This article first appeared in Business Edge Magazine november/december 06

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Q

My business colleagues tell me that networking is the fastest growing and most effective way for me to "keep my finger on the business pulse" and gain more and new  profitable clients. I consider myself to be one of the "networking challenged" who doesn't like networking and isn't very good at it. What can I do to improve my skills?

Graham Constantine Neuro Linguistic Programmer, Whole Being responds:

The art and science of nurturing your networking is to learn and practice three key skills:

First, see clearly what you want to achieve. Ask yourself what you want. For example: ' To meet business people who may be potential clients and develop my business.' Then ask yourself what businesses you would like to work with. Once you have done this go along as a guest to several networking groups to find the type of business people you wish to meet. Choose the networking group or groups you will attend and make a commitment to your self to attend regularly.

Second, learn the process of networking. Be prepared to be proactive and approach people and develop an ongoing relationship based on trust. As a starting point, prepare a few "open" questions to begin a conversation, such as "what business are you in?" Listen carefully to the response and gather information on what you can do for their business. Prepare your 'elevator pitch', being clear on what you do and what are the benefits for your potential clients. Develop your memory so that the subsequent time that you meet someone you know their name and something that is important to them.

Remember networking is a skill and, like any skill, develops with practice.

Finally, notice when you start to achieve what you set out to achieve. How much more business have you gained since you began networking seriously.