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Networking, is it an inherent trait?

Posted on 23. Nov, 2008 by p syrek in Professional Upkeep, Tradeshow tips and tiffs

This is a great article from one of my beloved sales trainer.   

By Julianne Rivera, Sr. Business Consultant and Trainer for Dale Carnegie Training

Ok. So you are not a social butterfly. You’re not the type to go out and introduce yourself to people.  You may consider yourself a loner.  You tend to stick to people you know at networking events or hang out by the food table. You leave an event and are lucky to have connected with one new person. Networking is uncomfortable and doesn’t feel productive. Does that mean that you can’t be successful at networking? Absolutely not!

In our society, we love to point to outgoing personalities and say that they are the ones who will get ahead in the world. However, the quieter personalities have just as much going for them, if not more. The reason? Introverts are willing to analyze their situation and determine how they want to act instead of merely working their way through a crowd. In fact, many a loner has gone on to reach high levels of management because he or she sincerely makes lasting friendships.  When it comes to business, here are some recommendations to develop the ability to connect with people quicker.

1. Be a good listener. Encourage others to talk about themselves. This is where a quiet nature becomes an advantage. People love to talk about themselves. All you have to do is ask a few leading questions, and most people will keep the conversation going themselves. Add a few comments such as, “Really?” or “Wow, how did that make you feel?” and before you know it, you’ll have plenty of friends lined up at your door.

2. Become genuinely interested in other people. Being a good listener is important, but the next step to keeping up the relationship is to really care about these people. Remember things about their personal lives or their jobs and sincerely show you care. This means focus on others instead of ourself.  It is taking on an attitude of caring, honestly and sincerely concerned about the other person. This one trait builds trust and strengthens relationships quickly.

3. Don’t criticize, condemn or complain, no matter how difficult the situation. A negative attitude rarely takes you very far. Just give people and situations the benefit of the doubt. If you’re caught in the middle of a complaint session and asked for your opinion, try taking a neutral attitude such as, “It takes all kinds of people to make a successful business.”

4. Remember that a person’s name is to that person the sweetest and most important sound in any language. People naturally feel friendly toward you if you’ve made the effort to remember this one important fact about them. Because you took the effort, they’ll likely feel you’re already a friend. It’s really fairly easy to remember people’s names and it may be the most important career skill you can learn. We go into detail on this strategy in the Dale Carnegie Course, but the key is to associate the person with something you can picture. Is Bill the head of accounts receivable? His name is naturally associated with his job. My kids tell people to think of them drinking a big can of Coke every hour, with a Big G on the can….. Gochanour.  The more ridiculous your image, the better you remember it.

Networking is not a one time event. By using these quick, yet not always easy tips, anyone can build relationships and trust that impact business.
 

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