There are ancient Chinese and Tibetan wisdoms that are quoted in many books, scriptures, online publications, they carry the knowledge of many generations and the wisdom of centuries. In business, there are also similar statements that are worth paying attention to. One of them says: “Connections are everything!” If in your personal life you can somehow manage on your own, then business is a team game, this is a world in which it will be almost impossible to “survive” alone. Business, first of all, is the relationship between people, this is the right circle of communication, this the right connections and dating. In many business books, such business connections were even given a separate name - "networking" (from the English net - network, and work - work).
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Of course, it would be foolish to believe that you did not know this, that you do not understand that all over the world, and especially in our country, good business ties can solve a lot. But we know what we know, but what are we doing in order to acquire these very connections? As a rule, either nothing is done at all, or ... or some kind of “chaotic” attempts are made to find the necessary acquaintances. We attend various events, exhibitions, seminars. That's all great, but what's next? To the question “What is networking?” the answer can be given quite simply - this is the science of how to start the necessary, useful for business social connections. To the question "Why is this necessary?" also no one will hesitate to answer. It's just necessary. But the question “How to make these very connections?” will confuse many. Well, do not get acquainted on the street with the first person you meet. How do you know if a person will be useful to you in the future, if he will “set you up” after learning some secret information? These are the questions networking answers. So, let's go in order.
Networking: what, how and why?
It is hard to overestimate the benefits of business connections and “the right people”, because each of you understands that a lot in the world of business and finance can depend on what you do business with, who can support you and lobby for your interests. And very often, this very “necessity” is not realistic to determine at first glance. This is generally an uncertain value, because you can never be 100% sure who and when will help you, who will promote the business, invest in the project, or give good idea for development.
But still, how to look for the people we need?
1. The very first thing you can do is pay attention to your friends and acquaintances. Networking specialists call them “the first circle of acquaintances”. You can even start a small file cabinet, where you will collect all the necessary information about these people. Separately highlight the categories - relatives, colleagues, friends (girlfriends, classmates, classmates ...), those with whom we communicate on "non-work" interests (sports, hobbies, etc.). Maybe there are people with whom you have not communicated for a long time. How are they? What has changed in their lives? How can all these people be useful to you personally? What is their circle of acquaintances?
Use the so-called elements of socialization. Remember that in this chain of seemingly chaotic and incomprehensible connections, there may be exactly the person who can be incredibly useful in your business.
2. The second stage, or as it is also called the "second circle of acquaintances", is that you must analyze the acquaintances of your acquaintances. I am sure that if you think carefully and look, then among all your acquaintances you will single out a few interesting people who can become potential partners, who can strengthen your business ties. After you have found such people, you need to get to know them personally. And you will do this through people from your first circle. They will have to introduce you, introduce you, introduce you closer. After meeting, people from the second circle will automatically move to the first, which will allow you to cover their acquaintances over time, further expanding your business connections. By expanding your own network of personal acquaintances, you not only increase your effectiveness, but also gain more weight in your intimate circles. And it's worth it. Especially in business circles.
3. There is a concept of “hunting field” in networking. What it is? As a rule, this term is understood as various thematic meetings, lectures, seminars, symposiums and other events where you can make the right connections, find the right people and exchange contacts with them. And indeed, where, if not at specialized meetings, where masters of their craft come to look for good partners? There is only one but - you need to competently approach the hunt, not to give out the fact that you came only in order to find the right people and increase your influence in this area. Don't show the fact that you need good business connections, take a firm and confident stance.
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4. Internet and social media. In our time, it is even hard to imagine what kind of businessman can refuse to use the possibilities of the Internet to conduct his business. As a rule, the Internet can be an incredible helper in selling goods, promoting your services, and, well, finding good business connections. How to do it? Everything is simple here. There are special social networks for businessmen, various sites, communities, groups where you can introduce yourself, chat, get to know each other and start doing business.
5. Among people who have similar interests to you, not directly related to work, there can also be many useful people. Ask them not only about hobbies, but also about work (and business). You look, you will stumble upon such a “gold nugget” that you didn’t even suspect about. And all you need is - a little more than an ordinary, “normal” person, to be interested in both this person and his circle of acquaintances.
