Submitted by stephenbooth_uk on
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Someone in my network posted this link to his Buzz: http://online.wsj.com/article/SB10001424052748703529004576160271284221818.html
A couple of the points do seem (to me at least) to assume that the purpose of networking event is to make a sale immediately, rather than building a network of relationships. Conversely in the last point (on keeping in touch) they say "You should stay in touch, without thinking about what you'll get out of the relationship".
Stephen
I think its a matter of perspective
At a networking event I am trying to "sell" you something, I'm trying to sell you on the idea of adding me to your network because I might have some current or future value to you. A sale is an exchange, ideally one that brings fair value to both parties. By convincing you to add me to your network I get value because that makes you a part of my network.
Networking is a lot like being a VC, you invest in lots of network's with the expectation that at some point one or more of those investments will payoff (separately or in the aggregate) in a fashion that makes all of the other investments, perhaps financially, perhaps emotionally, worthwhile.
Steve Simmons
CGEIT, CISA, CISM, CISSP
DiSC=7115
Selling
Steve,
I agree that networking can be a bit like selling yourself (goes some way to explain why I find it so difficult).
The aim of networking with someone is to build a relationship so you both gain. Points 4 and 5 of the article in particular reminded me of what Mark said in one of the casts on networking (may even be the first) about Networking Events being used by small companies to glom onto large companies and get them to buy things. Those two points seemed to be pointing less towards "Hey, I'd like you in my network cos we might be able to help each other in the future" and more towards "I sell widgets, buy my widgets".
Stephen
--
Skype: stephenbooth_uk | DiSC: 6137
"Start with the customer and work backwards, not with the tools and work forwards" - James Womack
Stephen; I had meant to put
Stephen;
I had meant to put a sentence or two in my previous answer to address that. Unfortunately Mark is right, I have seen numerous events in my area which are marketed as "networking events" but are really "lets get together and market our services to each other" targeting small/medium businesses. My answer was intended to point out that there are parallels between networking and selling.
Steve Simmons
CGEIT, CISA, CISM, CISSP
DiSC=7115