Simple Ways to Master the Art of Networking – Part I

My favorite part about being a professional speaker is the chance to network and meet potential new clients at the many conferences I attend every year. If I’m the guest speaker, I take time before I hit the podium to meet and greet the attendees. Sometimes I spend so much time networking that the conference host has to come find me in the audience to get the day started! One thing I notice at these events is that a lot of people simply show up, take a seat, and wait for the meeting without ever making an effort to mix and mingle with the crowd. That’s such a waste! When I ask people why they don’t take advantage of networking opportunities, they often say the same thing: they just don’t know how to network. In my recent readings I came across an article by Darrah Brustein where she offers 17 quick and effective tips for navigating your next networking event and making the most of your time there. I’m sharing the first 9 tips with you in this article and I’ll share the other 8 later this month.

1. Find the bar! Whether or not you’re drinking, it’s always a great idea to position yourself at the edge of the bar. Many people run for the bar when they get to a networking event in order to get a short respite from an overwhelming entrance. If you position yourself a few steps from the bar, you can easily strike up a conversation as people turn with drink in hand.
2. Be yourself. Networking events are meant as jumping-off points for relationship building. If you can’t be yourself, you’ll be starting off these new relationships with a lie. Don’t try to be the person you think others want to meet. Be genuine. The people you connect with when you are authentic are the ones you’ll want to stay in touch with.
3. Set reasonable expectations. When attending an event, understand what you are there to do. Is your goal to feel out a new organization and get to know the vibe? Is it to meet five new people? Is it to meet one or two specific people? These are all reasonable expectations and it takes a little pre-planning to set these goals.
4. Don’t spread yourself too thin. Start by spreading a large net to test out a handful of organizations and then commit yourself to only a few as time goes on. You want to become a staple at these events. When you bounce around to too many events where no one knows you, you’re doing yourself a disservice by having to build your brand from scratch in each environment. You’ll also find that networking is a lot more fun when you become a regular. People will sing your praises to new attendees (this is always better than you doing it yourself) and you’ll see lots of familiar faces.
5. Take notes. When you ask for someone’s card after having a great conversation, take notes on their business card after they walk away or immediately after the event. This will help you to be more specific in your follow-up.
6. Introduce yourself to the organizer. A great way to get to know more about an organization and who is involved is to seek out the event organizer and introduce yourself. He/she can then help point you in the right direction and can introduce you to other attendees to get you off on the right foot.
7. Treat people like friends. Would you go to a friend, interrupt his/her conversation, hand over a business card, talk about yourself and then walk away? Of course not. Treat new networking relationships as you’d treat your friendships. Build rapport and trust that business will happen.
8. Ask great questions. The only way to get to know someone else is to ask them genuine and thoughtful questions. It’s always best to walk away from a conversation having allowed the other person to speak more than you did. Not only will they feel great about the conversation, but you’ll have gotten to know a lot about him/her, helping you plan and execute your follow-up more thoughtfully.
9. Sharing is caring. This is no less true now than it was in kindergarten. If you are willing to share your contacts and resources, others will be more likely to help you as well. Develop sincerity in your giving nature without expectation of something in return.

Darrah Brustein is a writer, master-networker, and serial entrepreneur with businesses in merchant services, networking, and financial education for kids.