August 16, 2009
My early years of networking were a disaster. My approach turned off more people than it turned on. The harder I tried the more stressed I got and the more I failed.
Networking is a learnable skill. I was able to turn things around when I worked on listening more and talking less. I came to see networking as an opportunity to help others rather than only to sell myself. Funny thing how we become more interesting to others when we are more interested in others.
Here are ten tips to help you with your networking technique:
• Dress appropriately for the occasion but dress well. Wearing something offbeat doesn’t say you are a nonconformist; it says you are vain enough to think you can get away with it. Few can pull it off so don’t take the chance.
• If you don’t know anybody walk up to someone who is alone and introduce yourself. I find it much easier to approach someone in the same boat as me. Breaking into a group of strangers having a discussion can be awkward.
• Draw in other singles. Create a group of your own. You can then politely slip away when it’s time to move on.
• Once you’re warmed up it’ll be easier to work the room. Be careful of the temptation to settle in with someone because you are comfortable with them. You are there to make new contacts.
• Don’t tell others what you do until they ask. How do you feel when someone walks up to you and introduces themselves with a sales pitch about themselves or their business?
• When they do ask, give them a business card and have a short and compelling answer that leaves them asking for more. Don’t say “I am VP of sales for XYZ Company.” That’s already on your card. Say something like “I help businesses improve their productivity.”
• If they don’t ask then ask them what they do. People almost always reciprocate. If they don’t ask it is likely that they are not interested. Be cheerful but look for an opportunity to politely slip away.
• Look for opportunities to help. Offering good leads is excellent but only if they really are good. Introduce them to someone you know. If apropos, offer connections. If nothing else, be a good listener.
• If there is interest expressed to meet afterward, set a firm date for the meeting or the follow-up phone call.
• Have fun. Networking is about making business connections but it is also about meeting new, interesting people.
To learn more, I recommend “The Frog And Prince” by Darcy Rezac. It is an excellent instruction manual for networking. It is available through the Vancouver Board of Trade at www.boardoftrade.com.
Doug Edgar is an executive coach and advisor to small and medium sized business owners and managers. He can be reached at doug@compass-strategies.ca, www.compass-strategies.ca.
