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Cómo hacer networking y conseguir relaciones para tu negocio Saltar al contenido Cuando se trata de prosperar en tu trabajo, tienes 2 formas de actuar: como el llanero solitario o apoyarte en una red de contactos. Si optas por la segunda opción (la más sabia a nuestro parecer) has de saber que tiene nombre y que se conoce como networking. ¿Y qué ventajas tiene para tu trabajo? ¿Si eres el dueño también te beneficias? ¿Cómo se hace bien? ¿Y mal? Todos esos son los aspectos que desvelamos en el post de hoy. Porque en un mundo cada día más global, no tiene sentido ir por tu cuenta así que… ¡No te vayas si leerlo!
? ¿Qué es el networking? Si nos preguntas a nosotros, no podemos decir otra cosa: «el networking es la caña». Pero como imaginamos que buscas otro tipo de explicación, veamos la definición de networking de la Wikipedia :
Networking es un anglicismo empleado en el mundo de los negocios para hacer referencia a una actividad socioeconómica en la que profesionales y emprendedores se reúnen para formar relaciones empresariales, crear y desarrollar oportunidades de negocio, compartir información y buscar clientes potenciales.
En definitiva, se trata de crear relaciones con otras personas o empresas con las que compartes inquietudes con la idea ayudaros a lograr los objetivos marcados. Vuelve a leer el significado de networking que acabamos de darte, hay un concepto muy importante que debes grabar en tu mente. ¿Te has dado cuenta? Seguro que sí pero por despejar cualquier duda, ¿ves en algún lado donde se diga que solo una de las partes se beneficia de la relación? No, ¿verdad? Es que si es así, no es networking. Esto es algo que debes tener muy claro si decides usar esta técnica en tu trabajo o empresa.
? Tipos de redes networking Cuando hablamos de redes de networking, podemos referirnos a estos 3 subtipos :
Estratégica: la forman las personas que no tienen nada que ver con tu negocio o intereses pero aun así, te aportan algo (suelen ser líderes de opinión, visionarios, etc.).Operacional: los empleados de una empresa. Son ideales cuando buscas cambiar de trabajo porque aportan información muy útil para conseguirlo (cómo superar la entrevista , por ejemplo).Personal: como su propio indica, son las personas que conoces como tus compañeros, amigos (incluidos los de las redes sociales), las personas que conoces en eventos de networking, etc… Como ves, cada uno te ayuda a lograr distintos objetivos.
? ¿Qué ventajas aporta hacer networking? La teoría está muy bien pero, ¿buscas motivos para hacer networking? Tenemos todos estos:
Te hace más visible: obvio, porque más gente te conoce (a ti y/o a tu marca). Consigues más clientes: algo que viene de la mano al conseguir más visibilidad (y una vez que los tengas, recuerda hacer una buena gestión de ellos ).Conoces mejor a tu competencia: habla con ella e intenta crear vínculos y de paso, si le «sacas» información que no conoces sobre vuestro sector, mejor que mejor.Mejora tu comunicación: salvo que nazcas con el don de comunicar, hablar con otros profesionales te ayuda a expresarte mejor lo que a su vez, supone conseguir más oportunidades.Descubres nuevos proveedores: con los que quizás aumentes tu margen de beneficio o consigas materias primas de mejor calidad para tus productos (del margen de beneficio hablamos aquí y en este otro post, sobre la cadena de suministro ). Esos son solo los principales beneficios del networking… ¡Pero hay muchos más!
? Cómo hacer una estrategia networking de éxito Lo tienes claro, el networking es lo que necesitas así que te quieres poner manos a la obra. ¡Eso es estupendo! Pero antes de empezar a lo loco, ¿qué tal si te contamos cómo hacerlo bien? Así todo tu esfuerzo se verá recompensado antes. 😉 VIDEO
✅Acude a todo los eventos que puedas Siempre y cuando, tengan relación con tu campo. Es decir, si tienes una start up en la que creas aplicaciones para escanear documentos con el móvil , no es necesario que acudas a un evento de networking sobre la doma del caballo andaluz. Pero a poco que tenga relación con tu sector, despeja tu agenda y acude a él. Sobre todo si es a nivel nacional, lo organiza una empresa importante o acuden expertos en una materia que te interesa. En esos casos es indispensable que vayas, porque la calidad de los contactos que puedes conseguir merece cualquier esfuerzo. Pero no dejes de lado los eventos locales. Crear una red de contactos en tu entorno más cercano también es importante.
