Top 10 Traits of a Master Networker

Top 10 Traits of a Master Networker
By Ivan R. Misner, Ph.D., with Michelle Donovan

Here are the top 10 traits that make a master networker, ranked in order of their importance as judged by the respondents.

1. Timely follow-up on referrals
This was ranked as the No. 1 trait of successful networkers. If you present an opportunity -- whether it's a simple piece of information, a special contact or a qualified business referral -- to someone who consistently fails to follow up successfully, it's no secret that you'll eventually stop wasting your time with this person. Following up with what you say you're going to do, when you say you're going to do it, builds your credibility and trust with your network.

2. Positive attitude
A consistently negative attitude makes people dislike being around you and drives away referrals; a positive attitude makes people want to associate and cooperate with you. When you are positive, you're like a magnet; people want to be around you and will send their friends, family and associates to you. Positive attitudes are contagious. Being positive contributes to your determination, internal motivation and ultimate business success.

3. Enthusiasm/motivation
Think about the people you know who get the most referrals. They're the people who show the most motivation, right? It's been said that the best sales characteristic is enthusiasm. To be respected within our networks, we at least need to sell ourselves with enthusiasm.

Once we've done an effective job of selling ourselves, we can reap the reward of seeing our contacts sell us to others. That's motivation in and of itself. Enthusiasm aligns well with a positive attitude. Enthusiastic and motivated people make things happen for them -- and for the people they know.

4. Trustworthiness
When you refer one person to another, there is no doubt that you're putting your personal and professional reputation on the line. You have to be able to trust your referral partner and be trusted in return. Neither you nor anyone else will refer a contact or valuable information to someone who can't be trusted to handle it well. Trust, as we have been taught, is earned. It develops over time and throughout the life span of a relationship. Trust can never be taken lightly, because it plays such a huge role in your credibility.

5. Good listening skills
Our success as networkers depends on how well we can listen and learn from the people in our network. The faster you and your networking partner learn what you need to know about each other, the faster you'll establish a valuable relationship. Listening for the needs and problems of others can also position you to engage the services of the people you know. Many distractions can get in the way of listening well to each other. Communicating well takes focus and effective listening.

6. Commitment to networking 24/7
Master networkers are never formally off duty. (Well, maybe when they're asleep.) Networking is so natural to them that they can be found networking in the grocery checkout line, at the doctor's office, and while picking the kids up from school -- as well as at business mixers and networking meetings. Master networkers take advantage of every opportunity that's presented to them on a daily basis. They operate in the "givers gain" mind-set and are primarily looking for opportunities for the people in their network.

7. Gratitude
Gratitude is sorely lacking in today's business world. Expressing gratitude to business associates and clients is just another building block in the cultivation of relationships that will lead to increased referrals. People like to refer others to business professionals who go above and beyond. Thanking others at every opportunity will help you stand out from the crowd. Expressing sincere gratitude to the people who will one day be there to help you is not just a courtesy -- it's the right thing to do.

8. Helpfulness
Helping others can be done in a variety of ways, from simply showing up to help with an office move to clipping a useful and interesting article and mailing it to an associate or client. Master networkers keep their eyes and ears open for opportunities to advance other people's interests. They offer to help others whenever they can, because they authentically want to help. It's as simple as that. Master networkers get joy out of helping other people succeed.

9. Sincerity
Friendliness without sincerity is like a cake without frosting. You can offer the help, the thanks, the listening ear, but if you aren't sincerely interested in others, it will show -- and they'll know it. Those who have developed successful networking skills convey their sincerity at every turn.

One of the best ways to develop this trait is to give your undivided attention to the individual with whom you're developing a referral relationship. Don't multitask when you're on the phone; stop browsing the Web, balancing your checkbook and shining your shoes. When you multitask, nothing gets your full attention and everything suffers in some way; besides, people can tell when you're not all there. Make eye contact when you're speaking to them in person. Sincerely show that you care, and give your complete attention to the individual in front of you.

10. Dedicated to working one's network
Master networkers don't let any opportunity to work their networks pass them by. They manage their contacts with contact management software, organize their e-mail address files and carry their referral partners' business cards along with their own. They set up appointments to get better acquainted with new contacts and learn as much about them as possible, so they can truly become part of one another's networks.

Copyright 2008 Ivan R. Misner, Ph.D., Michelle Donovan All rights reserved. The information contained in this article may not be published, broadcast or otherwise distributed without prior written authority.
Story Filed Sunday, November 23, 2008 - 8:58 PM

The Art of Personal Branding and Networking

I believe in two principles that help an individual grow personally and professionally: Personal Branding and Learning the Art of Networking.

Personal Branding
First it is important to determining what your personal brand is. What distinguishes you to help you achieve career success? Personal branding is the most effective way to clarify and communicate what makes you different, special, and valuable to your company, peers, and clients. With personal branding, you use those qualities to guide your career. It’s about unearthing your strengths and passions and using them to stand out from your peers. Once you have determined what your personal brand is, the next step is mastering the art of networking to create your own network.

Building Your Network
Creating a network of contacts is essential professionally and personally. Networking is the process of establishing a mutually beneficial relationship with other individuals and professionals. Networking involves making new contacts and relationships, whether it is at a networking mixer, getting involved in an organization or getting to know colleagues. But networking involves more than just meeting new people. What you do once you meet this new contact is vital to the art of networking.

When meeting someone new at a mixer or business function, being able to introduce yourself comfortably to a stranger can be a challenge on its own. Knowing to ask the right questions to get a new contact to open up and offer “their personal brand”. Also being ready to give your “elevator speech” as to why this person would want to remember you as a contact. Chances are if they are there to network they are going to want to know what you have to offer. This is your opportunity to tell a stranger your personal brand.

After the ice has been broken, you are each aware of each other’s personal brand; the business cards have been exchanged; the conversation may turn to things of personal interest. Take a mental note of this. This will come in handy later on that will leave a lasting impression. After your conversation has ended, make notes on the back of the business card to help you remember details about this new contact.

The Follow Up
Now the event has ended. You have a collection of new contacts is in your business card holder. This is where the core of networking begins…the follow up. Many professionals send a thank you note to the new contact. Some send a physical card, which is a nice touch in the era of emails. But a simple email will work as well. Mention details of the conversation in the note and discuss getting together for lunch and offer yourself as a resource if anything is ever needed.

Once they reply back, suggest a particular day to meet for lunch. Many people say they will get together and they never do. During the lunch, ask “the personal detail” that I told you to take a mental note of before. For example, “How did your son’s game go?” The fact that you remembered this little detail shows that you actually paid attention. From here, schedule a time next month to get together for coffee, lunch, or drinks. It is the follow through of keeping the contact in your circle of network that will keep them feeling that they made a good contact and resource. They will think of you next time they know someone that may need your area of specialty.

I hope you find this helpful and insightful. Good luck and happy networking!
-Pablo Rodriguez