We can create 'relationship currency' by developing relationships and connections that matter, advise Billy Dexter and Melissa Wilson, authors of Making Your Net Work: Mastering the Art and Science of Career and Business Networking.
Not only are networking and relationships 'currency' in our careers, but networking is one of the top skills one needs to be successful in a career or business.
What’s more, the relationships we build add up to define how people view us. If they view us as ‘value-added resources’, people will refer business to us. If they don’t, we may find that we don’t get as many referrals as we could attract.
Here are four tips for developing (and retaining) a valuable network of contacts.
Don’t make building your network just about creating a safety net in case you lose your job, or a circle of connections that will help you get meetings to sell your products or services. Our networks are so much more than that, and as such, our philosophy should be something deeper and focused on how we can, first, help others.
The science of networks validates that the rule of reciprocity works when the parties involved have no hidden agenda while offering support to someone else. When we have ulterior motives, others will see through our support and we will lose the focus that is needed to truly benefit others. This focus is about us being authentic and transparent.
Strategic networking begins with building a values-based personal brand. We can identify ours with the help of the following questions:
What are you known for at work? Is it your ability to listen well, or plan strategically? Perhaps you are the person who plans all the outings for your team? Or are you the connector who is constantly introducing the new people to those seasoned in your organisation?
What are you known for among your friends? Might it be your clever stories or your fun-loving attitude about life? Or could it be your constant thoughtfulness and ability to empathise and support the people in your life?
Building trust, or transference of trust, is a core component of building strategic networks. This is the outcome of people either introducing us or referring us to others in their networks whom we have yet to meet.
The power of transference of trust makes for ongoing growth of the networks of all parties involved.
If we’re good at building relationships, opportunities will present themselves. The best way to get a job, new client or customer is to know someone who knows someone – or even better, to know someone who knows many ‘someones’.
However, challenges arise when we meet people who only want to meet those who can do something for them. These are takers. Taking, of course, is the wrong way to approach networking. Our focus should be on making connections that are mutually beneficial.
A fourth step is to think about building a network with intention. Be strategic and deliberate when engaging with your networking partners by considering how to exchange opportunities – not just today but for the long term.
It’s about building a quality-versus-quantity foundation. This means focusing not on the number of people we can get to be in our network but, instead, homing in on those who are ready, willing and able to connect and exchange support, ideas and opportunities with one another.
We may start networking with a large number of people but then begin to trim or weed our network to identify those few quality connections. But focus on developing quality networks as soon as possible for the best networking results.
At its core, a successful networking process starts with listening. This can be face-to-face or online. By listening to each of the people we meet when we’re networking, we are able to find what matters to them and, from there, help them through our connections.
Also, our respective ideas for growing our careers or businesses move ahead faster. We can do the same. It’s easy. What are our current networking partners interested in? What are their jobs? What do they do in their spare time? What is a fun day for them? Connecting with people is about being honestly interested in what makes them tick.
As we strategically implement the science of networking, we should always keep in mind the art. This is where the human, intuitive side of things comes into play. To help you do that, become an active listener. Stay open to new ideas. And stay genuine – be authentic.