Business mentor: Lessons in the art of networking

Q.As a woman in business, I believe networking is a good idea to build my client base or a general awareness of my business, but where do I start?

A. Fiona Powell, editor of Her Business magazine, replies:

Networking is a life skill, not just something we do when we want something from someone we know or from a stranger.

Robyn Henderson, global networking specialist and speaker at the Her Business conferences to be held during National Women in Business Week from tomorrow, March 1, to March 9, says the two main keys to successful networking are:

* Give without expectation. Do things for others, not just to get something back but rather to help that person achieve their goals or solve their problems.

* Have an abundance mentality. Firmly believe there are plenty of opportunities (business and personal) for everyone.

Networking is a non-traditional style of selling; in fact, it is not selling at all. But it can generate more business and career opportunities than any advertising campaign could ever hope to achieve.

Networking accounts for approximately 87 per cent of business in the marketplace today. Good networkers believe in lifting the level of professionalism for their profession or industry.

They do this, first, by constantly exceeding their clients' expectations. Secondly, they believe in making the pie bigger for everyone.

With an abundance mentality they are encouraged to cross-network with competitors and regularly give referrals.

Their business card becomes their form of introduction. "Hi, my name is Robyn", as they offer their card to you.

Some people may find this a little too bold. But how will someone make contact with you if you don't give them that initial information?

Good networkers are generally good listeners. They don't try to talk to everyone at a crowded networking event. Quality conversations allow you to get to know a little more about the other person, build rapport and develop the foundation of trust.

Good networkers attend networking events at least once a week. Rather than belong to a lot of networks and go to each of them occasionally, they belong to one or two and attend regularly. In that way, they become known as the "real estate agent" or "financial planner" for that group.

In the networking world, it's not who you know, it's who knows you.


* Send Mentor questions to: ellen_read@nzherald.co.nz.