To some, networking means
simply meeting or calling someone new for what might be a one-off
discussion or event. In this limited sense, networking is only a
trading relationship in which two parties seek to discover whether
they have anything of mutual interest to talk about. They either
make some sort of exchange or quickly move on. This makes
networking a highly ‘transactional’ subject, much like buying and
selling or negotiating with someone.
My view is very different
because I believe that networking has a much wider definition. In
fact it can be a major social and life skill to be used in both a
business/organisational and personal setting.
Network & Relationship
Building
The ‘relationship building’
aspect of networking is a long-term commitment to knowing more
about yourself and others and what you may be able to do together
that you couldn’t do (or couldn’t do as well) alone.
The reality is that anyone can
systematically adopt effective networking as an individual
strategy. It can play a key part in linking you with a wider range
of people who can help you to achieve more – whatever ‘more’ means
for you.
The Benefits Of
Networking
The benefits of effective
networking are many. Some of these are:
• It is the most cost
effective marketing tool available
• Networking referrals
will typically generate 80% more results than a cold call
• 70 – 80% of all jobs
are found through networking
• Every person you
meet has 200 – 250 people with whom they connect who can
potentially assist you
Anyone that you might want to
meet or contact in the world, is only five to six people contacts
away from you
As if these reasons were not
enough, a healthy and active link to a network is a vast resource
available to every individual at a low personal cost. It can help
you to achieve a range of goals that otherwise might be too hard
or out of reach.
A key point to understand is
that networking is achieved at low personal cost
not no personal cost. I am not suggesting that
networking is a quick fix or fad idea that can be easily adopted
to make things better for a while. However, it can provide
immediate results for those prepared to invest their time and
energy.
The Concept Of Networking
Many of the definitions of
networking highlighted in the next paragraph may surprise some
people, in as much as they suggest that networking is an
altruistic activity involving giving and sharing, rather than
taking.
In Summary: Networking
Definitions
• A power that comes
from a spirit of giving and sharing
• A willingness to
honour ourselves, our relationship and our connections with the
universal flow
• A way of sending out
into the system what we have and what we know, and having it
return to re-calculate continually through the network
• An organised way of
creating links from people we know to people they know for a
specific purpose
• Giving, contributing
to and supporting others without keeping score
• People caring about
people
• Fostering self-help,
and the exchange of information; seeking to change society and
work life and to share resources
• Ensuring the right
to ask a favour without hooks
That’s the real value of
networking!
Jonathan Farrington
is a globally recognized business coach, mentor, author,
consultant, and sales strategist, who has guided hundreds of
companies and thousands of individuals around the world towards
optimum performance levels
He
is the CEO of Top Sales
Associates, Chairman of
The jf
Corporation and Senior Partner at the JF Consultancy, based in
London and Paris.
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