Do You Want To Get Better In Networking?
Originally published here
Answer this first — are you a trustworthy person?
Trust is one of the most important aspects of a successful relationship, and it might be even more important when it comes to networking. You want to make sure the person you are networking with can be trusted, so you must establish that trust before moving forward. Building trust with someone new can take some time, but these tips should help speed up this process and make things much easier for you!
There are three types of trust
In the workplace, there are three types of trust:
- Task-based trust is based on someone’s ability to do the task at hand.
- Reputation-based trust, which is based on someone’s past.
- Relationship-based trust, which is based on a long-term relationship with someone.
First, Task-Based trust. This is when someone trusts someone else to do the task at hand. This could be based on someone’s competence or experience. For example, if you were to ask someone to do a job for you, you would likely trust them based on their past performance or their competence in that area.
Second, Reputation-Based trust. This is when someone trusts someone else because of their past behavior or actions. For example, if you have worked with someone before and have always been reliable and done a good job, you would likely trust them to do the same in the future.
Third, Relationship-Based trust. This is when someone trusts someone else because they have a long-term relationship with them. For example, if you have known someone for a long time and know that they are honest and trustworthy, you would likely trust them to do the right thing.
Building trust with a stranger
Now we know three types of trust; how do we use this, especially you meet someone for the first time at a networking event?
You know how this goes. You typically introduce yourself, where you work, and a brief description of the work that you are doing, right? Also, most of us are not too shy about dropping big names to demonstrate that we are competent in our field and trusted by leaders in the industry. You are taking your counterpart a trust-gaining journey from task-based to reputation-based trust. The case that you are making is that networking with you would be a worthwhile effort for the short and long run, i.e., move on to start building relationship-based trust.
The core of networking: relationship-based trust
This is the core of networking. What trust does is that it can help others overlook uncertainties about you. It also allows others to see you differently and gives them the impetus to want to help you. It is not about what you can do for them, but rather what they can do for you. Once relationship-based trust is established, networking becomes a two-way street that can help you achieve great things.
Relationship-based trust also implies that there is a level of emotional connection. Think about that. Are you more likely to refer someone for a role or a project if you do not like that person? The answer is no. You would need to feel some level of connection with that person before you refer them.
The takeaway? To be successful in networking, focus on building relationship-based trust. It is the key to unlocking greater opportunities. Earning someone’s trust takes time, but it is well worth the effort in the long run.
Uncertainty vs. Trust
It’s like being on a blind date. You put your best self forward and hope that the other person will like what they see. You start a conversation by asking some questions to gauge the person. You are beginning to chip away a big ball of uncertainty and chipping away piece by piece. As you replace an element of uncertainty with predictability, you begin to build trust that he/she will begin to behave a certain way. There is always a certain level of uncertainty in any new relationship, but if you can build trust, then the relationship has a chance to flourish.
The same is true when it comes to networking. You are meeting new people and trying to establish a connection. It’s always a bit uncertain, but if you can build trust, then the relationship has a chance to blossom.
Networking sequence
Building a professional relationship usually follows this pattern: 1. He has the skills or expertise in the industry that is valued. 2. He is technically proficient and has a track record of working well with others in delivering for his stakeholders as promised. 3. After interacting with this person over weeks/months, I like working with him.
Like I described above, different types of trusts are being built, ending in a relationship-based trust that has some element of emotional connection. This sequence is trying to illustrate that networking is not a one-time event; it’s an ongoing process that you need to be patient with. It takes time to build trust and develop relationships with others. Be genuine and put your best foot forward, and over time, the relationships will develop.
Earning someone’s trust takes time, but it is well worth the effort in the long run. Networking should be an ongoing process that you need to be patient with. It doesn’t happen overnight and requires a commitment of your time and resources — both mentally and physically. Think about how to take away the uncertainties around you for the others so they can start trusting you that you have the technical skills, are reliable, and are easy to work with. People want to refer people they like, so be likable and easy for them. People will want to help you because you are competent and trustworthy. As you can see, building trust is essential in networking.
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