Knowing the dos, don’ts of networking

By Zita Gustin
Guest Columnist

Did you know that networking is the fastest and most economical way to establish a good reputation and connect with other people? Did you also know that the fastest way to establish a bad reputation is also through networking?

Good word-of-mouth marketing spreads fast, and bad word-of-mouth spreads even faster. Don’t let this happen to you. When you network by focusing on others first, you enhance your personal brand and reputation as you earn valuable new connections.

Networking is simply the act of showing up and starting conversations with other people. The easiest way to start a conversation is by being inquisitive. Ask questions that indicate you are interested in learning more.

Train yourself to focus and listen. There is nothing more insincere than a person who asks a question and fails to listen to the response. Be focused and stay present. Listen with your entire being. This kind of attention is rare. When you show it, others will appreciate your attentiveness and remember you for it.

Once the conversation starts, keep up the momentum by asking for more information. Dig deeper to build a relationship by using the “X” words: explain, expand and example.

For instance, you could say, “That’s very interesting. Could you explain that in more detail?” Or, “Could you expand on how XYZ product solves this particular problem?” And, finally, “Would you give an example of the difference between XYZ and ABC?” By digging deeper and being truly interested, you leave a memorable and authentic impression and gain a positive reputation.

Now, contrast this with the person who is first determined to be interesting before being inquisitive. Often, people like this seek center stage. For them, it’s all about “me.” They will start by telling you how important they are and how superior their products are.

They will proceed to tell you more than you ever wanted to know about their product even though they haven’t taken one moment to find out what your needs are. When a conversation is monopolized like this, there is little room left for real, engaging dialogue. They will end the conversation by pushing a business card into your hand and telling you to expect a phone call soon.

In every group, there is often that one individual who is a repeat offender when it comes to the rules of networking. In the words of Oprah Winfrey, “When you know better, you do better.” And, now you know several important dos and don’ts when it comes to networking:

Networking dos:

• Always focus on the other person.
• Be interested in other people.
• Stay focused and present.
• Listen and listen again.
• Be curious, ask questions.

Networking don’ts:

• Be dull or unimaginative.
• Talk too much about yourself.
• Waste time trying to be interesting.
• Let your eyes wander the room.
• Think of what to say next.

Displaying genuine interest and curiosity about others will pave your networking path with many wonderful conversations. You will learn more, build better and longer-lasting relationships, and ultimately, earn more.

By being interested, asking questions and displaying authenticity, you will soon become a trusted colleague and resource that will ultimately contribute favorably to your personal brand and reputation.

Zita Gustin is the managing director of the local Seattle/Bellevue Chapter of eWomenNetwork, a national women’s networking organization. To download a list of networking tips for beginners, go to www.thesavvynetworker.com. To learn more about eWomenNetwork, visit www.ewomennetwork.com, send e-mail to zitagustin@eWomenNetwork.com or call 425-803-0651.

Back to the top/Business Women 2006 Main Menu