6. There is a good Russian proverb: "Until the thunder breaks out, the peasant will not cross himself." So, in business, you do not need to wait until the thunder strikes, because this is fraught with serious problems. You should start building the right network of contacts long before you need it. For example, I can say that sometimes people who you could meet five years ago at some business conference turn out to be useful. And very often it happens that at the most necessary moments, old connections and acquaintances, old developments, so to speak, come up.
Networking: the most common mistakes
In networking, as in any other business, you can make a lot of stupid mistakes that in an instant can nullify all your efforts. Naturally, we will not be able to consider all of them, but within this article we will outline the main mistakes, those that are made most often.
1. Business communications imply the principle "You give me - I give you." And many people forget about it, preferring only to take, but not to give anything in return. Remember that if you want to be helped at a difficult moment, then you should not refuse it to others. Business is a game, and try not to break the rules and principles that have evolved over decades.
2. Deception. This is the fly in the ointment that can spoil not just a barrel of honey, but a whole tank of selected and high-quality honey. Remember that any relationship in business is based on trust, which takes a very long time to earn. If a person trusts you, then he is not afraid to lose something, he does not see the risks in working with you. One slightest deceit, and all trust will be shaken, and it will be much more difficult to return it, believe me.
3. Inconsistency with the image. Although this cannot be considered a mistake, but if you, for example, want to show yourself as a seasoned business woman, then the image of a glamorous blonde on business meeting will clearly unsettle all the participants and wet your business reputation. Although this is not a 100% statement, pleasant exceptions or the result of a cleverly calculated strategy can be quite the opposite.
On the one hand, business communications are great, they are opportunities, they are ways to solve some problems and difficult situations. But you should never blindly believe everything around you. Remember Hollywood action movies and the legendary police line: "Whatever you say can be used against you." Also in business. At a difficult moment, some of your "friends", part of your business circle, may turn away, ignore your request for help, and some even try to extract certain benefits for themselves. And there's nothing to be done about it. This is the harsh truth modern business and, indeed, life in general.
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However, for example, for studying how social trust reduces transaction costs, the American economist Oliver Williamson in 2009 won the Nobel Prize in Economics. Like this. And even here the right people helped, including as objects of scientific research. “The richest people in the world are looking for and building networks, while the rest are looking for work. You may have a great idea or product. But they will only be successful when you have a network through which you can tell people about it” (Robert Kiyosaki).
Do you want to be successful and rich? A? Then already now start building your network, making the necessary and useful contacts, which in the near future will help you rise to a new level of financial Olympus.
If you have no work experience, or you decide to change the field of activity, or have not worked for a long time for various reasons, you probably think that you have absolutely nothing to interest a potential employer. You feel like an impostor who will certainly be exposed and politely refused.
Do not despair. There are some simple and effective ways to get the attention of the people you need, even if you have nothing to show off.
Probe the soil
Relationships are two-way. Much depends not so much on your self-presentation, but on your desire to get to know the interlocutor as best as possible.
Getting to know a potential employer is like a first date: you just look at each other.
If it turns out that you are not at all suitable for each other, well, it's good that you figured it out quickly. You can immediately start looking for someone more suitable.
Ask questions instead of retelling your own. Think in advance what is important to you and what is unacceptable in your future work. Be interested in project details and company policies. It will be awkward at first, but it will pass quickly.
Show genuine interest
Don't ask questions that can be answered with "yes", "no" or "I've been with this company for three years." You don't need data. You need a conversation that will be remembered.
Do not forget that every person, even the highest rank, wants to be heard and understood. The trouble is that in most cases we listen to the interlocutor in order to answer and say what we think. Suppress that urge and just listen.
When answering, repeat what you heard in different words and ask a new question.
From the moment you approach the interlocutor, he expects you to start presenting yourself. When he sees that you are listening to him without trying to draw attention to his own person, he will gratefully tell you everything you want.
Think about what you can offer the interlocutor
Even if you have never worked, you have something to offer. The main thing that your future leader wants to know about you is how you can be useful. Therefore, do not start communication with a potential employer by asking about salary and working conditions.
If he sees you as a worthy candidate and wants to get you on his team, you can certainly negotiate acceptable terms. But first, think about what you can give your employer.
