Networking Like a Pro
No one comes out of the womb knowing how to network.
The same goes with presenting, for that matter. It takes practice and sheer determination to make it look easy and even then it’s still not the most natural of activities.
I mean, really, who (if truly being honest) doesn’t get a little sweaty in the palms walking into a room of complete strangers?
Even after nearly three decades of attending professional events, I still dread those first few minutes.
However, here are some tips that have worked for me through the years…..
Be Selective.
Your time is a valuable and limited commodity. If you view it as such, you will be choosy regarding which events align most strategically with your goals. By being selective, then you will conserve your energy and be at your best and most authentic self with the ones you do attend.
Research.
Once you’ve identified an event worthy of your investment (i.e., YOU), then do some homework in advance. Many events will now pre-release their attendee list so that you can target which professionals you want to focus on meeting. (NOTE: If the organization doesn’t release their list ahead of time, then arrive early and review the name tags on the table to attempt this.)LinkedIn and other social media are wonderful assets, so try to follow the event organizers and/or organization to learn more. This will provide you with valuable insight for conversation starters with event attendees.
Pick A Card, Any Card.
Reflecting back, my first networking events went disastrously. I just didn’t know what I didn’t know to be aware of it. My competitive nature was at work and my goal was quantity over quality in regards to the collection of business cards and fast-paced conversations. The punchline is that following the event’s completion, I knew nothing about the people that I encountered, but I sure did have a nice stack of cards.I later learned to adopt a less is more philosophy. I consider it a great success if I can leave an event having had three to four meaningful conversations with individuals and even one to two with whom I may have a to do action or follow up meeting.
Get A Wing Woman/Man.
If networking events give you hives, then one great approach is to find a colleague/friend with whom you can tackle the room together. It’s even better if that colleague/friend is very outgoing and/or well-connected in the community or with this organization.
An effective Wing Woman/Man will allow you to tag along with them and their conversations; they will introduce you to their contacts and even find a common denominator between the two of you. That Wing Woman/Man is then allowed to start another conversation and you are able to then join them when your conversation is complete. (Much like a rinse and repeat scenario.)
The biggest watch out with this approach, though, is not to get too entrenched in catching up with your colleague/friend that you forget the whole reason why you are in attendance — to network and get to meet new people!
Pay Attention.
Studies have shown that for most optimal networking, the best groups to walk up to:
Are a single person standing alone;
Consist of three individuals versus two;
Are most approachable when standing in an open (not closed off) circle;
Contain a mixed group of men and women.
That doesn’t mean that you will be turned away if you approach two people talking in a closed circle. You are just more ensured that you won’t be awkwardly interrupting their conversation by trying to jump in.
Remember Names.
This article on www.Curiosity.com offers that there are seven helpful name-remembering tips:
Pay attention. If you realize you weren’t listening, ask the person to repeat their name.
Use their name and repeat it often. Create muscle memory. When you combine your thoughts with an action, you’re forming a muscle memory. This is more likely to stick in your brain.
Build associations. The more connections you make with your brain, the better. If you meet someone named Rob, picture Rob robbing. The visual connection (or even the act of trying) will help you remember his name.
Use word play. Mnemonic devices can come in handy here. For example: “Kyle likes to smile.”
Spell it out. Have the new person spell out their name, then picture the letters going across their forehead.
Help people with your name. Think of fun ways to make it easier for people to remember you: “I’m Brad, and I’m a recent grad.”
Introduce someone else. If all else fails, introduce someone you know to the new person. Chances are, they’ll relay their name—then go back to tip #1.
Deploy A Post Event Strategy.
As I discussed in the Are You A Follow Through Scout blog, if you aren’t responsive on the small things, then how will your contacts be able to trust you with the larger ones? In your conversations at networking events, if you promise something then always try to follow up within 24-36 hours.
Additionally, develop a system that works for you regarding digitally filing business cards and connecting on LinkedIn and other social media, as appropriate. I have found that it is far easier to deal with these things in bite size chunks directly following an event than to have them pile up. You never know when you may be able to be a resource to that person and vice versa.
Keeping in touch is key…
In summary, networking doesn’t have to be a dreaded task if you prepare in advance. For fun, Vooza.com has a great networking video demonstrating what NOT to do at networking events — the King of Networking star of the video does the exact opposite of what I highlighted above; witness how damaging it is here: https://vooza.com/videos/how-to-network/
If you’d like to discuss this or other Business Development Strategies and Techniques, please contact me at dlandry@authentizity.com.