NETWORKING IN TROUBLED TIMES
Statistics Canada reports that another 61,000 jobs were lost in March, pushing the unemployment rate to 8% and increasing the number of Canadians who want to work but cannot find a job to over 1.45 million.
If you haven’t lost your job, you probably know someone who has. At the very least, you know someone hovering on the edge between employment and uncertainty. Every day I hear from colleagues referring me to people who are in transition.
My inbox is overflowing, and I’m hearing from people I haven’t heard from in years. Why? Because when you need help the first place you go is to your database.
According to statistics Canada, the unemployment rate has risen to 8.0% (it was 6.3% in October 2008). The unemployment rate is back to where it was in December 2001, more than seven years ago. That means you need to Network to Get Work!
What can you do when you are one of those statistics? It’s simple. Learn the Art of Effective Networking. Then put into practice what you’ve learned.
The 10 Rules of Effective Networking
Rules 1 & 2: Be prepared. Be open-minded. We already have a network. The problem is many of us don’t know how to tap into it and use our network wisely. Always be ready. Keep plenty of business cards on your person, and an eye out for connections between people you know. Far too many people fail to make the right connections because of narrow thinking.
The single most important networking skill to develop is lateral thinking. Look at things differently; try to see connections between everyone in your network. It’s all about helping fulfill someone else’s needs.
Say, for instance, you’re a caterer, constantly cooking. It’s no trouble for you to make a little extra of a given dish and freeze it. The accountant who does your books is swamped between January and March, and may be interested in easy-to-microwave, frozen gourmet meals. You’ve just made an unconventional connection: your bean counter is now counting on your bean soup! That’s just one example. Using the tools of good networking, a profitable link can always be made. Attending events sponsored by the Board of Trade, Local Chamber of Commerce, or Service Club is a great way to build business opportunities or find that next job. Make sure when you attend that you have done your homework. Know the type of people you will be meeting and dress for success. Your attire makes a statement.
If you have a name that can be related to something that helps people remember you, use it to yourself. “Hello my name is Ralph Greene. Like the colour, with an extra ‘e’.” Or, “My name is Susan Banks. Wish I could give you a loan.” This is a simple memory trick, and you may even have to go beyond your comfort level, but you will be surprised just how many people will remember you, your name, and your business.
Rules 3 & 4: Don’t be afraid to ask. Treat everyone in your network as equals. Careful listening is another important tool. You will be amazed at how easy it is to connect people if you really listen to what is being said. Stand tall, give a firm handshake, and deliver a brief introduction, while looking your colleague in the eye, which is also very important. When networking with a new acquaintance in a business milieu, start your conversation with, “Hello, my name is…, How can I help you?”
In every instance, the reply will be the same: “I don’t know. Tell me what you do.” This opening will give you the opportunity to give your one-minute infomercial. Good networking requires that you have a synopsis of yourself and what you do. Your infomercial provides all of the information needed to allow the other person to decide how you can help... and whether they can help you. A good one-minute introduction is almost a guarantee of success in networking. Don’t try and sell yourself or your product, just build the relationship.
Network everywhere you go. Take advantage of travel and introduce yourself to travelling companions. Remember, everybody knows somebody you would like to know...and vice versa...so treat everyone equally. You never know when you might make the right connection. The man who services your car in the winter is probably open to hearing more about your sister’s discount travel agency.
Rules 5 & 6: Build your network on information, not status. Say thank you. Remember, everybody benefits when we network properly. It’s about sharing knowledge with others. So it only follows that everybody has something helpful to share with everyone else. Always thank those who make time for you. Even if you haven’t closed a deal, or found a job, you’ve opened a door. And thanking people for their time and efforts is not only good business, it’s common courtesy.
Rules 7 & 8: Don’t waste your resources. Give without expectation. With lateral thinking everyone can connect. But not everyone will want to. Never force yourself on someone who’s not interested. If you’re hitting a stone wall, go around it. Collect back those pamphlets you distributed that are probably going to end up in the trash. Stop leaving unanswered voicemails. If they want to get back to you they will.
Instead use that time positively to nurture the contacts you have. Selflessly help those people whenever you can. They won’t forget any favours and your efforts will ultimately pay huge dividends.
Rules 9 & 10: Set realistic and achievable goals. Be committed and determined to do whatever it takes. Be absolutely honest with others and especially with yourself. Assess exactly where you are and where you want to be. The gap between these two areas can be connected by good networking. Now go to it and remember rule 3. Don’t be afraid to start asking. Somebody out there not only has what you want, but wants what you have to offer.
Donna Messer is an author, speaker, and coach. She teaches effective networking to those in transition across the country. For this issue Donna is sharing her E-Book with her readers. Simply send an email with E-Book in the subject line. www.connectuscanada.com