Don't rush and don't push
If you succeeded with the person you are interested in, do not start planning your further relationship and do not offer to meet tomorrow morning to continue the conversation. All you have to do is enjoy the here and now. In the future, this will play into your hands.
Don't showcase your strengths and weaknesses all at once
In an effort to please, you do not need to demonstrate all your virtues at once. Your interlocutor will mentally compare himself with you, and he will not be very pleased to lose in this comparison.
Rushing to the other extreme and demonstrating self-doubt is also not worth it. Just do not hide the fact that you would like to improve your skills and learn something new.
Recognizing their weak sides, you give your opponent the right to their own imperfections. Both of you will relax and your conversation will become more relaxed.
Even if you don't have the most impressive resume, don't despair. Your desire to work and grow is much more important.
To achieve success in many professions, personal acquaintances are often more important than existing knowledge. Therefore, finding business or useful contacts is an important aspect of career development. Learn to connect with the right people to find opportunities, get interviews, and even get a job.
Steps
Part 1
Basic moments- "I graduated from the Faculty of Biology of Moscow State University. My specialization is anthropogenic impact on the animal world. Now I am leading a campaign to protect snow leopards and Amur tigers."
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Learn to have casual conversations. Any interesting conversation often begins with an exchange of casual remarks. They allow interlocutors to “probe the soil”. There is an opinion that conversation is a ladder, and secular conversation plays the role of the first step. Don't worry if the first step is difficult at first. Smile, be confident, and listen carefully.
Think twice about your words. In normal conversation, it's normal to adjust to the pace of the conversation and be wary of awkward pauses. If we start to focus on keeping up with the conversation, we often forget to listen carefully to the interlocutor and think about meaningful responses.
Consider dating search from the point of view of "How can I be useful to a person ? " Sometimes it seems to people that the search for useful contacts is a manifestation of selfishness, since some people perceive the process as a means to an end, and not the end itself. This is one possible, but too superficial view of the situation. Instead, try to approach the matter first with the thought of how you can help the person. If you sincerely try to help people, then they want reciprocate. Therefore, mutual aid has good intentions.
Assess the person's circle of acquaintances. When talking to people, seek to find out what they do for a living and how they play, including the work and hobbies of their spouses or partners, relatives or close friends. Try tagging this information in your address book so you don't forget anything.
- Let's imagine that you met Masha at a book club and found out that her cousin is a windsurfer. A few months later, your nephew tells you that he wants to learn how to sail a board. Find Masha's phone, make a call and see if her brother can give your nephew a private lesson as a birthday present. Masha gives you a positive answer and convinces her brother to make a discount for his friend. The nephew is delighted. A month later, your car breaks down and you remember that your nephew works in a car repair shop...
- Look for extroverts. In the process of searching for useful acquaintances, it will be discovered that some people have succeeded better than you - they already know everyone in the world! First of all, it is important to get acquainted with such people, because they can introduce you to those who share your goals and hobbies. In other words, introverts should look for extroverts who "organize everything."
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If successful, ask business card and say that you are happy to continue the conversation. After a pleasant conversation, exchange of opinions, or sympathy for an obnoxious boss, don't be afraid to say that it was a pleasure to talk to you. For example, say, "I'm glad we're talking. You seem like a very knowledgeable and respected person. How would you like to meet again?"
Don't get lost. It makes no sense to take a business card or email address to forget about them. Stay in touch with the person. Maintain your connections, as they are like a tree: without nourishment, they die off. Give people the attention they need.
- For example, share articles with a person that may be of interest to him. If you hear of an approaching tornado, riot, or power outage nearby, call and see if the person is okay.
- Write down all birthdays in the calendar and do not forget to send postcards to your friends. You should remember people so that they don't forget you either.
Start with an existing circle of acquaintances. As a first step, remind old friends, distant relatives, classmates, and classmates about yourself. This will temporarily save you from having to approach strangers. Start with a group of fairly close people and only then move on to those with whom you have not communicated at all before.
Define the contacts you want. A beginner or already established professional understands the value of their time. Try to think selectively and astutely, because it is in your own interest. Approach the person in question confidently, reach out and introduce yourself. This is not always easy, but with experience this direct approach will prove to be the easiest.
