Effective
Networking: Make Soul Calls, Not Cold Calls
by
Francine R. Gaillour, MD, MBA, FACPE
Bring up the
subject of networking and most people
think "making a cold call" i.e. calling someone you don't
know. Actually it's worse than that: calling someone who doesn't
know you, doesn't want to know you, will yell at you, tell you are an
insignificant speck of dust, why are you bothering me?! why on earth
would I want to talk with you? don't ever contact me again! . .
. .
Oh, wait, that
was my fear-filled imagination talking. Whew! I
sure don't want to be in that scene.
Is that what
happens to YOU when you think about "networking?" Do you imagine a
humiliating rejection scenario that will forever haunt you and dishonor your
family?
Well ditch
that movie and try this one:
"Hi,
this is Dr. R___ C____. I believe our mutual friend, F__ G___
mentioned I would be contacting you. . .. . . . Yes, he is a
great person, and he's pretty impressed with what you've accomplished
which is why he thought you'd be a valuable person for me to speak
with.
I
appreciate your willingness to talk with me. As FG probably
mentioned to you, I am interested in developing my interest in an
area along the lines of what you're doing and wanted to learn more about
your experience.
I'd like to
talk with you for about 15 to 20 minutes. Can I schedule a
time for us to talk when it's convenient for you? Or will this work
now?"
Great!
Well, I have just a few questions . . . .
So, how do
you feel in this movie so far? A little more comfortable? Like talking with
a friend of a friend? Like you are a real person, not an ant crossing
the sidewalk?
Connecting on a Soul Level
There are
specific communication strategies and tactics that you can learn in order to
make networking almost as comfortable as talking with a close friend; even
if you are painfully shy, these strategies work! (See our free
Tele-class in July)
Good
networking requires that you be real, genuine, and respectful.
Networking is the mutual exchange of human interest. And in a best
case scenario it is also connecting on a soul level.
Connecting on
a soul level means being open to that
one bit of information, that secret, that tip, an inspiration or idea that sings
to your soul. That one sneak of an insight that makes you go
"ah ha!" or "ah . .. haaaaaaa" and becomes the
turning point upward in your professional journey or career exploration.
Look
for Insight, not Just Insider Information
The reasons
we "do" networking are many: to find out about opportunities in a
company or industry, to meet people for the fun of it, to make connections
that can "pay off" later," to meet people who can buy a
service or product from us, to impress someone with our brilliance so they
can hire us in the future.
Another good
reason for you to network---to connect---is to gain insight about yourself
and the path you were meant to follow. This is not to say that you ask
a person who you've only met five minutes ago: "What can you tell me
about me?" Rather, it is important to pay attention to what you
hear in what others are saying that MAKES AN IMMEDIATE AND DEEP CONNECTION
in you. Don't analyze the "data", just listen with your soul.
Here are
clues that something you heard is a soul insight
for you:
-
You
experience a quick churn or flip in your gut
-
A small
piece of the conversation
sticks with you
-
You
comment to your spouse that you were "struck" by something you
heard
-
You dream
about it
The insights you gain in the process of
connecting can be especially valuable guides during times when you feel that
you lack "direction" or "clarity" in your life.
Next time you're out and about networking, listen on a soul
level and notice what you hear.
Are you interested in learning how to make
networking easier through specific communication strategies and
tactics? If so, join me and your colleagues on Thursday, July 10, 8 PM
(at night) Eastern Time for a free Tele-class: "Effortless
Networking for the Reluctant Physician."
Francine
R. Gaillour, MD, MBA, FACPE is an executive coach and business consultant for healthcare leaders
and physicians. She is Founder and Director of Creative Strategies in Physician
Leadership and a professional speaker on healthcare leadership,
innovation and change.
She can be reached at ((206) 686-4205
or francine@physicianleadership.com
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