Relationships and Communication

Relationships are at the heart of networking. To build good relationships, you need strong communication skills.

Establish and maintain excellent relationships with the officers, leaders, and organizers of your networking venues. Make requests for introductions to people who these leaders believe are a good fit for you.
Show interest in others and develop masterful listening skills. Try using open ended questions (such as who, what, when, and how) and “layering” the person’s response into your next question.
Be specific when making requests for assistance. Be clear and crisp in your communications, and ensure that you’ve secured agreement where appropriate.
Take a proactive approach to connecting with others. Nothing happens inside your head. Don’t rely solely on social media – give people a real-world experience of you. Most people will be happy that you took the initiative.
Give many referrals to others. You may not be the best person for those who you’re networking with, but if you have a reservoir of resources, you can refer them to someone else.
Network with people with outstanding reputations. Look for people of high character and integrity, who live out their values and fundamental beliefs. These people help give you credibility, and through them, you can make a bigger difference in the world.
Avoid trying to sell people in your network. Be situation-specific and only explore the possibility of engagement when there’s true openness, receptiveness, and desire.
Don’t hesitate to ask for help from others. When you make a sincere and genuine request, people will have a natural desire to assist you.

EXERCISE

Authenticity is essential in our relationships. When you interact with people, you transmit the unique expression of yourself, which is your values. When we authentically share ourselves, and accept and appreciate that in others, we have the basis of a relationship. Next time you have a networking opportunity, be fully present and ask yourself these questions:

How well do I know this person?
How can I know them better?
How likeable is this person?
What are the factors that make me like them?
What is my level of trust?
What factors support this level of trust?