Self-promotion specialist Ilise Benun defines networking as talking about your work to people who want to listen and helping them get to know you and what you have to offer. “People want to work with people they trust,” says Benun, “but how will anyone work with you if they don't know you're there? And if you don't tell them, who will?” Here are some tips for networking effectively-without making anyone uncomfortable.
- Join professional organizations and get busy. Just joining an organization isn't enough; you need to get to know people on a personal level and allow them to see you in action. Volunteer for a working committee, take minutes, organize events, or get involved in any way that makes a contribution and helps you become visible in the organization.
- Sharpen your “elevator speech.” Be able to explain what you do in the time it takes an elevator to go a few floors-fifteen to twenty seconds at most. Don't think of it as a sales pitch, just as an intriguing way to introduce yourself professionally.
- Be a card carrier. You'll defeat your purpose if you arrive at a meeting or event without a stack of your business cards. And you never know when you might run into someone at the grocery store who provides a perfect networking opportunity.
- Get the card thing over with. Exchanging cards is “a crucial part of the ritual,” according to Benun, who admits it can be awkward. Her advice is to plunge right in and say something like, “Hey, let's get the business card thing out of the way.” Done! And no one feels embarrassed.
- Make one friend. You won't make a friend the first time you meet someone, of course. But if you can find at least one person you can talk with when you attend an event, the occasion will seem less intimidating. And you never know how many people you may wind up talking to just because you sought out one person.
- It's not about you. The people you meet in most settings, professional and social, are usually thinking about themselves; it's a trait most humans share. Shifting your attention from yourself to the concerns of your networking prospects will make you stand out. When you've asked good questions and paid attention to the answers, you will become someone people are very interested in paying attention to.
- Go where they go. Find out which events, conferences, meetings your prospects attend. You'll not only meet the people you're interested in, you'll learn something new about their interests and concerns.
- Look for low-key opportunities. Don't overlook the networking possibilities inherent in your beach volleyball games, book group meetings, church gatherings, or any of your other nonprofessional encounters. Sometimes the best contacts are made when no one is thinking about business and conversation evolves more naturally.
- What's new with me? A few times a week, ask yourself what is new and interesting in your life and business: What projects are you working on? What are you trying to accomplish in the short/long run? Any creative problems you'd like to discuss? Whenever you run into someone you haven't seen in a while, you'll be prepared to make the most of your encounter
- Follow up. No matter how many business cards you hand out and take in, you won't have achieved much unless you get in touch afterward. Benun suggests establishing a follow-up procedure that's easy and fast. It could be as simple as keeping a stack of stamped postcards handy for sending a note, or setting aside time every week to stick a Post-It note on your brochure and mail it to new acquaintances.
