Networking 101

A network is a group of allies who serve as resources for your personal and professional life. Networking is the lost art of relationship building. It is a learned skill that can be developed by anyone with practice and patience. It is the best way to grow a business or conduct job search. It should be approached as a fun learning experience that will only help you grow and advance.

We all network and don’t even know it most of the time. We network for different reasons. Networking builds a greater circle of influence and creates a safety net in case of a crisis. It helps us start new friendships and reduce isolationism. For job searching, it enhances visibility and Top of Mind Awareness (TOMA). By networking you will “deputize” your contacts to be job agents or recruiters for you. Job offers happen through networking when people: 1) Know You, 2) Like You, and 3) Trust You. Don’t make networking an afterthought. If you make it a priority, you will find it will enhance your life in more ways than one.

Before

You may already know that networking is the way to go to get what you want. But, before you rush out there and start meeting people the best way to prepare is to do a careful assessment of what it is you specifically want in a job or career.

Self-Assessment. Conduct a thorough inventory of your skills, values, interests and personality. Begin to match the summary of this self-assessment information with three to five jobs and careers that you would like to explore. Once you have this specific focus, it will be easier to ask for: 1) career advice, 2) possible opportunities, and 3) referrals to other helpful connections. Without clarity, you will be perceived as lost and unsure of yourself. Others will be less helpful since they can’t figure out what you want. If you are clear, then they will be clear. It all starts with you. Before you walk into the room you will want to be well equipped. The best way to do this is by asking yourself some key questions:

1. Why am I going to this event in the first place? What are my goals and what do I hope to get out of it?
2. Where and when do I need to network?
3. What are my best networking options?
4. What is my networking strategy?
5. What questions do I want to ask?
6. What do I need to do at the event?
7. Where, When and How-long is this event?

Research. Do your homework. Are these people young or experienced professionals? Small business owners or major CEOs? If an event is in the morning, people have a tendency to be more alive and energetic, especially once they have hit the coffee and refreshments. Be aware that if the event is in the evening, people have a tendency to be more tired from a long day at work, especially once they have hit the alcoholic beverages. Some folks will not want to stay late preferring to head home to relax.

During

As an example, let’s say today, you are headed to a morning seminar at the Chamber of Commerce. Don’t bring too much stuff. Dress professionally because you simply don’t have a second chance to make an awesome first impression. Make sure your outfit has two pockets: 1) Business cards to distribute, 2) Business cards to collect. Be sure to bring the right attitude.

When you are driving there, review your goals again in your mind. Who is going to be there? Who do I want to talk to, but who do I need to talk to? Plan on arriving 5 to 10 minutes early and leaving the program late. The best networking happens the fifteen minutes before the event and the fifteen minutes after the event. When you arrive, go hang your coat up and go to the bathroom. Do a self-check – how do you look and feel. You do not want to be talking to someone only to have to excuse yourself to pee.

Today’s format is networking from 7:30am to 8:00pm, followed by a seminar from 8:00am to 9:00pm. Walk into the room confidently, professionally and smiling the entire time. Pay your fee and get your name tag. If possible, have a professional name tag printed, versus the generic ones the organizers provide or worse the ones that say, “Hello my name is…” Be sure to wear the name tag on your chest on the left side. It will be easier to read the name tag when you go to shake their hand.

Do not just get a cup of coffee and sit down! Think about it. You simply will not maximize the networking experience waiting for the program to start. There will be plenty of time for that during the hour long program. But, do put your portfolio down at a seat to reserve a place in case the room fills up quickly. You don’t want to be standing in the back of a room during an hour long program because you were too busy to save a spot.

Get some coffee and hang out at the breakfast table. People tend to be very accessible around the food. It is a great way to get started at the event. Put your coffee in your left hand so you can shake with your right hand. As the participants file into the room, who do you notice? You are already at an advantage because you have arrived early and can pick and choose who you want to engage. Also you have made an impression that you are an early morning person and take your career seriously enough to arrive on time. If you arrive and the networking is already in progress, you may want to scan the room. This way you will get an idea of who is in the room, before you pick your targets. You may want to reconnect with people you already know, but don’t spend all of your time chatting with old friends. The goal is to further build your network with new contacts. If you are nervous, keep smiling, no one will know the difference. Look like you are having a good time and fake it until you make it.

Engaging Others. Approach the first person with a warm smile, firm handshake and enthusiastic greeting. This creates an energy about you. A first impression is determined within the very first minute. Non-verbal cues can tell a lot about communication. Is the person you are conversing invading your personal space or abiding by the three foot rule? Is their body positioned straight toward yours or is it turned to an angle perhaps searching for someone more interesting? Is their tone of voice energetic or do they sound more negative and weighted down? Folded arms typically give a stand offish and defensive message.

Listening. Listening is the most important part of networking is listening. By employing the “Givers Get Principle” you will have more returned to you if you just focus the conversation on the other person. You learn when you listen. You were created with two ears and one mouth so that you could do twice as much listening as talking. Networking really means listening and investing in other people regardless of any expected reciprocal benefit.

You can begin the conversation with, “Tell me what you do for a living?” Always maintain eye contact and don’t be scanning the room looking for a better person. Have a meaningful 5 to 10 minute conversation. Practice W.A.I.T. which means Why Am I Talking? You will come across as a great conversationalist if you say less than the other person. Ask yourself, am I really listening enough or am I dominating this discussion? Talk less than 50% of the time and you will be highly thought of. Don’t cut the conversation too short, but don’t monopolize anyone’s time. Don’t read there name tag when you are speaking with them.

Do the Ask. After you have developed some rapport with them it may be time to exchange business cards. When they give you their business card, hold on to it during part or all of the conversation. This way you can sear into your memory, their name, job title and company. No one likes their name to be forgotten and if you continue to glance back at their card you will remember them better. If and when appropriate, “Do The Ask.” Tell them that you are looking for three types of jobs (first choice, second choice and third choice) and at least three people that would be helpful to reach your career development goals. Make sure you have practiced your “Elevator Speech.” Which covers the following areas: 1) Who I am., 2) What I do., and 3) What the result is.

New Comers. The room may get crowded. Sometimes, it is hard to integrate into a new group. If there is someone that is standing alone, be sure to approach them with a smile and make them feel welcomed. The goal is to ask others about themselves so you can connect to their interests and lives. Always to try to be a connector. On the approach, be the first one to extend a hand. It means you are eager to interact and be sure to shake hands again when you say good-bye.

It’s almost 8:00am and the program is about to start. Go back to the bathroom and pee – this way you won’t have to get up in the middle of the program get rid of that coffee that has gone right through your system. At the start of the program, check in with yourself, how is your networking going so far? Did you meet any new people? Are there some people you really need to meet, but did not get a chance to? Scan the room to see who you can talk after the seminar. During the program, ask one or two questions/comments – people hate someone who is interrupting all the time. At 9:00am when the program is over, don’t rush out the door. There is still good networking to be done – go for it. Be sure to thank the guest speaker and exchange cards.

After

Follow-up with emails or phone calls or to the people you want to have a networking one-on-one meeting to get to know them better. You were not there to close the deal or get a job. You’re there to get the right to follow-up. Ask yourself the following questions:

1. Did I reach my goal for this networking event?
2. How many business cards did I give out this week/month? How many did I collect?
3. How many people were added to my electronic address book or LinkedIn.com account?
4. How many one-on-one meetings did I have this month?
5. Am I maximizing the networking opportunities that exist?
6. Am I being patient and persistent?
7. What is working and what is not?