Dubai Information





Do you shy away from networking socially? (May 2009)

Phil BedfordDo you shy away from networking socially?  Are you missing an incredible opportunity?

Many people tend to leave networking until business functions , mixers or strong networking events such as BNI where they believe it is acceptable to network almost like networking was a dirty word or deed.
 They do not explore the opportunity of business from Social circles, sports groups, evening meals, school clubs etc.

For some reason in the western culture for many people it seems to be a taboo to broach work because “we are not at work”.

There are many opportunities being missed here and all it requires is a
mind set change and some tips to begin exploring numerous opportunities.

  1. Networking should be about helping others. Dr Misner says
    “networking is a way of increasing our own business by helping others
    increase theirs“

    If we can change our mind set at these events. We enter into
    discussions to help our friends with any problems they may be having.
    It could be work or social, then we as a result, can begin building up
    social collateral.

    It is the law of reprocity. If I help you, then you will want to help me.

    It may not lead to immediate business but they will certainly think
    highly of you for any assistance given and be more open to assist you
    in the future.

    When was the last time you asked a friend how their work was going or
    what challenges they were having ( in depth ) and then tried to help
    find solutions. Normally a social conversation goes along the lines of:

    “How’s work Bob”

    “It’s terrible Jim, sales are down .We can’t get those two big clients
    that we need for the month.  Still we aren’t at work now and you don’t
    want to hear this.”

    If Jim could learn to dig a little deeper he may have the solutions to
    Bobs’ needs. He may even know one of the clients that Bob is trying to
    meet or know someone who knows someone.

    “ well actually Bob, yes I would like to hear I may be able to help”

    Its’ all about try to help. When we know we are trying to help our
    friends and colleague it is so much easier to ask these questions.

  2. Sometimes we do not enter into conversations. I can be that we
    simply do not know what to say. We don’t know people very well and we
    feel awkward. We run out of things to say once the initial pleasantries
    are over.

    Trained networkers use an acronym which provides a mental template:

    G.A.I.N.S

    Goals, Achievements Interests, Networks and skills (We can even add “families” to this)

    Following this basic format we can learn a lot about peoples
    experiences motivations, dreams, goals and likes, affiliations and
    specialties.  Armed with all this information we are in a much better position to help them as in 1 above.

    We tell kids “ If you don’t ask you don’t get”  well we need to ask questions . “Information is King” after all.

    You can and should, apply the same two points above to “Business
    networking events” but why not apply them at social ones as well.

    Do you really know where your best friend grew up, what his proudest
    moment was and why? What their life long dream (goal is)  maybe you can
    help them get there.

In summary

  1. Look to help people “everyone needs something”.
  2. Use GAINS to learn more about people, so you can help them in more ways.
  3. What ever happens you will deepen your friendship.

Start doing something about it NOW.

*  Truth or Delusion – Dr. Ivan Misner, Mike Macedonio, Mike Garrison
 
Phil Bedford
Master Trainer / Managing Director
Referral Institute Middle East