I used to think of networking as a set of transactions or, worse, manipulations. As a result, I viewed relationships too narrowly. At work, my relationships were defined by the hierarchy and my position in it. At home, they were just about socializing - separate and distinct from work or trying to achieve anything.
This narrow view limited what I could do and with whom I could do it. Until I was taught a better way.
5 mindsets of networking
Now, in a course called “Building a purposeful social network” we encourage internal staff to adopt these 5 mindsets as they develop relationships:
Generosity: thinking first of what you have to offer instead of what you need
Empathy: thinking of how the other person will think and react to what you say or do
Authenticity: being your true self
Intimacy: getting beyond small talk to things that matter
Vulnerability: offering up your own imperfections and need for help
Before the Ferrazzi course, I’d have never associated any of these words with networking. But the more I researched and applied these ideas, the more obvious it became that these mindsets enabled a more fulfilling, more effective approach to relationships.
Leading with generosity and empathy
Allowing yourself to be vulnerable and authentic makes you more approachable. And getting beyond small talk to more intimate, personal topics leads to stronger connections more quickly.
But, as Ferrazzi said, “The currency of real networking is...generosity.” Generosity and empathy - thinking about the other person’s needs, feelings, and perceptions before your own - are the most fundamental mindsets.
Dale Carnegie, in “How to win friends and influence people”, wrote at length about empathy. Early in the book, he quotes Henry Ford:
“If there is any one secret of success, it lies in the ability to get the other person’s point of view and see things from that person’s angle as well as from your own.”
And then, because it’s so important, he repeats the quote “so the reader won’t miss it.”
What do you have to offer?
You don’t have to have an extraordinary talent or something of commercial value to lead with generosity and empathy. Much of what Ferrazzi and Carnegie talk about are things everyone can do, gifts everyone can give.
Here are some of Carnegie’s principles (which Ferrazzi also cited):
“Give honest and sincere appreciation.”
“Become genuinely interested in other people.”
“Talk in terms of the other person’s interests.”
“Be a good listener. Encourage other people to talk about themselves.”
“Make the other person feel important - and do it sincerely.”
These basic truths about relationships are as applicable now as they were in 1936 when Carnegie wrote them. Even more so.
Give, give, give
The many social platforms and communications channels make it easier than ever to apply the 5 mindsets. But it’s so easy and quick to send a message that not enough thought typically goes into it. And people waste the many opportunities.
When you need something, do you start with “I’d like to...” or do you start with what’s in it for the reader?
When you ask someone to connect do you use the generic request or do you take the extra minute to craft a personal note?
When you find something you like, do you share it with specific individuals for whom you think it would be interesting or useful? Do you personalize the note? Do you give the creator public credit?
When you need help do you start with “I need your help” or do you start with why you thought so highly of the person that their help was particularly valuable?
Every email, every tweet, every LinkedIn request, every meeting is an opportunity to lead with generosity and empathy. It’s just that most people don’t think of it that way.
You’ll distinguish yourself when you do.