✅Tenlo todo preparado Imagina que descubres que se celebra un evento de networking a 600 kilómetros de donde vives pero, es tan perfecto, que aun así decides acudir (con el gasto de tiempo y dinero que conlleva). Pues todo ese esfuerzo no sirve para nada si no te preparas bien. ¿Llevas tarjetas de visita para dejar a tus nuevos contactos? ¿Tienes una página web donde puedan conocerte mejor? ¿Está bien hecha? Y tu aspecto también debe estar listo , por lo que debes ir aseado, con buena presencia, etc… Porque como dice el refrán, «hay una sola oportunidad de causar una buena primera impresión» y en los negocios, es vital que sea positiva.
✅Llega el primero Siguiendo con los refranes, «al que madruga, Dios le ayuda». Aunque no sabemos si en este caso él tiene algo que ver… Lo que sí que podemos asegurarte es que si acudes antes que nadie, las posibilidades de hablar con los ponentes, organizadores e invitados aumentan de forma exponencial. Por no hablar de que te familiarizas antes con el entorno, te permite hacer lo que quieras sin prisas ni ajetreos y cuando comience el follón, te moverás como pez en el agua.
✅Con los deberes hechos Y no, no hablamos de los ejercicios del colegio. 😉 Nos referimos a que dediques un tiempo a conocer los perfiles de los ponentes y otros datos como:
Su historia. Sus éxitos. Sus fracasos. Datos de interés. Etc. El motivo es que esto ayuda a empezar o participar en conversaciones y, en caso de haber turno de preguntas, a hacer mejores preguntas que llamen la atención de todo el mundo.
✅Conoce gente Porque al fin y al cabo… ¡Para eso vas! Deja la vergüenza a un lado y no tengas miedo de presentarte a los demás y, en caso de que te puedan los nervios, busca a alguien que lo haga por ti. ¡Pero importante! No permanezcas mucho tiempo con la misma persona. Recuerda, se trata de crear varios contactos. Ya habrá tiempo de conoceros mejor más adelante.
✅Presta atención y escucha Salvo que tú o tu empresa seáis uno de los destacados en el evento de networking, nuestro consejo es que escuches más que hables. No pasa nada si de vez en cuando, preguntas algo o intervienes para darte a conocer aportando algún dato interesantes (recuerda, para eso has estudiado antes de acudir) pero en general, lo ideal es que prestes atención. Esto te ayuda a conocer mejor a las personas y genera mejores vínculos.
✅Evita temas sensibles Política, religión y otros temas que generen polémica no saldrán de tu boca. Es más, si alguien los propone es mejor que no participes en la conversación. Otra cosa son los asuntos relacionados con tu sector que puedan crear debate . En este caso, y siempre de forma respetuosa, no hay ningún problema en exponer tu punto de vista. Aportar argumentos sólidos y demostrar que eres capaz de defenderlos sin faltar al respeto es una cualidad muy bien vista por los demás.
✅Ofrécete a ayudar La mejor predisposición con la que puedes ir a un evento de networking es con la de ayudar a los demás. Créenos, si la gente detecta que estás allí para hacerles la vida más sencilla, atraerás a muchas personas y tu red de contactos crecerá como la espuma. Y más adelante, ya verás cómo te pueden ayudar ellos a ti. 😉
✅Mantén los contactos Porque de nada sirve todo el trabajo si una vez terminado el evento, no vuelven a saber de ti. Las relaciones son como una planta, hay que cuidarlas un poco todos los días para que permanezcan sanas y fuertes. Así que de vez en cuando, manda un correo electrónico o comenta en sus redes sociales o blog. Lo importante es demostrarles que no te olvidas de ellos y que te preocupas por mantener el contacto.
