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A Networking Lesson
19 February 2009I couldn’t help but write about today… it just seems that inspiration is everywhere lately.
So, let me set the stage. I’m downtown at a lawyer’s lunch event. People sign in and mingle and then sit down at tables for lunch and to listen to a key note speaker.
At the conclusion of the lunch, as I was leaving a woman came up to me and said, “I guess I better talk to someone before I leave.” So, we had a nice little chat and she explained what she did (which took me awhile to figure out - she wasn’t a lawyer). She then said she would walk out with me when she was approached by another woman. So, I turned around to see what the delay was. This other woman had a name tag which I believe reflected the fact she was a retired judge (nothing at all against retired judges!). She had a stack of business cards in her hand and she was handing them out. She quickly asked the two of us what we did and she said something quickly and then ran off to talk to someone else without even saying goodbye.
Frankly, I found the situation a bit humorous and shocking. The retired judge had apparently concluded that we were not future prospects for her.
Or are we?
You see, no one knows what tomorrow will bring. She could not have possibly known where I may be working tomorrow, next year, or in five years. She may not know that I could be in a position to send her referrals.
Lest we forget, the world we live in is small. You trade on your reputation. Treat all whom you encounter with respect. Obviously, this particular mediator (I believe that was her current line of work), had forgotten the golden rule. And, I suspect she subscribed to an ineffective and out-dated definition of networking as going to functions and “working a room” and passing out business cards to as many prospects as possible.
A simple reminder: networking is about building relationships. Yes, you can be strategic and work on networking in centers of influence. But, at its core networking is about providing value to others (not business cards), and being of service. By providing value and serving, you build trust, connection, and rapport. You foster the desire for others to reciprocate and send you referrals.
Alas, networking is a great opportunity for mediators to use our skills: ask lots of questions and listen. This is the only way you will know how you may provide value.
Never Give UP!
How can you provide value today?
Kristina
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