The Networking Pocketbook

The Networking Pocketbook

by Jon Warner
     
 

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Networking referrals generate 80% more results than cold calls; 70-80% of all jobs are found through networking; and anyone you might want to contact in the world is only 5-6 people contacts away from you. This book details the four steps that lead to effective networking and relationship building, the aptly named LINK (learning, investing, nurturing and keeping)

Overview

Networking referrals generate 80% more results than cold calls; 70-80% of all jobs are found through networking; and anyone you might want to contact in the world is only 5-6 people contacts away from you. This book details the four steps that lead to effective networking and relationship building, the aptly named LINK (learning, investing, nurturing and keeping) process.

Product Details

ISBN-13:
9781870471800
Publisher:
Management Pocketbooks
Publication date:
12/28/2002
Series:
Pocketbook Series
Pages:
104
Product dimensions:
5.91(w) x 4.33(h) x (d)

Read an Excerpt

CHAPTER ONE

INTRODUCTION

DEFINING NETWORKING

To some, networking means simply meeting or calling someone new for what might be a one-off discussion or event. In this limited sense, networking is only a trading relationship in which two parties seek to discover whether they have anything of mutual interest to talk about. They either make some sort of exchange or quickly move on. This makes networking a highly 'transactional' subject, much like buying and selling or negotiating with someone.

Our very different view in this book is that networking has a much wider definition. In fact, it can be a major social and life skill, to be used in both a business/organisation and a personal setting.

NETWORK & RELATIONSHIP BUILDING

The 'relationship building' aspect of networking is a long-term commitment to knowing more about yourself and others, and what you may be able to do together that you couldn't do (or couldn't do as well) alone.

We will, therefore, focus on how anyone can systematically adopt effective networking as an individual strategy. We will consider how it can play a key part in linking you with a wider range of people who can help you to achieve more--whatever 'more' means for you.

BENEFITS OF NETWORKING

The benefits of effective networking are many. Some of these are:

It is the most cost effective marketing tool available

  • Networking referrals will typically generate 80% more results than a cold call
  • 70-80% of all jobs are found through networking
  • Every person you meet has 200-250 people with whom they connect who can potentially assist you
  • Anyone that you might want tomeet or contact in the world, is only five to six people contacts away from you.
  • BENEFITS OF NETWORKING

    As if these reasons were not enough, a healthy and active link to a network is a vast resource available to every individual at a low personal cost. It can help you to achieve a range of goals that otherwise might be too hard or out of reach.

    A key point to understand is that networking is achieved at low personal cost not no personal cost. We are not suggesting that networking is a quick fix or fad idea that can be easily adopted to make things better for a while. However, it can provide immediate results for those prepared to invest their time and energy.

    FOUR STAGES

    In this book, our effective networking and relationship building journey will be taken in four stages or steps. These are:

    1. Learning

    2. Investing

    3. Nurturing

    4. Keeping

    If you commit the first letters of each of the four stages to memory, it spells the easy-to-remember word LINK. Linking people successfully is what networking is all about.

    CONCEPT OF NETWORKING

    Many of the definitions of networking shown on the next page may surprise some people, in as much as they suggest that networking is an altruistic activity involving giving and sharing, rather than taking.

    NETWORKING DEFINITIONS

  • A power that comes from a spirit of giving and sharing
  • A willingness to honour ourselves, our relationships and our connections with the universal flow
  • A way of sending out into the system what we have and what we know, and having it return to re-circulate continually through the network
  • An organised way of creating links from people we know to people they know for a specific purpose
  • Giving, contributing to and supporting others without keeping score
  • People caring about people
  • Fostering self-help, and the exchange of information; seeking to change society and work life and to share resources
  • Ensuring the right to ask a favour without hooks
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