Networking 101

During the eight years that I have run my own coaching and training business, one thing stands out for me as imperative for the success of any coach: having a good, strong network of professional and personal contacts that you can turn to if you need support but who are not afraid to challenge you. A strong network can boost you up on those days when things are not going according to plan!

There are many benefits to cultivating a high-quality network. Whether you’re an independent practitioner or an internal coach in a large organization, having a network will enable you to tap into valuable information, support and resources. A good network may also generate opportunities for referrals and new clients, as well as other possibilities, such as joint ventures and speaking and writing opportunities. Importantly, a good network will also assist in raising your profile as a coach.

It’s normal to experience ups and downs in your business, and a good network will keep you on track to achieving your vision and assist in boosting your own self-belief while further optimizing your ability to achieve your potential and desired outcomes.

A strong network will also connect you with experts who can assist in meeting your business goals. Many coaches are the owners of their own small businesses and can easily fall into the trap of thinking that they need to do everything themselves. In fact, you can end up doing more marketing, business development and social media than you do coaching! The key is to remember that you can’t be an expert in everything that you do. If you insist on wearing every expert hat you will end up feeling overwhelmed and drained of your precious energy. You may even lose your passion for your actual coaching services. Reach out to your network and outsource those tasks to others who have strengths in the areas you do not.

Contrary to common belief, networking isn’t just about exchanging business cards and hoping someone will get in touch. It is really about developing worthwhile and important relationships and continuing to nurture them over time. Quality, not quantity, is key. It is more important to have a small group of valuable contacts than a large collection of business cards. My own network includes a diverse collection of people, including coaching and training colleagues, clients, mentors, coaching students, suppliers, and former colleagues from my corporate days.

Everyone in your network can offer you a different range of resources and talents. Always make sure that you give the same back. Don’t become a pest, only contacting people when you need something from them. Both sides need to benefit from the connection, so ensure you are a resource to them as well.

There are lots of opportunities to become a great networker, both online and in person. Here are my top five networking tips:

Attend events.

Make time to attend both formal and informal networking events. To grow your network on an international scale, consider attending an ICF Global Conference or ICF Advance event. ICF Chapter meetings and events are also great opportunities to connect with fellow coaches and meet like-minded people, as well as experience some wonderful learning.

Don’t just talk about yourself.

When you interact with members of your network, talk about something other than yourself. Ask how they are doing and if you can assist them in any way. Offer to introduce them to other members of your network if it would be beneficial. It is important to demonstrate that you are not just using them for their connections.

Keep in touch.

Check in with members of your network regularly. Set aside time in your calendar and commit to catching up with members of your network at least every three months. This might mean a quick email or phone call or scheduling a meet-up for coffee.

Leverage social media.

Face-to-face meetings are preferable, as they allow you to forge more meaningful relationships and read valuable nonverbal cues, such as body language and facial expressions. However, you can and should use social media to stay connected between meetings. Determine how each person in your network uses social media and keep in contact this way. Pay attention to any updates and congratulate people in your network when they get a promotion or start something new.

Network with integrity.

Be authentic and present, giving your full attention to the person you are communicating with. This will build trust and reputation, both of which are essential for growing a strong business network. Always follow up on any commitments you have made.

In conclusion, learn to manage your network and it will have a huge beneficial impact on your business. It really is “not what you know, it is who you know.”