Four Networking Maxims

By Karen Susman

Networking Maxim #1:

The more times you interact with someone, the greater the mutual understanding and cooperation likely to develop. Meeting someone once doesn't make for a relationship. Follow up and keep in touch often. It's never too late to reignite a relationship.

To Do:

• Contact or re-contact three people you met within the last month.

• Contact three people you haven't talked to in the last year. Always determine the next step, the next contact, so the relationship will continue.
  

Networking Maxim # 2:

Most people prefer to interact with people like themselves. Break out of your comfort zone. The aging hippie may be a retired mogul. Force yourself to go to meetings, classes, and events that are out of your usual realm. Speak to strangers.

To Do:

1. Walk up to an imperfect stranger at an event and start a conversation.
   
2. Attend a trade show that is not in your field.
   

Networking Maxim #3:

Diversify your contacts to reduce overlap and increase leveraging. If your sphere of contacts includes only your high school and college buddies, chances are you all know the same people. But, if you ask, "Whom do you know who...?" of your T'ai Chi master, librarian, and new neighbour from Sheboygan, the answers will probably be non-overlapping and fresh names.

To Do:

1. Review your contacts and build on the diverse relationships.
2. Ask people who are in the fringes of your Rolodex for help, information, contacts, etc. Uncover the gold you've overlooked
   

Networking Maxim #4:

Relationships develop according to your expectations. No one-night stands! If you meet someone and immediately decide there is no future value in the relationship, you will treat that person differently than if you think he or she represents the opportunity of a lifetime. So, approach each person you meet as if that person had great promise. Then you won't have to change your tone or tune, should you discover the relationship has potential.

To Do:

1. Practice deferring judgment and treating each person with respect. You never know.

Karen Susman is a Speaker, Trainer, Coach, and Author of 102 Top Dog Networking Secrets. Karen works with organizations that want to maximize performance. Programs include Humour at Work; Balance In Life; Networking Skills; Presentation Skills; and Building Community Involvement. Order new guidebooks on humour, networking, time management, and community involvement by calling 1-888-678-8818 or e-mail Karen@KarenSusman.com.. www.KarenSusman.com. Published in Networking Today, October, 2003.