Before I began to read a book on networking, I decided to do a search on “networking books” in Amazon. You might be surprised to find out how many books are out there surrounding this topic. There are hundreds of books on “networking,” “business development” and “marketing” with one consistent message across all these books: Networking is necessary for growing a business. The foundation to every successful business development plan is your network and you should strive to look for ways to add to it on a regular basis. This is what I hoped to gain from Network Like a Fox: A Targeted Approach to Building Successful Business Relationships in Person and Online by Nancy Fox.
For some, networking is considered a necessary evil. The very thought of walking into a crowd of strangers, not knowing what to say and who to approach, is horrific. Some run and hide by finding a co-worker to vanish into the corner with. Others feel it’s a waste of time putting time, energy and money into superficial conversation, weak handshakes and weak drinks.
Network Like a Fox points out that in order to make the most out of the networking events you attend, you need two things: A targeted approach and the confidence to implement it.
A targeted approach. Fox provides a step by step approach to how to find the right people to feed your business growth. Fox guides the reader in attending the right events, working the room effectively, and timely follow up to ensure the best possible outcome for the time invested.
The confidence to implement it. One thing I appreciated in Fox’s book was to “let go of your expectations.” She recommends that we help others network with each other – introducing the people to each other, without expecting anything in return. She states “If people don’t return the favors you provide, don’t get mad or disappointed. Get moving, meet more good people, sow more seeds. You will meet the right people who will definitely introduce you to good people.”
Fox says "Networking is just an extension of your interest and curiosity about people, what they are up to in business, and how you can help each other." To do this, both in person and online, we need a strategy. Our online network can expand exponentially. It’s relatively easy to connect with people you lost touch with, former co-workers, classmates, clients, and acquaintances. I enjoy in-person networking because I find it more personal but at times due to convenience and my busy work schedule, I prefer the virtual way – which is a great way to link in to your referral sources and potential leads.
I use LinkedIn. It’s a great way to network. For LinkedIn, Fox suggests sending our connections a monthly tip sheet about your specialty area. Ask them to send it to their friends. Pick a few contacts each month and review their contacts. Then request an introduction.
With in-person networking, we need to be more than a corporate headshot, our online curriculum vitae and carefully crafted messages. It’s personal, often unplanned and in a loud room. But, we have to build relationships in order to build our book. So we better know what we’re doing. Try using Fox’s 55 Great Questions to Ask that Break the Ice, Build Conversations & Help You Become a People Magnet at Networking Events.
While some tips were contained in the book, I found it disappointing that others were available as an additional purchase through Fox's website. Still, this is a must read to need simple steps to refine your approach to networking and have greater networking success.
Ann Marie (Casinelli) Reyher, CPA is a senior manager at ParenteBeard, LLC in Cherry Hill. She joined NJSCPA in 2010. Networking is critical to her role since she collaborates with attorneys, investment advisors, family offices and integral parties to achieve clients’ objectives. She can be reached at Annmarie.Casinelli@ParenteBeard.com.