LOs have a social job — we need strong people skills if we really want to excel in the industry. Networking is especially important, and the more proficient we are at it, the more opportunities we’ll create for ourselves. It could be running into fellow professionals around town or attending events, knowing how to make the most out of new connections will always be beneficial to our business. Here are some tips to be better at networking:
Every Interaction is an Opportunity
When we understand the value in connection, we become much more motivated to build a strong network. I’m not just talking about connecting with referral partners or prospects, but every single interaction is worthwhile. Even if you meet someone from an entirely different industry, you should still take the opportunity to get to know them. Any encounter can offer something — a referral, an opportunity to learn something, or just a new business connection. When you see each interaction as an opportunity, you’ll no doubt find that more opportunities open up for you.
Listen More
We all have our ‘elevator pitch’ down cold; but networking is not just about what we can get — it’s also about what we can give. If you really want to get the most out of every interaction, then listening is often more important than talking. Listening intently shows the other person that you’re interested in them, and that you value their time, which makes for a strong impression. It also gives you the opportunity to glean some information you may have otherwise missed out on a) you did all the talking or b) you were just formulating what to say next while they were talking and missed everything they said. Successful relationships are reciprocal, and when you give back by actively listening, you have a much better chance that the relationship will go somewhere.
Follow Up
It’s very common for professionals to have a warm chat with a new contact, add them to their LinkedIn contacts, and then… nothing. Strong networking means communicating with your network. It only takes a minute to compose (and send) a friendly message to new contacts. When you express your gratitude for being connected, it makes a strong impression and gives you a good foundation for the relationship to grow. When you meet someone new, let them know you appreciated meeting them. Maybe there’s something you can reference from your previous conversation, or maybe you can set up a time to meet again. Meeting someone new might count as networking for you, but if you don’t use that initial meeting as a springboard for something more meaningful, then it’s not effective networking. By following up, you demonstrate your interest to your new connections, and open up new possibilities with that relationship. More on how LOs can improve their follow-up, here
It takes time to build meaningful connections, but these ideas will help you do a better job at networking and get more out of each relationship.
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