Networking Advice

If you were to ask ten different people what networking means to them, you would probably get ten different answers. So when it comes to finding out what networking means, a better question is: what does networking mean to you?
You may want to make new friends, find a new job, develop your current career, explore new career options, obtain referrals or sales leads, or simply to broaden your professional horizons.
No matter why you’re doing it, the act of networking is consistent: it is about the exchanging of information, contacts or experience. Networking helps you make professional connections in a personal way, which will help to build relationships of support and respect that can help you to discover and create mutual benefits.
You don’t have to be a traditionally outgoing or social person to be a good networker. In fact, more than a talent, networking is a skill – or a set of skills. Every conference, meeting, lecture and social event that you attend is an opportunity to meet people.

Some Basic “How to” Networking Tips

• When you walk into the event, know why you’re there and what you’re hoping to get out of it. Do you want five new contacts to call for career advice, or sales leads? Perhaps you want to meet people from a specific company, or a specific industry? Or are you looking for a mentor to ask for career advice?
• Walk in feeling positive: you’re there to have a good time and meet people. So is everyone else.
• Make sure you have a time plan for how long you’ll talk to people; five minutes is normally about right. If you find someone really interesting that you want to talk to more, say “I’d really like to continue this conversation, but I’m only here for an hour and there are some people I should say hello to. Can I get your card and I’ll get in contact in the next few days?”
• Wear a nametag; it might seem silly but you’ll appreciate the importance of it when you’ve met 75 people in an hour. Wear it on your right hand side to make it easy for people to see when you’re shaking hands.
• Practice your handshake: no limp fish, no bone crushers. Practice shaking hands, making eye contact and smiling. It’s simple, but an incredibly effective way to make a positive impression on people.
• The best way to approach someone at a networking function is simply to introduce yourself. After all, it’s why you’re there.
• A trick used by practised networkers is to say your first name twice and then your surname. (“I'm Sue. (pause) Sue Jones.”) This gives people time to absorb your name.
• When you are introduced to someone, repeat their name immediately (“Nice to meet you, Sue,”). It creates a positive impression and will help them to remember you and your name.
• Before you go, think about how to describe who you are or what you do in ten seconds or less. Make sure it’s clear and positive.
• When appropriate, offer a business card and ask the other person for one of his or hers. Sometimes it is more appropriate to exchange business cards when you leave one another.
• Once the event is over, your networking doesn't stop! Make sure to follow up with the people you've met, email them within a week to say you enjoyed meeting them. Add a detail about something that you spoke about – a job, a company – to help them remember you, and offer to help in any way you can. Sending a personal thank you note is also a nice touch.

Networking questions

• A great tip from experienced networkers is to have five or six standard questions that you can ask to prompt conversation when you’re at a networking function. (Of course, really experienced networkers will network anywhere – the gym, planes, parties...)
• What do you do?
• How long have you done it?
• What do you enjoy most about what you do?
• What types of individuals or companies do you typically work with?
• Why do people typically come to you? What kinds of problems do you solve?
• How did you get into this field?
• What do you find most challenging in your role?
• How or where do you find most of your business?
• In what geographical areas does your company deliver services?
• Oh, you’re with _________. I’ve heard great things about your company. How long have you worked there?
• What do you like most about ____________?
• Would you be interested in getting together for lunch sometime? I’d enjoy the opportunity to learn more about you and your firm. My clients see me as a resource and, who knows, at some point you might be able to solve challenges faced by one of my clients.
• You mentioned earlier that your company is going through phenomenal growth. I’ve done a great deal of work with firms like yours. I have a couple of ideas that might help you with some of the challenges you are facing. Would you like to get together for lunch sometime? I’d be happy to share my ideas with you.

Conclusion

Networking can be highly rewarding. However there are enough horror stories around to suggest it can also be potentially devastating if you act rudely, insensitively, or ignore the needs and desires of others.
Remember the most critical part, which is crucial to your success, is that you treat networking as an exchange of ideas, information and experience. You are not selling or simply telling or "sponging" off of others for your own benefit.
Be generous in sharing your talents, experiences, and ideas, and always be respectful of those around you.
Have fun and good luck!

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