The formula for networking success
Even if you like talking a lot, it is a proven fact that most of us are not confident or motivated networkers. In actual fact, statistics reveal that only one in ten people are comfortable in striking up a relationship with a complete stranger.
Research undertaken by the Worldwide Centre for Organisational Development has shown that there are four distinct networking styles: The Loner, the Socialiser, The User and The Builder.
This research has informed the development of the Rapid Skill Builder instrument on networking and relationship building ““ part of a 40 title series produced by international organisational development consultant Jon Warner.
“Networking has a broader definition than the transactional exchange most people think of when it’s mentioned. It is a major social and life skill that should be used in both business and personal settings,” according to Warner.
“The networking styles were identified through a series of focus groups in North America, the UK and Australia and it was remarkable how similar the results were.”
“In each case the overwhelming majority of people could be categorised as Loners, Socialisers or Users. However each of these styles can be developed to attain the optimal Builder style ““ the ideal approach to networking.”
There are seven skills for effective networking: Temperament or Disposition, Strategising Ability, Organisation, Communication, Nurturing Ability, Social Involvement, and Persistence.
Each of these skills can be learnt and developed on their own, and when used together, form a powerful basis for more effective networking.
Mapping your network into Possibilities, Prospects, Contacts, Advocates and Partners ensures that when you are in a position to make a request for help, you are asking the most appropriate person. A simple map involves placing your name in the centre of the circle on a page – then draw connecting lines to people you know with further lines connecting them to people they know.
Keeping accurate records on people will ensure a robust network that can be called on when the need arises. It is better to have a quality database of people than a large quantity of contacts that are not well substantiated. Offer value to other people’s networks and keeping in touch is a critical element to ensuring the network is fresh and active. Only contacting someone when in need will undoubtedly leave a poor impression on them.
Once these skills have been mastered, concentrate on the process to attain networking success. Start to network more widely, to see the scale of quality in all potential relationships.
“And herein lies the basic secret of networking success: you have to become interested in anybody and everybody, and you have to share more about yourself than you have done in the past. It is from this mutual exchange of knowledge that network contacts will connect and start to offer support, help, advice, favours, referrals and other benefits on a regular basis,” according to Warner.
Networking Styles
The Loner likes to do things by themselves (mainly because they can do it faster or better than others), would rather not bother anyone else, feels like their personal knowledge and skills are superior to most people, and only asks for help as a last resort (and perhaps when it’s too late).
The Socialiser tries to make friends with everyone they meet, know people’s names and faces (but not necessarily what they do), makes contact randomly (follow up is not their strong suit), and are always ready to move on to the next person / conversation.
The User type collects large volumes of business cards without really connecting with the actual person, they try to make sales or pitches even on the first encounter, and they talk a lot about their agenda rather than gathering information.
The Builder has a generous disposition or attitude, are generally happy to ask others for guidance or advice, listens and learns about people carefully, and is constantly on the lookout for useful information by which others might also benefit.