Prepare a short story about yourself. A short presentation allows you to quickly describe yourself from the "professional side" - for example, during a fleeting conversation in an elevator. This is not a speech that needs to be remembered, but some general theses, on the basis of which the story can be adapted to a specific situation. For example:
Part 2
Business dating on the Internet-
Be active on the Internet. Why not make useful contacts while playing chess online or searching for information about your husband's autoimmune disorder on an Internet forum? The Internet greatly simplifies the task of meeting like-minded groups. Follow forums, bulletins, announcements, and mailing lists to stay up to date with local events or meetings attended by people with interests, hobbies, or activities that are close to you.
Arrange for an informational interview. This is an informal meeting with a professional to discuss work issues and exchange ideas. You can meet for coffee after work or talk via Skype during lunch. The duration of the conversation usually does not exceed 30 minutes, and the bill in the cafe is paid by the initiator of the meeting.
- An informational interview is an opportunity to get to know a person better, as well as develop the skills to ask competent questions and listen to answers. Perhaps you will make such an impression on a person that he decides to offer you a job. For many, this is more convenient than risking a resume.
- After the interview, you should express your gratitude and ask for the names of three other people with whom it would be useful for you to talk. Reach out to them and tell them who gave you the recommendations.
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Review your list of friends periodically. When you need something (a job, a date partner or a tourist trip), try using your contacts. Make some calls or send a friendly email describing the situation: "Hi, I'm having a bit of a problem. I have two tickets to the concert on Saturday, but I don't have anyone to go with. This is one of my favorite bands, so I would like to go to the concert with someone who would be interested. Do you have anyone in mind?"
Never limit yourself to online communication. You can meet wonderful people online, but for a successful result, such acquaintances must end with face-to-face meetings. A joint lunch, coffee or stronger drinks will allow you to get to know each other better. You can also do things together that are of common interest. If you know a person from the cavers club, then why not invite him on a joint tour along a new route? The point is to have more intimate communication than online messaging. To do this, it is desirable to meet in person.
Part 3
Necessity and motives-
Don't view dating as insincere, fake behavior and manipulation. You should understand that sometimes this happens. Some people view helpful connections as a superficial process and mindlessly take advantage of others. But at the same time, there are people who strive to build sincere and mutually beneficial relationships. Some desire to do noble deeds out of a desire to help others. Many people enjoy the sense of community that a wide circle of acquaintances gives, as well as the idea of mutual assistance.
- In the process of searching for acquaintances, you will have to weed out people who think only about myself to find really good of people. This is an essential aspect of making new friends, but the good news is that with experience, you'll get better at understanding people before you even meet them.
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Don't consider yourself too shy or shy. It really takes a certain amount of courage to search for acquaintances. Today, with the advent of sites for expanding the circle of acquaintances, you can find people with similar interests and goals, even at a distance.
- Shy and shy people often become more open and sociable if they say or do things that they are extremely interested in. Look for interlocutors who are just as passionate about the person. It will soon be much easier for you to start a conversation with a stranger.
- Start small. Don't schedule 12 meetings in a month. Sustained effort over a long period of time is better than a single burst of activity and subsequent burnout. Remember that acquired connections must be maintained, so do not overestimate your strength.
- Make connections among politicians and their aides by volunteering for elections or participating in party life.
- Use all available Internet opportunities to expand your circle of acquaintances in real world. For example, messaging apps are sometimes more convenient than calls. Also, the Internet allows you to meet and maintain communication with people from all over the world.
- Can't find a local club or interest group? Create your club!
- If you are starting a personal business, then it will be doubly useful for you to get to know other entrepreneurs.
Break your stereotypes. If you are reading this article, then you are probably familiar with the various benefits of useful connections. You may have avoided dating for any reason (even a number of reasons!) and preferred the easier way out. Get rid of stereotypes! Don't justify your fears. Try to believe in yourself and understand that people make useful connections out of good and powerful motives.
1. Don't be afraid to talk to strangers
Talking to someone you like can be really scary. Suddenly you seem boring, say stupid things, or they simply ignore you, believing that you are not important enough to waste time on you. Psychologists call this the fear of rejection. To cope with it, they advise you to relax and think that no matter how important this conversation may seem to you now, your interlocutor is unlikely to remember it for a long time and will not attach much importance if it is not very successful.
