March 03, 2008
Elisabeth and Ivan Misner (of BNI International fame - Ivan is called “The Father of Modern Networking”) did a survey of more than 2000 people in the US, UK, Australia and Canada. They were asked to rank a variety of traits in order of perceived importance to networking.
The top five traits are interesting in that they counter the stereotypical image of networking as aggressive pursuit of anyone who breathes. Rather, as the Misners say, “networking is more about farming than hunting.” In other words, developing good relationships with people over time ultimately leads to stronger networks.
Okay, the top five traits of master networkers are (drum roll, please…):
1. Follows Up On Referrals. This one seems obvious to me. If someone takes the time to give you information, a lead, a recommendation or whatever - and you don’t subsequently follow up and do something with it (quickly, too) - they’ll stop giving you information or leads. To ignore the referral or recommendation is a slap in the face, it shows that you don’t value the referrer’s contributions to your success.
2. Positive Attitude. Nobody wants to work with a grouch, someone who never cracks a smile or responds to a joke, or to network with the fellow who can only report bad news or gripe about the economy. If you’re upbeat and positive people will want to be around you and will cheerfully refer friends and family to you as well.
3. Enthusiastic / Motivated. At first this trait may seem to be a repeat of the previous one, but it’s not. An old adage is that the best sales characteristic you can have is enthusiasm. You can be the life of the party but if you’re not able to sell yourself and to be enthusiastic about your company and your product or service, no one will refer business to you.
4. Trustworthy. Reputations are the bedrocks upon which we build our businesses, and when you refer one person to another, a little bit of your reputation is on the line. You have to trust that the person you’re referring your friend or colleague to will handle the contact well and professionally. Don’t expect lots of referrals, or referrals to high-dollar or high-profile prospects, until and unless you’ve proven that you can be trusted to handle smaller referrals well.
5. Good Listening Skills. We sabotage our success as networkers when we fail to take the time to learn about our networking partners. This requires an investment up front in listening to what your partners need and want in a referral. Don’t put off opportunities to get to know people from whom you’d like to get referrals. Learn to ask questions and listen.
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