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It's Not Who You Know... It's What You Do With Who You Know
by Linda Larsen, CSP
© Copyright 2000

Six degrees of separation. How does it go again? You are only six people away from anyone on this planet because someone you know, knows someone.. who knows someone... who knows someone..... You get the picture.

Do we actually use that awareness? Interestingly, men do more than women. Let's take a look at some important facts: What is networking: According to Colleen Clarke, author of Networking, it is the art of creatively and resourcefully tapping the market of "people resources" available to you. The purpose is to give and to receive information - to exchange ideas. It is a time and energy saving process designed to create win-win situations.

Why is it important: We need people - to realize any and all of our dreams and goals. The more people you know, the more help you may have - AND the more you can help them achieve their goals, as well. To succeed in today's world you must be vigilant. You must be constantly looking for potential customers, contacts and win-win relationships.

Fact: Most people have at least 100 contacts.
Fact: 80% of the jobs available are found through the hidden job market.
Fact: One referral generates 80% more results than a cold call.

Men have been networking since the beginning of time. Does the term, "good old boy network" ring a bell? When a man needs something - he calls up a business associate, a tennis buddy, a friend and asks. He utilizes the system and it becomes a quid pro quo situation. You help me find "x" or accomplish "y" and rest assured, I'll help you when you need something.

Women, on the other hand, sometimes are reluctant to ask for help. We think we should be able to figure it out ourselves. We are driven by that need to be perfect and get it right and be 100% certain before we open our mouths. We do NOT want to look foolish or ignorant. And, the bottom line is - it's not about looking foolish. It's about being smart and utilizing the resources that are all around you.

Here are 10 ways for you to increase your networking savvy:
1. Make networking a regular ongoing routine.
2. Treat EVERYONE with kindness and respect (even when it would be most justifiable to do otherwise!).
3. Set clear goals.
4. Get really good at active listening.
5. Send thank you notes (vitally important).
6. Toot your own horn (remember, there's a fine line between self-confidence and arrogance).
7. Ask if you can use your referral's name when following up on a lead they give you.
8. Look for opportunities to give back to those who assist you.
9. Do what you say you will do.
10. Join organizations and groups specifically designed to create networks.

Bottom line: "Hoping" that you will get the breaks is futile. Opportunities occur for you when you understand the dynamics of networking and use that awareness to your advantage. Networking helps you achieve your goals more effectively. It can save you valuable time, money and energy. It can also assist you in establishing mutually supportive relationships that can last a lifetime.

Word count: 545

Tag line: Linda Larsen, CSP, helps individuals think strategically, communicate effectively, and celebrate success. She is an international keynote speaker, trial consultant and author of the book, True Power, and the best selling audio program, 12 Secrets to High Self-Esteem. She can be reached at www.lindalarsen.com or 941-927-4700.

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