In Part 2 of our series on networking, (read part 1 here) I take a closer look at the behavioural aspects required for successful networking. The very word networking can evoke a variety of emotions. For some, it’s busy bodies thrusting business cards into as many hands as possible, while for others, it may be seen as a chore. Some even see it as hard, awkward or uncomfortable.
Whatever your approach, there’s no doubt that the most successful people in business are also successful networkers. Here are a few of the behavioural tips that I practice when busy networking:
– Firstly, don’t sell – no-one wants to be sold to, especially at a networking event
– Prepare an introduction about yourself, that tells people who you are, how you fit into the current situation, and what you can do for others
– Don’t under-estimate the importance of a good, solid handshake
– Be present, don’t automatically look around the room for someone more interesting to speak with!
– Hold your drink in your left hand, so your right hand isn’t cold or damp for handshakes
– Put your name tag on the right side of your chest, as this is where the eye goes when shaking hands
– Avoid opening conversations with topics that can be divisive (politics, religion etc)
– Ask open ended questions and be an attentive listener
– As in many aspects of life, it can be better to give than receive when it comes to networking. Aim to become known as a resource for others, which may mean initially giving more than receiving. If you connect with someone and do something for them, your generosity will be repaid many times over, often when least expected and in ways you never imagined
If you are really starting from scratch in a forum where you know very few people, try volunteering. Either help out on a committee or with specific events, and you’ll be instantly connected to those in the know and establish a reputation as a ‘giver’. Another way to give and become an expert in your field is to contribute articles for newsletters, websites or be a guest blogger etc.
There’s no point making connections if you don’t follow them up afterwards. Make sure you have a good system to file and refer back to connections you have made. Connect with them on LinkedIn, or record their details so you can remember who you’ve met. Social media has come along in leaps and bounds for helping facilitate and retain connections. If you have made a commitment, no matter how small, always deliver.
Good luck!
