Networking That Works
Volume #11 - July 2000
Do you have an angel? I do. Actually, you might call her a mentor, but I call her an angel because when I need more work or clients miraculously she sends them my way.
I met Sydney Rice Harrild, president of The Coaching Company, through networking. Shortly after Success on Our Own Terms was published, I was presenting at a woman's business conference at which women business owners paid for space to display their products and promotional material. Sydney ended up with an undesirable spot on a table in the back of the room which received little traffic. Undaunted, she put her brochures in a basket and relocated herself in a highly visible spot in the hallway. As women passed her she greeted them warmly and handed them her well designed brochure. I was struck by her demeanor, her material and the name of her company. Since I was in the process of building my own coaching business I thought she might be a good person to know.
About a week after the conference, I called her up, introduced myself, and asked if I could take her to lunch. She had heard me present and was impressed by the research I had done for my book. She wanted to learn more about my experience because she was just beginning the process of writing a book for "the second generation work force" - people between the ages of 45 and 7Sydney's coaching practice focuses on helping people in this "prime-time" stage to live authentic lives by aligning and incorporating their values of community and contribution with their professional work and experience.
Sydney has been a tremendous support to me, connecting me with numerous people who have helped me to advance my business, and I have learned a lot about running my coaching practice from her. If you're a member of the "second generation work force" and are interested in living a more authentic life, Sydney Rice Harrild can be reached at coachingco@greennet.net.
Our story illustrates some key points about networking:
Networking requires assertiveness. I found Sydney because she assertively moved herself into a better, highly trafficked position that at some point I had to pass. If she hadn't, I might not have seen her because I was busy at my own table selling books. And, if I hadn't made what was almost a cold call we might never have gotten together.
Perception counts. How you look and present yourself matters. I didn't know Sydney wasn't satisfied with her space in the corner - all I saw was a poised, friendly woman who stood out from the crowd and who had the self-confidence to position herself in a unique way. Your promotional materials also create images and reflect who you are. My first impression of Sydney as a well-put-together business woman was reinforced by her company brochure, which struck me as first class and smacked of success. If you work inside an organization or corporation, create ways to makeyourself visible and to demonstrate the quality of your work.
Network strategically. Grow your network by thinking strategically about the people who can provide a variety of benefits to you. Do your homework and figure out the best way to reach them. Decide which organizations you should belong to and which events you should attend. These might change over time as your business grows or your career develops. Ask people you know to make introductions - this is an area in which mentors and angels can be truly helpful. Then, build relationships with the people you've identified by understanding what you have to offer them.
Follow-up is key. Structure your communication in a way that engages the other person and draws her interest. Know what you want from the contact and know what you have to offer. I wanted to meet with Sydney in person because I wanted a longer conversation during which I could discover how she managed her business and how she structured her coaching practice. I didn't know Sydney was interested in writing a book. But since she is a coach, I thought she might be interested in the knowledge I had gained about women in business; therefore, when I introduced myself on the phone, I emphasized my research and writing.
Relationships need nurturing. Even angels want to know they're valued. Successful networking is a two-way street - both people need to benefit. Show your appreciation for the other person and learn what you can do to be supportive.
COACHING QUESTIONS ON NETWORKING
- With whom do you need to build a relationship? Who can help you build your business or develop your career?
- How can each person you identify contribute to your success?
- Where will you find those people?
- How will you arrange to meet them?
- What do you have to offer them?
- What will you say to them that will elicit their interest in you?
- How can you nurture the relationship?
MORE NETWORKING NUGGETS
Another woman I met networking who has also been a tremendous support (actually, she became my first coach) is Gail McMeekin. If you are looking for ways to tap into your own creativity, her new book 12 Secrets of Highly Creative Women is an inspirational "must read." Her web site is www.creativesuccess.com.
Gail has introduced me to a number of other coaches and writers. If you're
looking for up-to-date spiritual, yet practical, advice on career development, Life
Work Transitions.com: Putting Your Spirit Online by Deborah L. Knox
and Sandra S. Butzel is another great book. Their web site is www.lifeworktransitions.com.
Copy © 2000 Virginia O'Brien All s Reserved
