We’ve all heard the sayings:
“When the going gets tough, the tough get going.”
“People don’t care about how much you know until they know how much you care.”
“It’s who you know rather than what you know that matters.”
“When you fail to plan, you plan to fail.”
“The more you put into something, the more you’ll get out of it.”
Let’s break these down a little further.
1. ‘When the going gets tough, the tough get going.’ We’re operating in unprecedented economic conditions. We’ve never experienced so many simultaneous fundamental changes – great uncertainty and volatility are constants. So what do sporting teams do when the momentum is against them and everything seems a challenge? Go back to the fundamentals.
It is our individual networks that play an undervalued part in the outcomes that we’re looking for and like anything else they need to be attended to, to ensure that we’re getting the most from them.
2. ‘People don’t care about how much you know until they know how much you care.’ Good networking is more about giving than receiving. If the mindset is around number of leads or contacts, you’re on the wrong track. If the mindset is about how you can help, assist or be of value to your network instead of being someone people run from, you’ll be someone that people seek out.
3. ‘It’s who you know rather than what you know that matters.’ We all operate with limited time and resources so limit your networking to where you are going to be able to give (and receive) the greatest value and reward for your efforts. Trust and relationships are so important to business connections and these take time so it is better to do one or two things well rather than be spread across too many activities that create superficial contacts and connections rather than the deep bonds of trust. Stick with a peer group of people who are positive, creative and you like to be with. Go where your clients go. Go where your prospects might be.
4. ‘When you fail to plan, you plan to fail.’ You wouldn’t go into an important meeting, presentation or negotiation without preparation and yet very few people take the time to prepare for the immense opportunities that come from productive networking events. Do you have cards? Are you able to clearly and succinctly explain what you do? Are you friendly and approachable? Have you considered who will be present? Is your mindset ready for meeting new people? What questions will you ask when you meet them? What will your follow up be?
5. ‘The more you put into something, the more you’ll get out of it.’ The best value from your networking comes when you are a presenter, organiser or take a leadership position within the group or organisation. Sure it is an investment of time and effort and you need to give a lot – but guess what? Typically the more you put into the organisation, the greater your ability to connect, bond and interact with the very people that will be bringing you opportunities down the track.
