Networking – why should I encourage my team to get out there and do it?

‘Networking’ isn’t about going out there and touting for business, it’s about way more than that. However, the word ‘networking’ can have negative connotations for many people, they think that they are just going to be sold to and that they need to do the same. It doesn’t have to be this way, and done well, networking can bring a heap of benefits to you as an individual as well as to the business too.

To network well, client facing individuals should be confident and skilled enough to get to know people in the wider marketplace. Recently, this has been through online events, but in person events will hopefully start again soon. Regardless of whether the event is online or in person, it is about having conversations with people. Once people start going to some events regularly, they get to know people, conversation becomes easier and they hear about other events, which are often unadvertised and if they build the right relationships, they may get invited to those which are often the real gems.

Why your team needs to network – top 5 reasons

 1.    In a service business, it is the people that differentiate the business or firm, therefore they need to be visible to the market. The more people you have known and able to build relationships with potential clients and referrers, the better.

2.    Never mind new business, often individuals get invited to events by clients, they need to have the skills to navigate those well and get to know more people within the client.

3.    It builds their confidence interacting with others and getting used to speaking about the business they work for and their role in it – this confidence will roll over to benefit other areas of their work.

4.    It is not good for a business to rely on just a few people to build the reputation of the company or firm, what happens when they leave/retire? Also, if it is just the more senior people then the market doesn’t get to see the diversity of people who work for the organisation.

5.    The individuals will learn more about the market place they are in, related/peripheral ones and those they serve if they go out and engage with people which can shape their work and help them service clients better.

Getting your team started with networking

 ·      Rather than make it just another task to do, make sure individuals are aware of the benefits – for them personally, as well as the organisation.

·      Get experienced networkers in the team to share the sorts of events they attend and their positive experiences, including tangible clients it has led to the company or firm having. Remember events can include lunches, conferences and seminars, as well as more relaxed events.

·      Make sure they are clear on what your company or firm offers, not just in their area but beyond, so they equipped. A lot of what puts people off networking is the fear of not knowing what to say.

·      To this end, remind them networking is simply about engaging with other humans and the conversation should start on that basis.

·      Encourage even junior people to network; the younger the skill is built, the easier it will be. It is better to increase people’s confidence before they have specific business development responsibility.

·      Suggest they start slowly and find what suits them including type of event, format and time of day.

·      Make sure they are equipped with networking skills – considering the impact they have on others, how to build rapport and what to do after a networking event. This will help them network positively and give them confidence too.

Networking shouldn’t be intimidating or seen as a ‘dark art’ that only a few can master. It should be embraced as a long term activity. Making it a two way process where you not only share your experiences and your business but listen to others you are sure to crack networking and build long lasting mutually beneficial relationships.

Are you and your team networking? Are there specific team members that could most benefit from some networking support? I often see the networking skill being neglected and I view it as pivotal to having competitive advantage. I offer workshops and one-to-one development work in this area, so if you are interested in expert help, do message me to arrange a conversation.