Never Eat Alone: And Other Secrets to Success, One Relationship at a Time – Keith Ferrazzi, Tahl Raz
Success in any field, but especially in business, is about working with people, not against them.
Becoming a good networker
- Generosity and loyalty are the cornerstones of effective networking.
- You must establish your network long before you require it.
- It is not the quantity of time that is important, but the quality of the time spent.
- Anyone can learn to network effectively. Only a small percentage of people are natural networkers; the rest of us must practise.
Networking: developing the right mindset
The key to effective networking is to add value in order to help others succeed:
- Keep no score. Give generously to others and be willing to accept help from others. Adopt the mindset that everyone has the ability to both help and be helped.
- Clarify your mission and strategy. It is always easier to achieve something when you have a clear goal and strategy.
- Have the audacity to inquire. You must be bold enough to put yourself out there and risk rejection in order to build a network.
Relationships are all there are. Everything in the universe exists only because it is related to everything else. Nothing exists in isolation. We have to stop pretending we are individuals that can go it alone.
Build your network long before you need it
If you build a foundation of understanding and trust with someone, you can always count on their assistance when you face a problem you can’t solve on your own.
Nobody likes a leech who only comes to you when they need something from you. Everyone desires to be respected and valued.
Develop the required networking skills
Make a list of specific people who can assist you in achieving your mission and short- and mid-term goals. Always plan ahead of time for meetings.
Approaching new contacts: Learn how to warm up cold leads ahead of time (do not make cold calls) and how to deal with gatekeepers deftly.
Basic hygiene:
- Be visible.
- Follow up consistently.
- Master the art of small talk.
- Your goal for conferences should be to meet like-minded people who can advance your mission.
- Expand your social circle. Learn how to connect with the super-connectors and link your circle with someone else’s.
Super-connectors
People who are super-connectors know a lot of people. They are well-known for having hundreds or thousands of contacts, and their contacts frequently come from diverse backgrounds.
If you are not a super-connector, you should try to develop a relationship with one. Knowing such a person can be extremely beneficial to you.
Wherever you are in life right now, and whatever you know, is a result of the ideas, experiences, and people you have interacted with in your life.
KEITH FERRAZZI
Power, today, comes from sharing information, not withholding it.
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