Networking = Relationship Building

Yes ... it's all the same ... at least from my viewpoint. However, in the business world, you can't typically put on the sales report, "Went to a relationship building event. Or spent time at lunch on Thursday working on a relationship with _______, especially if it happened to be a person of the opposite sex. GASP! It doesn't sit well with others, even though it's what you are doing. Right? At least, that's how I perceive networking. So, with that in mind, I thought perhaps I should look up
Merriam Webster's definition.

He says: Networking is "the exchange of information or services among individuals, groups, or institutions; specifically : the cultivation of productive relationships for employment or busines."

I suppose, yes, though, I really think it runs deeper than that ... it's more of a progression, perhaps in stages:

Networking 101: with a new person you typically go to lunch or meet at an after hours event, for example. There is typically small talk, maybe about the weather, introduce the name of your businesss, your title, your product, etc. It's sometimes awkward. Maybe you feel compelled to give your elevator pitch. And then, if you are in sales, especially, you can't help it, it comes spewing out! You give the sales pitch, all the numbers, all the product details. On the first "date"?? YIKES!!

Networking 201: introductory information was shared during Networking 101, so you are beyond that. Moving on.  It gets more fun. You start learning more about the actual person. Who is he or she? Family? Married? Children? Career track? There is a real person behind the nametag and sales pitch! YAY!

The personal level:
Same scenario, lunch, after hours event, professional organization meeting, etc. Yes, small talk is usually part of it, as well as the normal introductions, finding out what each other does, if you don't already know ...  your titles, if applicable, your products/services, if the topics come up, but maybe not.

What if you actually started by getting to know your clients or prospects or fellow networkers on a more personal level right from the get-go? That way, each time you saw them you would have something more to talk about. You wouldn't have to start with, "Wow, sure is a nice day, sure is cold/hot out there, sure is raining hard, etc., and so on. We've all done it. It's likely that you might even have something in common. 

I'm working to be better at this myself. Not just asking the questions, but remembering the answers : ) Hobbies, kid's names, favorite beverages and foods, places travelled ... places they wish to travel, sports teams they like, the ones they don't ... why? The best part, really, is that it's all part of natural conversation.

So, start talking .... but more importantly .... start listening!! That is always the hardest and most valuable part of networking! Be more interested in the person/people in front of you, than in telling your own story. Eventually, someone will want to reciprocate and hear yours. The other part of networking ... it's a two-way street!!

Any networking tips you'd like to share?? What has worked for you? What hasn't? Would love to hear from you!!

LRigoni@PRwithPurpose.net or FB at Lisa Templeton Rigoni or @LisaRigoni on Twitter.