ideas, are perceived as powerful and smart. The closest thing to knowing something is to know where and how to find it.

2. Acknowledge "gifts" given to you as well as leads, ideas, advice and time

Powerful people have connections that are plentiful, diverse, and expansive - and are able to get things done because of those connections. President Clinton's superb and savvy networking skills cannot be denied. He was elected because of his network! Here are the special networking skills he mastered:

• When you meet people for the first time, look them right in the eye—it makes them feel comfortable.

• Ask a question and listen intently.

• Stay in contact. Then if something crosses their desks that might be of interest, they will pass it on.

• Use laughter and be equally at ease with both men and women.

• Embrace people, not just the 'right' people.

• Exude confidence yet appeal to the most average person.

3. Networking is an enrichment program, not an entitlement program

Too many people feel that under the "guise of networking" they are to be given leads, referrals and information that they have not earned. Understand that we earn these leads by establishing communication and rapport.

4. We must reciprocate

5. Treat people with respect, courtesy, integrity, truth and honor

People will do business with people they know, like and trust. People enjoy giving leads to others who have a track record and with whom there is a connection! We establish these connections by meeting and mingling and communicating.

6. Make it is easy to work you

Patricia Fripp has shared with us that one of the ways to "get ahead of the crowd" is to do that.

7. Just say "NO" to no-win networking

Our networks are too precious to include people who aren't appropriate, courteous nor competent.

8. Stay in touch with people when we need nothing from them.

9. Have fun and be of good humor, but NEVER at the expense of others.

10. Pay attention and incorporate the rules - written and unwritten.

If we understand that savvy networkers are soft-sell, and if we establish relationships in networks, we will be shining stars of the business community, as well as in our personal endeavors. Savvy networkers share a skill with successful leaders: they are aware of their impact on others, and behave accordingly. And, they are aware of the "Favorbank": its deposits, withdrawals and accrued interest.

Rather than view "networking" as a time waster, savvy networkers see it as an investment, which may pay off for a "designated receiver. Someone who had been of immense help to me in the early stages of my business asked me if I could help her daughter who had graduated from law school. It was my great pleasure to return my friend's assistance and support by helping her daughter. And, it relieved her of having to appear as a nagging parent.

By the same token, we get to call in favors to help our friends, colleagues, relatives and cronies. Networking has been the way of the world. We just gave it a new term. It used to be called helping!

About the Author
Susan RoAne is the nation's undisputed and original networking expert who teaches people how to connect and communicate. She has been featured in such diverse tomes as The Wall Street Journal, USA Today, New York Times and has appeared on radio and television throughout the world including NPR, CNN, CNBC, The BBC and many more. Susan RoAne is the author of the classic bestseller, The Secrets of Savvy Networking (Warner). For more information, visit http://www.susanroane.com/index.cfm.

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