When it comes to networking, most people think about making their own pitch. But what if the secret to creating lasting professional relationships wasn’t about talking about yourself, but listening to others? This idea is rooted in the 80/20 rule, which says you should spend about 80 percent of your time focused on the other person and only 20 percent on promoting yourself.
The power of personal connection
Networking isn’t just about exchanging business cards or having quick conversations to promote your product or service. It’s about connecting with others on a personal level, building rapport, and fostering meaningful relationships. Think of it like knocking on a door to start a conversation—what happens next is what really counts.
When you meet someone new, focus on asking questions and really listening to what they have to say. Let them share their ideas, experiences, and goals. People love to feel heard, and by giving them the space to speak, you’re creating an opportunity to understand their needs and offer support where it’s needed. This helps you stand out as someone genuinely interested in helping others—not just in selling something.
The art of asking questions
Asking thoughtful questions shows that you care about the other person’s perspective. When you’re networking, try to make the conversation about them. What projects are they passionate about? What challenges are they facing? How did they get started in their field? These open-ended questions give you the chance to learn more about their background and uncover potential opportunities for collaboration.
At the same time, it helps you establish yourself as someone who values connection over self-promotion. It’s not about telling your entire life story; it’s about discovering what resonates with the person you’re speaking to. You can still highlight your own business, of course, but the key is to listen first, then share your story in a way that’s relevant to their needs or interests.
Building deeper relationships
When you focus on building a genuine relationship, the benefits can be huge. A great networking relationship could lead to new business opportunities, partnerships, or even collaborations that could change your career or business. Look at the relationship between Steve Jobs and Steve Wozniak. Their partnership ultimately led to the creation of Apple—a world-changing collaboration born from a solid, mutual understanding and respect. That kind of partnership didn’t come from endless self-promotion; it came from truly getting to know each other and working together toward a shared vision.
The deeper the connection you build, the more likely you are to create long-term value, not just for your business but also for your personal growth. This is the ultimate goal of networking: forming friendships that are mutually beneficial, where both parties help each other succeed.
Next time you attend a networking event or meet a potential business partner, remember that good networking is not about making the most noise. It’s about showing up as a listener, asking the right questions, and nurturing relationships. Building strong professional connections takes time, but the effort is always worth it.
