There’s an old adage, “it’s not what you know, it’s who you know.” In today’s competitive job market networking can be the key to staying employed and staying on a clear career track. But there’s more to networking than shaking hands and exchanging business cards. Done right, networking helps you forge relationships with like-minded professionals to the benefit all.
Even if have reservations about the potential for success with networking, you can gain value from this activity if you follow certain guidelines. The key is to get out there and connect. It’s up to you to find and make the most of the opportunities presented.
1. Dress the part.
Fifty-five percent of a good impression is based on how you look. If you want to be perceived as a professional you need to dress like one. Make sure your clothes are neat, fit well and appropriate to the time of day and event.
2. Have a plan.
For every event you attend, make a commitment to yourself to connect with a specific number of people. Three to five people is realistic. Make sure the contacts are “new” and not people you’ve met before. This will help get you out of your “comfort zone” and you won’t spend your entire evening chatting up old friends.
3. First impressions.
Remember to say hello and pronounce your name clearly and distinctly. Shake hands firmly and make good eye contact with everyone you meet. Say the person’s name when you say goodbye and tell the person how much you enjoyed meeting them and hope to see them again.
4. Go ahead – ask!
Don’t rely on other people to remember and reach out to you. It’s your job to ask people for their business card and to maintain contact.
5. Choose the right venues.
Not every group of people will be right for you. Choose groups where people congregate who share your interests and/or are potential clients. Chambers of Commerce, men’s and women’s organizations, networking groups, special interest groups, and associations are all potential choices. Or perhaps an online port hall such as LinkedIn or MeetUp.com group in your area will appeal to you.
6. Keep the momentum going.
The biggest mistake people make in networking is not keeping in touch with the contacts they make. Find reasons to reach out and connect. Perhaps send a link to an interesting news story related to the individual’s industry. Or, if you’ve identified a common interest such as a love of modern art or music, let them know about an opening or event.
7. The business card
Bring plenty of business cards, but only give them to people who show a real interest in what you do. Brochures or printed postcards can also be effective. Also, craft a short description of what you do — no more than 10 or 15 seconds.
8. Ask questions and listen
You don’t have to talk a lot about what you do in order to find potential customers. Rather, ask people you meet questions about them and their business, then listen carefully to their answers. Find points of commonality that you can bring into the conversation.
9. Move on – politely
Don’t spend all of your time talking to one person. Gather the information you need, exchange business cards, if appropriate, and move on. You can say something like, “I’d like to do some mixing now. It’s been a pleasure speaking to you.”
10. Give to get
Focus on what you can do for others, not what they can do for you. Perhaps you know someone who could use your prospects services. If you do, make the referral.
Networking is a process, not a one-off event. Take the time to develop relationships with people who interest you. Be proactive and invite someone to a one-to-one meeting so you can get to know them. Remember that most business owners and practitioners are looking for connections. Be bold and step forward into their world.
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