{"id":6305,"date":"2011-05-19T21:29:25","date_gmt":"2011-05-20T05:29:25","guid":{"rendered":"https:\/\/www.pickthebrain.com\/?p=6305"},"modified":"2013-09-09T14:52:00","modified_gmt":"2013-09-09T22:52:00","slug":"6-expert-ways-to-maximize-your-social-capital","status":"publish","type":"post","link":"https:\/\/www.pickthebrain.com\/blog\/6-expert-ways-to-maximize-your-social-capital\/","title":{"rendered":"6 Expert Ways to Maximize Your Social Capital"},"content":{"rendered":"
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In most industries and professions, there are plenty of other people who do what you do. You need social capital in order to get recognized, remembered, recommended … and hired.<\/p>\n

Social capital is generated when you invest in your relationships, by being as valuable as you possibly can be in your network.<\/strong> That means knowing and recommending others, and becoming engaged in your networks so that you\u2019re seen as an invaluable resource.<\/p>\n

We all engage with people on multiple different levels, starting with making pleasant conversation and \u201cgetting to know\u201d someone, and gradually building up to profound levels of trust. There\u2019s substantial social capital in being regarded as an individual of great integrity \u2013 someone who\u2019s known, liked and trusted.<\/p>\n

In short, social capital measures the degree of influence which we have through our networks<\/strong>. It\u2019s crucial to your success in business, and to the sense of meaning in your life.<\/p>\n

Networking is the means through which you gain social capital. I\u2019m not going to waste your time by going over the basics \u2013 I\u2019ll assume that you already know how to dress and behave appropriately, for instance, and that you\u2019ve got a stack of business cards ready.<\/p>\n

These are in-depth, expert ways to truly maximize your social capital:<\/p>\n

Listening Techniques<\/h2>\n

You already know that networking is about giving to others \u2013 and this is especially crucial when you\u2019re building up your social capital.<\/p>\n

But how exactly do you go about giving? A great start is to use these three tools to truly listen<\/em> to the people who you meet. These are techniques which I\u2019ve been using for my entire life. They\u2019re very simple tools, which I teach to my clients \u2013 but they\u2019re also very powerful.<\/p>\n

#1: Using Open-Ended Questions<\/strong><\/p>\n

To show interest in what others think and believe, use open-ended questions \u2013 ones which start with who, what, when, where and how. People like it when we\u2019re interested in them. They<\/em> are their very favorite subject.<\/p>\n

#2: Layering<\/strong><\/p>\n

Take a piece of the other person\u2019s answer and weave it into your next open-ended question. This technique is called \u201clayering\u201d and it lets you get more and more depth. It requires careful listening \u2013 and when we listen to people, we honor them. This makes them feel terrific. So stop rushing, and pay attention. Really grasp what the other person is saying.<\/p>\n

#3: The Sound of Silence<\/strong><\/p>\n

We\u2019re not talking about the Simon & Garfunkle song here. \u201cThe sound of silence\u201d means giving people enough space to fully express themselves. When they can do this, they feel very connected to you \u2013 it creates a deep, profound relationship.<\/p>\n

By leaving pauses in the conversation, especially after you\u2019ve asked a question, you create an opening for self-expression. This means that the other person will be able to express their thoughts, opinions, ideas, points of view and perspective \u2013 helping them to feel connected to you.<\/p>\n

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Helping Your Prospects<\/h2>\n

Maybe you have a tendency to go into a networking event as though looking through a colored lens, trying to magically identify the prospects who\u2019ll be a good fit for you.<\/p>\n

This isn\u2019t a good way to network. It doesn\u2019t matter whether or not anyone can make a contribution back to you: by helping them, you\u2019ll be making a social capital deposit into the world. And, at some point, the world will give you back what you<\/em> need.<\/p>\n

How do you help others? You can:<\/p>\n

#1: Ask Powerful Questions<\/strong><\/p>\n

Try to establish what a good opportunity, prospect or resource would look like for someone. Ask them open-ended questions like:<\/p>\n