In the latest episode of Work Mom Says: Don’t Be an Idiot, we chat with networking coach Wendy Caverly about how, to most of us, networking sucks and what to do differently so you don’t miss out on the benefits of connected, positive relationships to your career.
Wendy shared that she coaches networking through the lens of four landscapes. We break down the differences between the four landscapes and the benefits of each one here.
Landscape 1: Farming
The first landscape is farming. When you’re a farmer in a networking space, you will be the person others can count on for solutions. Wendy said, “I am a resource and a hub in this landscape. People come to me seeking answers because I have a network of trusted people on my farm.
There is a big difference between people focused on selling and people who are networking. When you come to a seller and say, “Hey, I have a problem,” the seller will say, “I don’t do that, but good luck.” On the other hand, networkers in a farming landscape say, “I don’t do that, but I know who does, and I will connect you with them to find a solution.”
When you take a farming approach to networking, you’ve planted all these “seeds,” nurtured them, and fostered a vast network of relationships.
Landscape 2: Hunting
The next networking landscape is called hunting. Hunting in networking is the equivalent of cold-calling or door-knocking in sales. Hunters are the analytical people who need to make a plan before showing up at an event.
According to Wendy, “hunting in networking is like being on a diet and doing a food diary so that you can track your progress.”
For example, hunters would approach a networking event according to their action plan: “I went to that event, I didn’t make a sale, I’m done.” However, Wendy says that you’re not supposed to make a sale at a networking event; you’re supposed to be making meaningful connections, which may eventually result in a sale. So it’s best considered a long game.
Landscape 3: Foraging
The following landscape is what Wendy calls foraging. A foraging environment is typically these random networking events where you don’t know anyone.
“When you don’t know who’s going to be there, you don’t know where it’s going to be, you don’t know when it’s going to be, that’s a foraging opportunity,” said Wendy. So it’s an opportunity to spot everything from a coffee meet-up to a potential customer.
Never approach a foraging environment with a mindset that you will immediately make a sale. Instead, use it to build your networking skills and foster possible connections. When you are learning how to raise your awareness and growing skills to create those opportunities you’re surrounded by, Wendy calls that foraging.
Landscape 4: Fishing
The last landscape is called fishing. In a fishing landscape, you’re more likely to experience opportunities for collaboration or leadership. That’s where you find mentors.
“The people you meet in this landscape will either intentionally or unintentionally mentor you to make you better. These people will also introduce you to bigger rooms,” said Wendy. When you’re fishing, you’re building relationships to help develop your career or your business.
The Bottom Line
When people are networking, these landscapes reflect the four most common goals. While you may find yourself in only one or two of these networking landscapes, all four should be considered for long-term success.