As a child, my family lived on a farm in the Midwest. Cornfields surrounded our house and I loved experiencing all of those autumn harvests. One of the most fascinating things I learned about growing corn is how the farmer starts with an empty field and plants actual kernels of corn that eventually become stalks as high as 8-feet.
During this growing period, the farmer would constantly be out in his fields checking on the corn, pulling weeds, and simply spending time with his crops. After the harvest, the stalks would dry up and the farmer would cut them low to the ground. However, by next spring, the farmer was beginning the process all over again.
So, what does a story about farming have to do with successful networking approaches? More than you may realize!
In the 21st Century global world in which we live, keeping up with industry changes means adapting to new technologies, new ways of working and educating oneself on the latest industry trends. Because of these constant changes, it is imperative that our networking strategies involve the constant building, nurturing, and maintaining of strong, genuine relationships.
Yes, I know… I can imagine readers cringing after reading the word networking. And, most likely, you are reacting this way because you have been networking like a hunter; tossing out bait, sitting in wait, hiding in camouflage and hoping something, anything, shows up to attack.
Well, this strategy involves a lot of luck and very little return on investment. Instead, think about the farmer. When you network like a farmer, your strategies build strong, positive, genuine, professional relationships. And, here are four reasons why!
1. Hunters attack. Farmers plant seeds.
The farmer begins planning his/her crops by planting the right seeds in the best soil. Then takes the time to identify the kinds of crops that will bring the most value. So, just like farmers, make sure you take the time to research industries and companies of interest.
Identify and locate individuals within your industry and companies of interest who resonate with you-you feel a connection with them. Look for individuals with common interests and skill sets you admire. Once you find the best fit for your skills and unique value, you plant seeds by introducing yourself and showing genuine interest in building a professional relationship.
2. Hunters hide and wait. Farmers actively engage.
Once the seeds begin to sprout, the farmer becomes actively engaged in keeping the new crops healthy and motivated to keep growing. Like farmers, it is important for networkers to become actively engaged with these new relationships. Stay in touch, share interesting articles about your common industry, offer assistance, share ideas and help answer questions. The more you engage the more these relationships become genuine and real. You begin to build trust and alliances that will continue to grow stronger.
3. Hunters shoot and kill. Farmers nurture and embrace.
Farmers are aware that some crops need more attention and nurturing than others. And, farmers know that the right amount of nurturing is crucial to how the crops will respond. When the farmer tends to his/her crops, the crops respond back by producing stronger roots, blooms, and eventually fruits and vegetables.
This is a give and take relationship with mutual benefits. Just as this is true for farmers, it is crucial for networkers to turn relationships into alliances that are trustworthy and genuine. Genuine, strong alliances are based on collaboration and support with each side bringing their strengths and unique value to assist the other.
4. Hunters consume. Farmers produce.
Farmers and their crops continue a cycle of give and take. Crops produce and often times create more crops when they spread their roots and drop their seeds. This keeps the nurturing and embracing continuous. This is how networking works as well.
Once a relationship becomes genuine and an alliance is formed, it is continuous. These are the kinds of relationships that thrive and continue to build. They form new roots, produce new blooms and sometimes even get transplanted to create more alliances.
So, the question becomes this. When it comes to networking, are you a hunter or a farmer? The strategy you choose will make a huge difference on your ROI.
By Elizabeth Dexter-Wilson
