Articles
When you think about networking, you probably envision “working” a room by having quick encounters with new people and handling out as many business cards as possible. But that’s not a formula for networking success.
What you really want to do is to connect with three to five people whom you haven’t met before and to learn all you can about them. Ask them for their cards (at which point they’ll also ask for yours) and make a note on the back to jog your memory with something specific that you learned about them.
A great question to ask someone you’ve just met is, “When I meet someone, how would I know they would be a good client for you?” This tactic allows the other person to fill you in about his business and target client market. He’ll then probably ask you the same question, giving you the opportunity to talk about what you do and the clients you serve.
If you tend to have difficulty thinking of things to talk about, prepare a mental list of appropriate questions: “So how did you get into that business?”, “What type of training do you have to go through to be a __________?,” “What are the biggest challenges your industry is facing right now?”, “What do you like best about being a _________?”, “What do you think is the key to being a successful _____?”
Other tips include sitting with people that you don’t know. Sitting with a friend—or worse, a co-worker—defeats the entire purpose of going to a networking event in the first place!
Wear your nametag on your right shoulder, not your left. That way, when you shake hands, your name will be clearly visible to the other person.
When you return to your office, write a personal, handwritten note. Don’t resort to clichés like, “I enjoyed meeting you at the _______ meeting this morning and hope you’ll keep me in mind when you know someone who needs my services.” Rather, remind the person where you met her and then say something that lets her know you remember something about her. For example, “It was good to meet you today at the _________ meeting and hearing your current work challenges. If I run into someone who is looking for a contemporary architect, I’ll be sure to give them your name,” or “I really enjoyed meeting you at the __________ this morning. I’m always happy to meet another (sports team) fan!” Of course, if you have a possible referral name for her, include that in your note as well.
Remember, successful networking is not about you—it’s about the other person. Meet people with the intention of seeing how you can help them in their businesses and they’re likely to return the favor.
