Now that we’ve discussed the basics of communication skills, let’s move on to see how you can use these skills to create more business. The key is networking, working within a group of people that you know or want to know. I (Jim Rohn) highly recommend six techniques for effective networking.
Number one: when developing relationships through networking, remember that they must be mutually beneficial. The favor you do for someone else is expected to be returned someday. For each contact you give someone else, you expect one in return. For each tip you give out, you expect one back. But remember the Law of Sowing and Reaping: what you sow will come back to you multiplied. In a good networking relationship, you will receive more than one contact and more than one tip for each one you give out. If you find that you are giving out much more than you are receiving, it may be time to look for a new network.
Number two: keep the relationship active. Schedule quarterly lunches. Plan to meet at Chamber of Commerce networking events. If you see a story about your contact in the newspaper, clip it out and send it to her with a note of congratulations. Send articles that may be relevant to his career. Keep in touch. Don’t just call when you need something; keep in regular contact.
Number three: express your gratitude and appreciation. Make it clear that you’re appreciative of the contact or tip that was sent your way. Send a finder’s fee if your latest deal was the result of your contact. Send a special gift if a tip panned out.
A man I know got a stock tip, in passing, from an acquaintance of his. The stock made this man thousands of dollars richer. What did he do? He sent a bottle of Dom Perignon and two very expensive, gold-rimmed, crystal glasses and a thank-you note. He didn’t have to do that, but the recipient will never forget this guy! Don’t forget to express your gratitude and appreciation.
Number four: keep your professional relationships professional. If it looks like jealousy is rearing its ugly head, firmly but politely cut it off. When the relationship no longer serves you, is no longer mutually beneficial, step away from it. If the relationship you’re building through networking appears to be harmful, take a sword to it.
Number five: remember the other person’s need for achievement. This is an important tip to keep in mind, especially when you’re dealing with someone who’s not as advanced in their career as you are. By respecting this need, by providing guidance and leadership, by sharing some of your personal experiences with others, they’ll end up bringing opportunities to you. Why? They value your insight. They value your experience. And most of all, they value the time and the knowledge you’ve shared with them. Acknowledge those who are on their way up. You may just find out one day that it was your extra effort that gave them the boost they needed.
Number six: remember that competition is good. Competition is healthy. Competition, when used positively, can be a benchmark by which you measure your productivity. And competition to reach a goal is far more noble than competition to beat out an associate.
With good networking skills, a friendly competition between two associates can build character. Take, for instance, the two opposing attorneys in a courtroom. If you’ve only seen their courtroom antics, you would think they were fierce competitors. But step outside the courtroom and you’ll probably find that they’re discussing their next tennis match together.
With your communication skills in place, you’ll increase your ability to work well with others. Listen. Talk. Share. Sympathize. Empathize. By extending your reach to work well with people that you know, you’ll be able to extend your reach to work well with those you don’t know. You’ll be able to develop networking skills. And once you do, you’ll find that networking is an incredible way to increase your opportunities… tip by tip, contact by contact.
* Source: Leading an Inspired Life by Jim Rohn