Networking to a new life
by Cathy Goodwin, Ph.D.
Research shows that talking to strangers -- not
people in your comfort zone -- is the single most powerful key to a
creative career and business move. Yet many people resist. Sometimes
they don't understand the concept of networking. At other times, they
set impossible goals. Here are some guidelines for network for your
second career, home or life.
Create your own supporting CAST
C= Cover Story. When you're a midlife,
mid-career transitioner, you can't come across like an eager-beaver,
bright-eyed-and-bushy-tailed newbie. You may not be comfortable calling
to say, "I'm thinking of becoming a certified beach blanket analyst.
Can we talk?" Decide whether you're seeking information, clients or
both, and plan a positive opening that presents you as a fellow
professional, not a beggar.
A = Action. Begin anywhere! Talk to people
-- even those who seem unrelated to your dream. As you talk, you'll
hear yourself refining your goal and moving to truth. Start with the
nicest, friendliest sources you know and ask them for referrals.
S= Slow. It takes awhile to build a network.
Begin before you need one, if at all possible. If you're starting from
scratch, don't rush. Desperation drives away your best resources.
T = Target. Network to those who can help,
not necessarily those easiest to find. Sitting at a table with eight
potential clients gets you started -- but choose a networking event
with eight referral sources and you'll move faster. Talking to ten
sales assistants probably won't help you learn how managers hire sales
people.
"No way -- not me!"
When you truly resist networking, we have to consider
that:you're not sufficiently excited about the goal to generate
momentum.
You're happily settled in a comfort zone and need
an anti-gravity rocket to pull away.
You'd rather be boiled in oil than call and mingle.
You have unique challenges about the way you come
across: you're too much of a maverick or too "different" to be effective
You're exhausted just thinking about it.
I won't ask you to become a new person, although I
encourage responsible risk-taking and experimenting with new behavioral
styles.
It IS true that the greatest rewards will go to those who can work a
crowd effectively. My former colleague "Xavier" could give a
twenty-minute talk and come away with at least three free-spending
clients.
However, you can create an unconventional plan that builds on
your strengths and allows you have to connect with strangers. You might
take or teach a class, join an organization, promote your website
aggressively and more. Your progress may be slower than your friend the
networkinag champ -- but if you persevere you can reach your own goal
without sacrificing your own sense of self.