From “No-No” to “Know-How:” Networking Know-How for CUNA Professionals

Lynne Waymon
February 2, 2009 | COMMENTS

Do you know how to create, cultivate and capitalize on networking relationships and opportunities? For most people this is a learned skill. Successful people network when they want to get the job done, promote their programs and initiatives, uncover the best resources inside and outside their organizations, stay in touch with trends, and advance their careers. You can learn to make networking an art—not an accident—if you follow these guidelines.

No. 1 No-No : Don't say “I'm too busy,” or “I'm too broke,” or “I'm too bashful.”

No. 1 Know-How : Professional associations, conferences, clubs, and trade shows are valuable places to learn and grow with others in your field. You meet people who've already solved the problems that are festering back on your desk and you'll uncover opportunities to grow your career.

No. 2 No-No : Don't answer the often-asked, “What do you do?” with a job category, job title, job jargon, or the name of your organization.

No. 2 Know-How : Make your answers (you'll probably have several) short, snappy, memorable, jargon-free, interesting, and crystal clear. Give a talent (one of your many) and then in the second sentence show how you solved a problem, saved the day, or served the “client.”

No. 3 No-No : When someone asks, “What's new?” don't ever say, “Not much. Same old thing. Been working really hard. Really tired . . .”

No. 3 Know-How : Be prepared to be spontaneous. You say you weren't born with the gift of gab? Think of topics ahead of time—topics that you're eager to talk about because of who you are and where you've been and what you're looking for. Respond to “What's new?” with ideas, information, recent successes, and inquiries about resources you're looking for. In short, prepare an “agenda” so your small talk is smart talk.

No. 4 No-No : When you've forgotten someone's name, don't ever say, “I'm sorry. I can't remember your name.”

No. 4 Know-How : If you “blank” on a name, you've got three choices. Don't you often remember the topic you talked about, even though you can't recall the name? So say, “Great to see you again. How was your trip to New Mexico ?” Or give your name. Say, “Hi! I'm Susan, Susan Wentworth. We sat next to each other at the luncheon.” Or say with enthusiasm and warmth, “Hi. I remember you. Tell me your name again.” Then hang on to that name long enough to introduce your new contact to someone else at the event.

No. 5 No-No : Don't go for “cardboard connections”— kidding yourself that you're “networking” just because you handed out 23 business cards.

No. 5 Know-How : Pour your energy into making a conversational connection. Look for a reason to hand out your business card. As you listen, ask yourself what resources you have or people you know that you could introduce the person to. When you “listen generously” you don't need excuses for asking for a business card or to re-connect—you've got real reasons. “I'll send you that article on educational cruises.” Or, “Here's my card. Thanks so much for sending me the information about blogs.” Or “I'll e-mail you with Jill's name and address—she'll be so glad to know about what you're doing.”

The rituals of networking are important relationship-building tools. Take every opportunity to teach people about who you are and what they can count on you for. And be sure to listen generously so you're known for being resourceful and well-connected.

Anne Baber and Lynne Waymon are the co-founders of a nationwide consulting and training firm that specializes in professional networking and business development and the co-authors of "Make Your Contacts Count." Contact them at www.ContactsCount.com or 301-589-8633.