Networking: Your Guide to Business Networking In Vietnam
Professional relationships are at the heart of every successful business networking can branch out to many opportunities if you are able to build a genuine connection with the right people. The question is, how do you get from where you are now to a well connected businessman? Find out how you can effectively build your own network to pursue your goals, keep those connections alive, and get help from the right people.
Let’s Get Started - What Is Networking?
Networking is simply the process of interactions for establishing, building and maintaining relationships for personal and business purposes.
Networking will help you develop and improve your skill set, stay on top of the latest trends in your industry, keep a pulse on the job market, meet prospective mentors, partners and clients, and gain access to the necessary resources that will foster your personal growth and support your career and business development.
Keep in mind that networking doesn't begin or end at an event such as at a chamber of commerce or professional association. Networking can be done anywhere: at a bookstore, over lunch or during a conference. It can continue long after the initial contact was made, and in the best cases, it will branch out into other opportunities to grow your professional community.
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Before you get out there for some live, face-to-face interaction, it's a good idea to get into the right mindset. One way is by developing an elevator pitch: a short description of what you do, who you work with and the value you offer to your customers or clients. The goal is to be able to deliver this ‘pitch’ in 60 seconds or less, in a conversational way.
Professional relationship development expert, Keith Ferrazzi, recommends creating a relationship action plan for every professional goal that you have. Make a list of people who can be instrumental in helping you achieve a goal, even individuals you don’t know but do admire, and reach out to them. Ferrazzi also suggests writing down why each person is important, and how you would categorise the strength of your relationship on a scale of zero to five. This will help you develop a strategy to pursue your goals—and home in on getting help from the right people.
Connection Is Essential In Vietnam
“I've learned that people will forget what you said, people will forget what you did, but people will never forget how you made them feel.” - Maya Angelou, Poet
Before you go out armed with business cards and an elevator pitch, be careful not to mistake networking for a face-to-face cold-calling opportunity. You are more likely to be successful if the people you want to influence know you, like you, respect you and trust you. An immediate sales pitch will not build that type of relationship.
Successful networking aims for quality connections, not quantity. Instead of casting a wide net, direct it toward cultivating deep personal connections with the people you actually want to collaborate with. Figure out what you and the other person have in common—whether you went to the same school or love the same sports.
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It’s also helpful to know what others are truly interested in, from charities they support to any awards they’ve received. This shows your sincere interest in the other person as an individual, and also helps you understand how you can be of service. If you can offer something specifically geared to what’s important to them, they’ll be more open to connecting with you.
Always be real, humble and vulnerable. I’m the Chairman and Chief Connecting Officer of the Business Executive Network in Vietnam. We have a membership of CEOs, Country Managers or Senior Directors. It is not easy to impress these people with professional accomplishments. Instead, I recommend keeping it real and genuine, being ‘open’ and authentic, I even recommend ‘boasting’ about your weaknesses; this draws people to you quicker and wins sincere admiration and trust.
Put Others’ Needs Ahead Of Your Own
“The successful networkers I know, the ones receiving tons of referrals and feeling truly happy about themselves, continually put the other person's needs ahead of their own.” - Bob Burg, author of The Go-Giver
One of the biggest networking mistakes people make is asking for too much too soon. One cardinal key of successful networking is ‘Give before you can get’.
I can’t emphasise this enough: if you want to form a relationship with another person, you first need to show them how they’ll benefit, says Keith Ferrazzi.
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As it is when you bring a small gift to a dinner party, it is a good idea to offer a potential partner a token of generosity. The gesture can be as simple as forwarding a relevant article or providing an introduction to someone who can further the person's own interests. It’s helpful to think of networking like a bank account: you have to make deposits before making a withdrawal.
Value The Strength Of Diversity
“Everyone you will ever meet knows something you don't.” - Bill Nye
We tend to hang out with people similar to ourselves. But leveraging on a diverse group of skills, knowledge and personalities is key to professional networking.
Seek relationships with totally different people who can introduce you to brand-new social clusters. Not only will you gain access to potentially influential individuals whom you’d otherwise might never meet, but it will help you stand out from the pack.
Someone I know became a member of an organisation of women business owners. They allow men to join, so he asked a female friend to sponsor him at a meeting. Everyone remembered him because he was one of two or three guys there and ended up getting a lot of business out of it.
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One way to diversify is to ‘network down’. Most people concentrate on ‘networking up’, building a rapport with someone higher than yourself on the corporate ladder. But it’s also smart to connect with savvy junior people in your industry because they might end up being portals of intel.
Keep Your Vietnam Connections Alive
“Great ideas often come from small talks around a drink” - unknown
After making new connections, too many people fail to maintain or leverage this new relationship. It’s most effective to send a friendly, sincere email to your new contacts as soon after meeting them as possible, noting some things that were discussed when you met.
In order to maintain or build on your relationships you should ‘connect’ on a regular basis. I suggest scheduling some time aside each day to these important relationships. The frequency and depth of your interactions depends on the strength of the relationship. For casual connections, the occasional retweet or Facebook comment might suffice. For deeper ones, think along the lines of a thoughtful email or meetup over a drink.
Finally, good luck and remember that it's not about who you know, it's about who knows you.
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