“The process of developing and using your contacts to increase your business, enhance your knowledge, expand your sphere of influence, or serve your community.”
This definition stood the test of time for many years, until . . . it didn’t. Since then, Dr. Misner realized the definition of networking was evolving.
There were definitely some truths in the original definition that needed to be retained, but a few just no longer felt right.
One word he wanted to address was “using.” Today, this word sounds rather harsh, even cold. People today tend to react negatively to the concept of “using” someone for personal or professional gain. The other word he scrutinized was “contacts.” The term has become synonymous with a person’s database. And a database is, by design, impersonal, practical and, again, rather cold.
After many discussions about modifying the definition, Dr. Misner came up with this representation of the concept of networking:
“The process of developing and
activating your relationships to increase your business, enhance your
knowledge, expand your sphere of influence or serve the community.”
For
years, Dr. Misner has talked about the “hunting versus
farming” mentality when it comes to growing a professional network.
The “hunters” run from one business event to another gathering business cards;
they diligently add business cards to their database (read:“contacts”); then
they run out again in search of more to add to the ever-growing list.
The bigger the list, the better they’ve “hunted” and, in their often-misguided opinion, the better their “network.”
The bigger the list, the better they’ve “hunted” and, in their often-misguided opinion, the better their “network.”
But the farmers are the ones who cultivate steady, growing,
genuine, and authentic relationships with the people they feel are
important to include in their network. They have steady back-and-forth
interactions that benefit not only them. Everyone involved is rewarded. Why?
Because the time taken to really get to know people enough to make a
relationship means that when it comes time to make a referral, it’s much easier
to call upon them.
By simply changing a couple of simple words in Dr. Misner’s original definition, he was able to fine-tune it into what he believes is the true meaning of effective networking. The revised definition is much more congruent with the style of networking we participate in every day—and what we know really works.
By simply changing a couple of simple words in Dr. Misner’s original definition, he was able to fine-tune it into what he believes is the true meaning of effective networking. The revised definition is much more congruent with the style of networking we participate in every day—and what we know really works.
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