There's an old saying that "it's who you know that counts" and for better or worse, it's often true.
Yes, there is a cynical aspect to the phrase, referring to favoritism that is unfortunate. More often, however, people get the referral or the promotion precisely because (in a positive sense) of "who they know." Knowing and liking someone makes a difference.
When it comes to networking, however, I've noticed two unfortunate patterns that are generally NOT helpful:
First is the person (to be honest, it's usually a male) who views networking as some strange contest to see who can trade the most business cards in the shortest period of time. In extreme cases, there's an uncomfortable energy that is a huge turn-off. Their quick handshake, exaggerated smile and exchange of business cards is usually a waste of time.
The second is the person who attends networking functions but fails to connect in a meaningful way. Often they spend the entire time chatting with a friend, and leave without meeting anyone new, or making any lasting impressions.
Effective networking means connecting with a few people in an honest, sincere way that suggests you would like to help them if you can, and would appreciate the other person's support in exchange.
Get to know people. Call them up, go to lunch, and if appropriate, certainly exchange business cards! But what you're looking for is a relationship. Get to know a few people well, rather than collecting dozens of cards from strangers. Follow-up with a phone call. And for goodness sake, if you can, be sure to send some business to the other person. Nothing will grow your own referral business like the gratitude of people who have benefited from your genuine support.
Yes, there is a cynical aspect to the phrase, referring to favoritism that is unfortunate. More often, however, people get the referral or the promotion precisely because (in a positive sense) of "who they know." Knowing and liking someone makes a difference.
When it comes to networking, however, I've noticed two unfortunate patterns that are generally NOT helpful:
First is the person (to be honest, it's usually a male) who views networking as some strange contest to see who can trade the most business cards in the shortest period of time. In extreme cases, there's an uncomfortable energy that is a huge turn-off. Their quick handshake, exaggerated smile and exchange of business cards is usually a waste of time.
The second is the person who attends networking functions but fails to connect in a meaningful way. Often they spend the entire time chatting with a friend, and leave without meeting anyone new, or making any lasting impressions.
Effective networking means connecting with a few people in an honest, sincere way that suggests you would like to help them if you can, and would appreciate the other person's support in exchange.
Get to know people. Call them up, go to lunch, and if appropriate, certainly exchange business cards! But what you're looking for is a relationship. Get to know a few people well, rather than collecting dozens of cards from strangers. Follow-up with a phone call. And for goodness sake, if you can, be sure to send some business to the other person. Nothing will grow your own referral business like the gratitude of people who have benefited from your genuine support.
