Jean-Pierre Lauzier, consultant, speaker in sales and author of the book “Le coeur aux ventes”, regularly gives his advice of personal and commercial development on Isarta Infos. Today, he explains how to restart his networking on good feet… by taking into account the post-pandemic evolutions!
The pandemic seems to be behind us and we will start networking again. Some of this activity will be done face-to-face, but some will continue to be done virtually. Traditional networking has evolved with the pandemic: virtual networking has increased the opportunities for business interactions and contacts. Business trips can now easily be made virtually, resulting in substantial savings and greater efficiency.
Traditional networking involves the direct human interactions you have with current or potential customers, friends, co-workers, etc.; it will not disappear. However, virtual networking has dramatically expanded contacts and business opportunities.
One can now network with colleagues in all regions, with clients who live on other continents. Virtual networking allows for an exchange of cultures as well as information, it reduces distances, it facilitates links that would otherwise be more difficult to maintain, it allows for mutual aid and support and it contributes to the value of your relationships.
Bring value to all your contacts
Trust between two people increases with the amount of positive communication that has taken place between them. Cultivating your network is therefore essential. Whether face-to-face or virtual, you must always provide value to others based on your expertise. The more you do this, the more positive the emotion created will be, the more it will solidify the relationship.
Here are some tips that will help you succeed in your post-pandemic networking:
1 – Choose carefully the events and situations for which a virtual contact represents an added value
Face-to-face, virtual, hybrid mode? use the right means to ensure the success of your communications. Face-to-face networking takes more time, may require more resources (e.g. going to the designated physical location), and may increase the hours invested in your work, but it allows for direct contact where all aspects of the person are brought forward and emotions are best perceived during an exchange.
The virtual mode, on the other hand, facilitates quick meetings, but these must be effective. You can be more productive because you save time, but a botched presentation or communication will certainly diminish the positive impact you are seeking.
2 – Communicate your objective effectively
Good preparation ensures a successful meeting. Determine your communication objective before corresponding with your interlocutors; this serves as the basis for effective communication. Virtual communication must follow the same principles of rigor, usefulness and clarity as your face-to-face communications.
Whether it is through your verbal or non-verbal communication, you will want to present yourself as well as possible, stick to the topic and seek everyone’s satisfaction in your intervention.
3 – Create a strong emotional bond
Do not hesitate to give importance to your interlocutors in your communication, whether it is done in person or virtually. Present yourself in front of the camera at your best, as you do in person; this ensures an optimal impact with your interlocutor. Be attentive to people’s needs and show your interest in understanding them.
4 – Contribute to the success of your interlocutors
Keep in mind to help them as much as you can; a small gesture can make a big difference. Your interlocutors will feel that, no matter what mode of communication you use, you want them to be successful. They will be very grateful.
5 – Maintain regular contact
Maintaining a regular dialogue with the members of your network remains imperative. Don’t hesitate to leave the comfort of a simple email and make a Zoom call when a discussion is needed. If you don’t know some of the people you’re talking to, ask them to identify themselves and what they do for a living.
Be curious, respectful and genuinely interested in what they do by asking questions. Answer questions briefly and directly. Stay focused on your partners’ answers and emotions.
Success in building a strong network of contacts does not depend on chance or on the means used, but on a structured, systematic approach and a sincere desire to help others.
If you pay attention to remain friendly, competent, passionate, generous, helpful and responsive in your communications with your network, sooner or later the number of people who will have a favorable opinion of you will increase and you will be able to get what you want much more easily.
