How to Network

Ok, really. How tough can networking be? It involves TALKING to  people and I talk to people every single day. Why do I  constantly need to learn how to network? Why do I need to  constantly develop networking skills? Why is it recommended that  I participate in GROUPS that only have a focus on networking? It  just can't be that tough. 

 Networking is a LEARNED skill. It involves developing strong  relationship-building techniques. These are taught. Just like  mathematical skills and verbal skills. It is a common  misconception that you should "know" how to network. After all,  it's believed, networking is not brain surgery or rocket  science. 

 But that IS a misconception. Without constant exposure to new  relationship-building ideas, without exposure to different  people, and different communication styles, without training in  the field of networking, a business professional would suffer  from some serious business development challenges. These  challenges included but are not limited to: 

 1. A lack of ability to get past "gate keepers". A very common  way to get past gate-keepers is through a referral from someone  the gate keeper knows and respects. Without strong networking  skills, a business professional will be unable to generate such  referrals. 

 2. Once past them, a challenge with getting an appointment with  a decision-maker. Here, without strong listening skills and  precise presentation techniques, the busy decision-maker finds  it easy to end a conversation before it's started. 

 3. Once an appointment is made, difficulty communicating  features and benefits to your prospect. People relate to  different styles of communication in different ways. Usually,  someone likes to be related to in the same manner that they  relate to others. To use a different style can not only cause a  delay in the presentation process, but can actually lead to the  termination of an otherwise mutually-beneficial business  relationship just because the STYLE was offensive to the  recipient. 

 4. Even if all the above can be handled successfully, a  difficulty in closing the sale. In an ideal networking  relationship, both parties are concerned with learning about  each other so they can best help each other. This skill makes  closing a sale easier, since you have learned how to best help  your prospect and your prospect has learned how you can best  help them. The close is much easier then. 

 There appears to be no formal courses someone can take on  Networking. (Although I personally would LOVE to change  THAT!)The closest thing to a networking course is participation  in networking groups. Here, a group of like-minded individuals  meet with common goals in mind-the over-all goal being increased  business revenue for all participants. 

 Any readers interested in furthering THEIR Networking education  may want to read a series of articles on the topic (including  articles on Networking groups)that I have available by  autoresponder. For a list of the titles of these articles, send  a blank e-mail to: 

 mail to: files@profnet.org 

 An autoresponder will return a list of the available files WITH  descriptions so you can continue YOUR networking education by  choosing the articles that are of interest to you. 
 
 

Nancy Roebke
Execdirector@Profnet.Org  http://www.profnet.org

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