THE RIGHT MINDSET FOR NETWORKING BY JOHN SPENCE
Several years ago, I put together a special workshop on networking for the Women’s Foodservice Forum, the largest gathering of female senior executives from worldwide food companies. For many people, networking is a dirty word, as we’ve come to associate it with “working” a room to try to sell something to somebody. However, as I told the audience, networking can become fun and rewarding if you can change your mindset. Here are two big ideas that will help you become superb at networking. 1. IT IS NOT ABOUT YOU Real networking is 100% about helping other people. The goal is to offer advice, connections, and ideas, not to close a deal. Your focus should be on meeting as many people as possible to help as many people as possible. Instead of talking about how great your company, products, or service are, be curious. Ask them if they have any business challenges where they need help. When they share a challenge or issue with you, please do everything you can to assist them. Their problem may have nothing to do with your business, they may not want to buy anything from you, but when you focus on helping them, they typically reciprocate and help you grow your business. When you think about networking this way, it is gratifying to spend time looking for ways to help them. 2. THE THREE C’S OF NETWORKING Competence People will not want to network with you, work with you, or refer you if you’re not exceedingly good at what you do. You have to demonstrate that you are highly competent and continuously learning and trying to improve. The goal of networking is to meet as many high-quality people as possible, and the only way to do this is to be someone they want to spend time with. 12 | USSWIMSCHOOLS.ORG