? Errores que arruinan tu networking Ahora que conoces cómo debes actuar, llega el momento de contarte lo que bajo ningún concepto debes hacer.
✅No ofrecer nada a cambio Como remarcamos en su definición, el networking se basa en que todas las partes obtienen un beneficio. Así que asegúrate de dar algo a cambio siempre. Si tu mentalidad es la recibir sin entregar, estás perdiendo el tiempo.
✅Parecer desesperado Por mucho que acuda tu ídolo y quieras «conectar» con él (o con una empresa referente en tu sector), nunca es buena idea dar la sensación de desesperado. ¿O acaso tú aceptarías a alguien en tu red de contactos con esa actitud?
✅Parecer demasiado confiado Igual que es malo actuar con desesperación, también lo es parecer demasiado confiado. No nos malinterpretes, a la mayoría de gente le gusta las personas con confianza en sí mismo o en su producto, pero un exceso de esta puede interpretarse de forma negativa. Sobre todo porque suele ir acompañada de una forma más agresiva de actuar y eso aleja a los posibles contactos. Lo mismo ocurre si eres una pequeña empresa e intentas conectar con un gigante de tu sector que casi actúa como monopolista . Además, el tamaño no siempre significa mejor compañero de networking y quizás para tu negocio sea mejor uno más pequeño.
✅Los problemas con las tarjetas de visita En concreto 2: repartir demasiadas y no llevar (como ves, los 2 extremos). En el primer caso, a pesar de que antes dijimos que la idea es crear cuantos más contactos mejor, no debes interpretarlo como repartir tarjetas de visitas a diestro y siniestro. Hay un término medio entre solo hablar con una persona y que todo el evento tenga una tarjeta tuya, y tu obligación es encontrarlo. Y aunque pueda parecer mentira, en pleno siglo XXI las tarjetas de visita siguen siendo una estupenda forma de intercambiar información de contacto, así que ni se te ocurra acudir sin ellas. 😉
✅No mostrar tu talento A pesar de más arriba te recomendamos mantener un perfil bajo, eso no significa que seas invisible. Y si en algún momento surge la oportunidad de enseñar tu talento , no tengas miedo a hacerlo. A las empresas les encanta trabajar con gente talentosa. Pero el evento no es el único lugar donde mostrar lo que sabes. Si tienes una página web o redes sociales , estás obligado a exhibir ahí tu talento para que todo el mundo pueda verlo.
✅Dejar todo el trabajo a las redes sociales Y es que hablando de redes sociales, uno de los errores más comunes a la hora de hacer una estrategia de networking es pensar que Facebook, Instagram, Twitter, etc. harán el trabajo por ti. Vamos, que si piensas que por crear un perfil en ella y compartir algo de vez en cuando te lloverán las solicitudes para hacer networking estás muy equivocado. Es obvio que son un elemento indispensable para lograrlo, pero son un recurso más y por sí solo no son suficiente.
✅Pensar que esto no es para ti Si eres tímido y te cuesta relacionarte, puedes pensar que esto del networking no funcionará contigo. Pero, ¿sabes qué? Esa personalidad tiene sus ventajas. Porque una persona así tiende a escuchar más y por tanto, también aprende más de las personas. Eso por poner un ejemplo, pero cada personalidad tiene sus ventajas… ¡Así que no es excusa!
👉 ¿Cómo llevas tu networking? Después de leer este post, quizás has caído en que ya haces networking. ¿Es así? ¿Y lo estás haciendo bien o mal? ¿Qué aportas y qué obtienes de la otra parte? Cuéntanoslo en los comentarios de más abajo. Y en caso contrario, ¿por qué no lo haces? ¿Tienes alguna duda? ¿Cómo crees que puedes colaborar con otro negocio o persona? Quién sabe… Quizás consigas crear una red en nuestros comentarios. 😉