Professional Networking

1
Professional Networking What Works and What
Doesnt
2
Networking has long been viewed as a good way to
meet new contacts and generate more business.
3
However, networking is often misunderstood to
mean randomly connecting with people whom you
think can do you some good.
4
This action indicates a complete misunderstanding
of the importance, and skill, of creating
meaningful connections.
5
A closer look shows why some networking efforts
work well, while others do not.
6
The Good, the Bad and the Ugly of Networking
7
Most people have been at a seminar and conference
and encountered the abrupt networker.
8
These people only have an interest in you for the
opportunity to thrust their cards at you, in the
hopes that you will find an opportunity to use
their product or service.
9
The receiver is immediately put on the
defensive, because no groundwork for a
relationship has been prepared. Many business
people have also encountered the smooth Networker.
10
In this case, you dont even know you have been
connected you simply go away, with card in hand,
feeling, What a nice guy! or What a lovely
woman! These are people who have mastered
networking and all it entails.
11
Successful Networking Is About Relationships
12
In reality, networking is about relationships,
and like every other kind of relationship, it
requires time and trust to grow. One interaction
is not sufficient to forge any real relationship.
13
Rather, the relationship develops over a series
of meetings. That is really the fundamental
reason why people are encouraged to go to
professional seminars and industry conferences
to create relationships that develop over time.
14
For example, a finance industry recruiter may not
recognize the glittering qualities of a candidate
at first meeting, but, over time, those qualities
may come into focus.
15
Caring is the Essence of Connection
16
If you appear to being making contact simply to
advance your own interests, this motivation will
be apparent and will work against your ability to
form a true connection.
17
Good listening skills can help you learn what
your contact needs, and how you can help to serve
that need. It doesnt necessary mean you will be
able to form a business relationship at that
moment.
18
Good networkers use their resources to bring
other people together to solve problems and
produce good results. If your connection serves
your contacts interests, he or she will be open
to keeping the relationship going.
19
Look For Areas of Connection Beyond Business
20
If your connection mentions golf, and you are
also a golfer, discuss courses you have played.
21
If you originate in the same part of the country,
make the most of these shared experiences.
22
This ability to find points of intersected
interest can be a valuable skill in fields such
as financial advisor.
23
Listen carefully to not only what is being said,
but also the context and subtext.
24
Inevitably, you will find something to which you
can relate on a personal basis, and this can
later be parlayed into a trusted business
relationship.
25
Successful networking can be accomplished in
every interaction if you maintain an attitude of
service.
26
If the contacts sees value in the interaction
with you, he or she will be more likely to
maintain the relationship, on both a personal and
professional level.
27
Ready to make a move? If you are planning to buy
an existing book of business or sell yours, we
can help.
28
Our finance industry recruiters are always ready
to accommodate questions and applications.
29
Visit site www.willis-consulting.com
30
Willis Consulting, Inc. Los Angeles Office
Corporate Headquarters 719 Yarmouth Road, Suite
203 Palos Verdes Estates, CA 90274 310-373-7400
PST Scottsdale Office 8970 E Raintree
Drive Suite 300 Scottsdale AZ 85260 New York
Office 244 5th Avenue, Suite 1855 New York NY
10001 212-726-2041 PST