“Networking karo, dhanda milega” (Do Networking, you will get a lot of business) is a new buzz amongst start-ups, SME Business-Men, sales-men, and conventional businesses who want to grow.
This whole idea that networking “increases sales” is in an opposite direction to what the real idea of Networking is. Sales is numbers and targets, which are time bound. There are projections, need analysis , prospecting, convincing and closing the sale, which are an integral part of a sales process. People get confused with “Network Marketing” as Networking, which it is not.
So What is Networking? And how does it work?
These are some rules that I have set to describe real networking and has been derived from my experience of successfully networking with around 40,000 individuals in past 14 years.
1. Help without expectations: Sales is expecting to close a deal or make reveunes. Networking is purely helping somebody, without expecting any-thing in cash or kind as return. I know a friend (Can’t name) who had set a target at least helping (without any expectation), at least 10 new people every day with information on a certain web technology and by connecting people to other people who knew more about this new technology. He was working in another field and had no expectations or ambitions of becoming an entrepreneur at all. After 14 months, his credibility grew so much that he was forced to become an entrepreneur and he touched $ 1 Mn in sales in 3 months of starting his business. He had kept zero targets for himself!! The whole conventional idea of being a “go-getter” and a “shark” to be successful will only take you to a level above. Helping people without expectations in the long run builds credibility, and builds a huge bank of people who are there to support you when you need help. “Give & Take” relationships are conventional, archaic and don’t create a differentiation. A “Give, Give Give without expecting anything in return” Relationship is the one which is long-standing, sustainable and satisfying. Read Bob Burg’s “The Go-Giver” to understand this more.
2. Be Inclusive: Networkers these days, hold information to their chest. They will only help either friends or people who are a part of some networking groups. A Good Networker has to be inclusive to all. Good Networking is about being open minded and being a believer in the dictum of “Nothing Belongs to You”. Please share knowledge, leads, connections and information with whoever might need it. If people are shy or hesitant to ask, offer such things without people asking for it. Do not think that you can only help a person from your field/sector/business area only. Be open to help anybody who might need it. Volunteer information and help to anybody and everybody you come across.
3. Be Interested in Other’s Problems and Pain Areas: A Good Networker is a great Listener. This philosophy is totally contrary to the popular belief of “being outspoken” and “getting heard” to become a good networker. If people want to be heard, become their listening board. Understand what their pain areas are and dig in to your network to help them or with the information that you might have. After speaking to somebody and not commiting anything, just go back check how can you help and get back to them. This is a huge delight for people. When people speak about their problems, they not necessarily are expecting help. By you listening in detail and getting back to the “person with pain areas” is a huge “networker’s delight” that you create. The person will remember you for a long long time and the relationship will grow beyond a conversation.
4. Discipline – Though according to me, Networking is more effective with “minimal rules”, it cannot grow or be effective without Discipline. Imagine that you speak to somebody today, are able to help him and give to him without expectation and listen to him. But after a few days a networker is out of touch, with the new friends they have made. Find New Ways to be in touch and if the person hints or expresses that, he does not want to be in touch, leave him alone. There is a thin line between discipline and hard-selling in Networking. You are not being in touch to sell or get something out of the person. You are rather in touch to either help or just like that. Networkers feel it’s odd to do that, but it’s not. Infact, the more you are in touch with the person, the more you realize whether the other person is interested in networking with you or not. Discipline is also about regularly dedicating time to networking. It cannot happen sporadically. If it happens sporadically, it dies.
5. Joining the Dots: This is the most interesting and best part about Networking. I want to dedicate an entire story and case studies about Joining the Dots in my next Article
Your Views and comments about Networking are welcome.
This is just an introductory article, stating the Ground Rules and my next articles will consist of more in-depth analysis and stories about Networking with specific case studies.
-Shubham DC Rai
Flipster at Flipkart in Working hours.
“Go-Giver”, “Connector”, “Networker” in Rest of the Hours
Hand Phone: +91 97697 03607
Current Official email: shubham.rai@flipkart.com
Twitter: @shubhamrai
Linkedin: in.linkedin.com/in/shubhamrai/
Photograph credit: tweakyourbiz.com