Networking

  Submitted by: Bob Payne

Not long ago, at an IFMA meeting,  I was involved in a discussion about networking. The gist of the conversation concerned the great opportunities IFMA  presented for networking. Not only in meetings but at social functions, like the Golf Tournament, Christmas party and other IFMA sponsored events. Shortly after that little discussion, I read the following article, extracted I believe from Nation's Business, although I am not positive about that.

Working the Crowd

If you have a card file full of names but can't seem to turn those contacts into fruitful relationships, you may want to take a closer look at your networking skills.

"Networking is about being seen consistently," says Ellen Volpe, president of American Business Associates of Long Island, in Farmingdale, N.Y. Volpe runs several networking groups of local business people. "The potential lies in who a person knows and can introduce you to." But there's more to it than collecting business cards. Volpe offers this advice for greater success in the subtle art of networking:

ü       Take a long-term view. Understand that networking is not selling. If you're looking for the next order, not a relationship, you'll leave feeling that you haven't accomplished anything. "If the meeting results in a sale, that's great," she says, "but the purpose of networking is to build rapport."

ü       Before attending a function, prepare yourself. When the inevitable question arises about what kind of business you are in, avoid a mundane answer such as, "I sell copy machines." Develop and practice an interesting and creative way to describe who you are and what you do. Try describing how you help individuals or companies achieve certain goals, and, if relevant, provide an example of recent work you have done. Such descriptions help people make connections, and that helps them remember you.

ü       At receptions or in similar settings, adopt an attitude of host or hostess. Ask people what kind of work they do. By making them feel more at ease, you will feel more comfortable, too. Rather than drift away from them, introduce them to others in the room and start expanding the network.

ü       Suppress the tendency to prejudge. Coming to the conclusion-based on a person's appearance or type of business-that he or she can be of no help to you, often results in lost opportunities. Effective networking requires an open mind. Even in industries far apart, there can be commonality.

ü       Good listening skills allow you to find ways to segue into common-ground areas on a personal or business level. It's worth getting a book or a tape on how to improve those skills.

ü       As you begin to develop business through networking, it is important to demonstrate reliability. Deliver on your promises.

ü       Maintain relationships by taking the initiative to call or meet with your contacts from time to time.

ü       "networking is  word-of-mouth marketing, and the activity is cumulative," says Volpe. "A person's network is not always going to bear fruit, but sooner or later it will. What matters is a consistent, patient approach to the activity.

Plant your garden

Wouldn't this be great?

Plant three rows of peas:

Peace of mind
Peace of heart
Peace of soul

Plant four rows of squash:

Squash gossip
Squash indifference
Squash grumbling
Squash selfishness

Plant four rows of lettuce:

Lettuce be faithful
Lettuce be kind
Lettuce be happy
Lettuce really love one another

No garden should be without turnips:

Turnip for service when needed
Turnip to help one another
Turnip the music and dance

Water freely with patience and
Cultivate with love.
There is much fruit in your garden
Because you reap what you sow.

To conclude our garden

We must have thyme:

Thyme for fun
Thyme for rest
Thyme for ourselves