In addition, they advise you to practice talking to strangers in situations where you are practically immune to rejection. For example when you are a customer. You can talk with sellers and bartenders without fear of running into rudeness in response, because being nice to you is their job. In addition, many of them have not heard a kind word from a client for a long time.
2. Start with common places
Psychologist Carol Fleming came up with the so-called ARE method (Anchor, Reveal, Encourage), which helps to painlessly start a conversation with a stranger. The first thing to do is to find something that unites you and your interlocutor. The simpler and more obvious the topic, the better. For example, you can complain about bad weather or a long queue at a bar.
At the next stage, you need to tell something personal about yourself, which can give the interlocutor a hook for further development conversation. For example, you can say that you know the organizer of the event, or that you missed your run this morning because of bad weather. If you decide to tell about your place of work, tell us about what you usually do. After establishing contact, you should engage the interlocutor in a conversation by asking him a question - most importantly, not too personal. You can ask what brought a person to this event, whether he likes it here, and so on.
3. Think about topics in advance
To choose a topic for conversation, you can rely on the so-called FORD rule. This is an abbreviation for the words family, profession, vacation, dreams. Light, unobtrusive topics are the basis of a short conversation. Come up with a few questions for yourself on each of the topics and use them when necessary. Experts advise avoiding such difficult situations when meeting and controversial topics like politics, religion and childhood memories. An ideal conversation should consist of short statements and questions, so that on average each of the interlocutors speaks an equal amount of time.
The main thing is to constantly offer the partner a topic with which he could work. Don't worry if it takes you a few tries to find a topic of interest to the other person. Don't get stuck on one topic, let the conversation flow smoothly from one area to another. And remember that you don't have to be a star and say amazing things all the time. Use words related to sensations: “see”, “imagine”, “feel”. This will set the person in a special way, it will be easier for him to open up and relax in your presence.
4. Ask open questions
To feel more confident, do homework- prepare for the event by reading about the people who will be there, viewing last news to find potential topics of conversation. When asking questions to the interlocutor, remember a few rules. First, they should be fairly simple. Secondly, questions should be such that they cannot be answered in monosyllables, yes and no.
Remember that the first conversation is meant to establish informal relationships, and not to solve business issues and sell your services. It is much more pleasant to do business with a person whose company you like. You can talk about your product or service only if the interlocutor asks you about it. To keep your answer from changing the general tone of the conversation too much, prepare a short informal story about your company at home, such as what projects you recently completed, what clients you worked with.
5. Watch your behavior
When you start a conversation, it doesn't really matter what you say. An open posture (turning the body and head towards the interlocutor, open palms, uncrossed legs) and a friendly tone at the first stage are more important than the meaning of the words spoken. You don't have to be witty and invent unusual topics to start a conversation. Your task is simply to show the person that you will be pleased to talk with him, that he is generally interesting to you.
Do not talk with a bored expression on your face, do not take out the phone, but do not overdo it: a person will be uncomfortable if you stand too close, look at him too closely and tell him too much personal.
6. Say nice things
Everyone loves to hear compliments addressed to them. The problem is that along with hidden joy, people simultaneously feel awkward and do not know how to properly respond to them. To prevent this from happening, psychologist Susan Kraus advises to dilute the compliment fast transition on another topic.
For example: “I really like your dress, it suits you very much. How do you like this party? The bottom line is that following a compliment with a question neutralizes the feeling of embarrassment. At the moment of acquaintance, it is best to look the person in the eyes for a while, and then take them away. It also helps to establish contact that does not cross the boundaries of personal space. Experts advise looking up at the interlocutor about once every five seconds. If you look at him intently, without being distracted, the person will be uncomfortable.
7. Summarize the conversation
Mentally practice options for ending the conversation. Let the other person know that you will need to move away for some reason, using the phrase "sorry, I need to." For example, you can say that you saw a friend whom you had not seen for a long time, or you want to take something to eat because you are very hungry. Express your gratitude for an interesting conversation by briefly summarizing what you talked about. For example: “It was very cool talking to you, I will definitely read the book that you advised." At the end, you can offer to exchange contacts ...
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