Think you can network?…think again.
So, you have read through the umpteen recommendations out there on how to network, when to network and who to network with. Good. You got the basic thing done — Research.
Now you are well equipped to plunge deeper and start putting that research into actionable efforts that could possibly yield tangible results either to you or to the “nerve center” that you intend to connect with, but preferably both. That’s easier said than done and any mid to senior level manager (or networker) will nod in approval to that. Anyone can tell that ‘blind networking’ is the worst thing to do. That approach serves one and only one purpose, too many connections. Now if you are launching a product and need pure audience base, or working on revamping a ‘too-old-to-innovate-I-still-have-a-service-to-sell’ situation, then yes, it could get you more eyes and ears, but is that what you really want?
One executive that I recently had the opportunity to talk to quipped over a water cooler conversation said “I cannot even remember how many connect opportunities I get every day…how many of those I use is a different story”. Now lets ponder on that for a moment. The sole purpose of that evaluation is “Is this connection useful to me…or am I a useful connection to this person” and that sounds too natural but it’s purely human nature.
As they teach in most MBA curricula…one has to consider “Time value of Money” always, but the converse holds good too. One has to consider the “Monetary value of time” and that’s where most people have a disconnect between the networker and the networkee (I might have coined two new terms here). When there are logical elements in the mix such as these, and when your research have told you what to do and what not to…how would one resolve and arrive at a common ground to achieve what they intend to? Tangible or otherwise?
Not every connection is to Sell to or for: One has to realize that whether we are selling a product, service or ourselves…we are not connecting to a person or network with that sole purpose. When you connect, your intention is just one part of it. There are many other elements that are needed to be satisfied to get to that end result. Think of the bigger relationship. We dont need to connect to X to Y to Z…We just need to relate to X as ourselves. Other things will follow.
Network with a focus not a purpose: This could be a contradictory strategy from what most people read, but when you network with focus you are driven by vision which bolsters passion. When you network with a purpose, you are superficial. Barely scratching the surface, which obviously creates more effort to distinguish. A CMO that I once talked to on a NY subway told me…”Network from within”.
Network for others and the common core: “Did you ever see Sales guys/gals of competitive companies laughing around and happily connecting in a networking event?” Yep…only if their targets for the year/month are met, you are not a threat and want to hold their ground from others. Why? They have a common purpose. Would you be able to break in? Only if you have the same purpose. A common objective which is as narrow as possible will be the most effective.
Open communication and “live” status: Granted, more than 50% of your 6 degrees of freedom connections are passive and will be of no quick help. That does not mean they are useless. Can you remember when was the last time you did actionable things on every phone call you got in a week’s span? Exactly…we are not dealing with machines or code…we are here to deal with humans. Be one, respect one and be open to one…even if its a dead connection.
Social Media: I still get to meet people that are apprehensive about social media interactions. I have a manager who is an amazing worker but withdraws away from most social media. Dont get me wrong, he is a great networker…just shys away from social media. Why? There is an element of fear. And what that is doing is inhibiting you from harnessing its true potential. With great power comes great responsibility, as a great visionary once said. But you dont need to know everything from zero up to harness its potential. Learn the things that can quickly and efficiently make it effective for you.
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“Purpose” “Passion” “Priority” “People” “Place” — 5 Ps of Networking
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Last but not the least, A great professor from a prestigious University once shared with me,” A great Manager is a great Leader, and vice versa…and a great networker is a self disciplined individual, who diligently connects with everybody and anybody who respects others’ perspectives”.
To me the mantra is simple…I want to connect with people, their ideas, their perspectives, their life, their emotions and their problems. If I can make a difference…I am successful. If not, I will wait to be there for them at that juncture and expect vice versa.
