If you take a moment and think about it, we've all done some form of networking before. Whether we've accompanied someone to an event full of strangers, attended a chamber or industry function, or even attended a function hosted by our own employer. We all have some form of networking experience.
In business and in life it is very important to build a solid network of friends and colleagues. But it can be very intimidating to approach a stranger and start a conversation. Think about when you were younger and wanted to talk to someone you thought was attractive. Your heart was pounding, your palms were sweaty, and your vision was blurred.
Here are a few tips that will give you the courage to network like a pro and be able to walk into a room of strangers without fear.
Tip #1: Take a breath and RELAX.
Trust me; you're not the only person in the room who is intimidated by networking. Think about how you act and talk when you're with a close friend. Use that same tone with someone new and you're sure to have no lack of friends. Do this and the business opportunities will soon follow.
Tip #2: Ask Questions.
A great networking habit I've worked hard to cultivate is to smile and ask every person I meet "How's your day going?" The replies tend to vary but two commonalities are a big smile on their face and a delighted "Thank you for asking". It's amazing such a simple networking technique can make such an impact so easily and so often.
The mistake second tier networkers make is that they talk about themselves and their business non-stop. They don't take the time to get to know the other person. Often this happens simply to avoid those uncomfortable pauses and awkward silences that can occur. But guess what? The easiest way to initiate a conversation and keep it going while networking is to ask questions.
There are a plethora of questions you can ask to lead the conversation in new directions. Networking with questions not only helps you to learn more about them and make the conversation flow effortlessly; it also leaves people with a positive impression of you. They will walk away remembering that you seemed to take a genuine interest in them. What a great feeling.
Tip #3: You have two ears and one mouth for a reason. LISTEN!
Although this could be part of the last tip, I feel it is important enough to be emphasized on its own. Try this the next time you are at a networking function. When meeting someone for the first time, introduce yourself, ask a question, and STOP TALKING! After they have finished what they are staying, pause slightly before you respond. DO NOT interrupt them. The pause will show you listened to them and are actively considering what they said. It shows a genuine interest. Good listeners are often labeled as good conversationalists. And isn't that the meat of networking?
Tip #4: Save the Elevator Pitch for the Elevator.
Networkers that force their company's business down their peers' throats usually walk away empty handed. I'm not saying you shouldn't talk about your business with those you network with. Just lay off the hard sell. By showing interest in wanting to help others, they will see your genuine nature and want to help you in return. Make a connection first, the business will follow.
Tip #5: Patience is still a virtue.
Amateur networkers have a misguided impression that they are only successful if they can walk out of a networking event with a certain number of solid business leads or fruitful new contacts. Sure those are great to get, but networking is a work in progress. It's a process, not an event. Sometimes it can take months or even years before you see the fruits of your labor. And often it's not the people you meet that bring the business - it might be someone they know or a friend of a friend of a friend even. Networking is about building a network of people who trust you and want to help you be successful.
All in all networking can be a great source of referrals for you personally and professionally if done well. The biggest step to being a successful networker is overcoming your fear. Make a commitment to connect with a set number of new people at each networking opportunity. Once you get used to listening, asking questions, being patient, and seeing how you can help others you'll become much more relaxed and sociable. Your network will grow exponentially. Don't let fear stand between you and networking with people that could change your life.
Johnny Bravo is an Account Executive and Social Media Manager at PolyPak America, Inc in Los Angeles, CA. He partners with organizations around the country to provide them with unique packaging that makes a statement. Network with him on LinkedIn at http://www.linkedin.com/in/johnnybravo
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