Do you have an angel? I do. Actually, you might call her a mentor,
but I call her an angel because when I need more work or clients
miraculously she sends them my way.
I met Sydney Rice Harrild, president of The Coaching Company,
through networking. Shortly after Success on Our Own Terms
was published, I was presenting at a woman's business conference
at which women business owners paid for space to display their
products and promotional material. Sydney ended up with an undesirable
spot on a table in the back of the room which received little
traffic. Undaunted, she put her brochures in a basket and relocated
herself in a highly visible spot in the hallway. As women passed
her she greeted them warmly and handed them her well designed
brochure. I was struck by her demeanor, her material and the name
of her company. Since I was in the process of building my own
coaching business I thought she might be a good person to know.
About a week after the conference, I called her up, introduced
myself, and asked if I could take her to lunch. She had heard
me present and was impressed by the research I had done for my
book. She wanted to learn more about my experience because she
was just beginning the process of writing a book for "the
second generation work force" - people between the ages of
45 and 75. Sydney's coaching practice focuses on helping people
in this "prime-time" stage to live authentic lives by
aligning and incorporating their values of community and contribution
with their professional work and experience.
Sydney has been a tremendous support to me, connecting me with
numerous people who have helped me to advance my business, and
I have learned a lot about running my coaching practice from her.
If you're a member of the "second generation work force"
and are interested in living a more authentic life, Sydney Rice
Harrild can be reached at sydney@bostoncoachingco.com.
Our story illustrates some key points about networking:
1. Networking requires assertiveness. I found Sydney because
she assertively moved herself into a better, highly trafficked
position that at some point I had to pass. If she hadn't, I might
not have seen her because I was busy at my own table selling books.
And, if I hadn't made what was almost a cold call we might never
have gotten together.
2. Perception counts. How you look and present yourself
matters. I didn't know Sydney wasn't satisfied with her space
in the corner - all I saw was a poised, friendly woman who stood
out from the crowd and who had the self-confidence to position
herself in a unique way. Your promotional materials also create
images and reflect who you are. My first impression of Sydney
as a well-put-together business woman was reinforced by her company
brochure, which struck me as first class and smacked of success.
If you work inside an organization or corporation, create ways
to makeyourself visible and to demonstrate the quality of your
work.
3. Network strategically. Grow your network by thinking
strategically about the people who can provide a variety of benefits
to you. Do your homework and figure out the best way to reach
them. Decide which organizations you should belong to and which
events you should attend. These might change over time as your
business grows or your career develops. Ask people you know to
make introductions - this is an area in which mentors and angels
can be truly helpful. Then, build relationships with the people
you've identified by understanding what you have to offer them.
4. Follow-up is key. Structure your communication in a
way that engages the other person and draws her interest. Know
what you want from the contact and know what you have to offer.
I wanted to meet with Sydney in person because I wanted a longer
conversation during which I could discover how she managed her
business and how she structured her coaching practice. I didn't
know Sydney was interested in writing a book. But since she is
a coach, I thought she might be interested in the knowledge I
had gained about women in business; therefore, when I introduced
myself on the phone, I emphasized my research and writing.
5. Relationships need nurturing. Even angels want to know
they're valued. Successful networking is a two-way street - both
people need to benefit. Show your appreciation for the other person
and learn what you can do to be supportive.
COACHING QUESTIONS ON NETWORKING
1. With whom do you need to build a relationship? Who can
help you build your business or develop your career?
2. How can each person you identify contribute to your success?
3. Where will you find those people?
4. How will you arrange to meet them?
5. What do you have to offer them?
6. What will you say to them that will elicit their interest
in you?
7. How can you nurture the relationship?
Appearing in The
Columbia Consultancy web site, www.columbiaconsult.com
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