Networking—it’s a word so many people dislike. It has connotations of talking to people you don’t really like, and attending events, you don’t really want to be at. By changing your mindset networking can also mean
discovering business leads at events where you can promote yourself, and the
brand you represent. It can be a chance to meet interesting people that you can
potentially hire, or pass along to a recruitment agency. No matter what industry
you are in, being effective at networking can reap some kind of benefit.
Very often managers will decline
networking invitations, but the key is to establish which ones are worth
attending, and to be efficient while present at those events. Great managers,
who do network, expand their network and find it a subsequent part to their
job. Networking is a proactive element of being a great professional. Being
flawless at networking means you don’t waste time at events, and pick the ones
worth attending, and stretch the potential of each person you meet.
By having a positive mindset about
networking, it can also be a chance for you to create an impression on someone
else, and practice the art of conversation, introductions, and cross selling.
In an economy that is somewhat unstable, networking doesn’t only have to be
about selling services of the company you work for, but it can be a chance for
you to sell your skill set. With a goal in mind, and a positive outlook,
networking can be a tremendous tool for expanding your business and personal
horizon.
In a perfect world, networking
events would be places that you could meet high quality caliber of clients and
forge business deals, perhaps get a few personal leads for yourself, have some
delicious food, and some expensive wine and be on your way. Following that,
your business leads would turn into profitable gains for the company. Sounds
rather perfect and not so realistic. If you can learn to be efficient, and
create an impact on people at events, you can find a way to gain big rewards
from just a little extra effort.
So let’s break it down. Today, many
events are tedious and mind numbing to attend. Guest speakers are your run of
the mill middle managers with little inspiration. The spread of food and drinks
don’t excite you and the people you meet, have a slim chance of eventually
leading to your next promotion. How can you turn this around, how can you take
this dull grey monotonous event and make it worthwhile?
The elements to changing a drab
event into one that has a benefit for you, is based on your abilities to
effectively network. Even in the perfect world example, if you don’t create a
great first impression, if you don’t lend your time and effort to meeting
people and of course following up, you might not end up with the gains in front
of you. It takes effort and coordination. To be successful at networking, the
first thing to work on is your first impression.
It takes two seconds for someone to
judge you. In those two seconds, people instinctively form judgments about you
and a willingness to either engage in conversation with you or not. A mediocre
first impression makes people believe that your skills and the organisation you
represent will be mediocre. An outstanding, and powerful first impression, will
lead people to think that your skills and the organisation you represent will
be outstanding as well. Imagine for a second you enter a networking event, and you see a
gentleman in a crisp, well ironed, well fitted suit with an immaculately
groomed hairstyle and inviting body language. He is smiling and his facial
expressions are pleasant and sincere. His clothes match and the coordination
leads you to think he takes time to perfect his appearance. On the other side
of the room there is a young lady slouching in a corner, with obvious distaste
that she is present at this event. She is hunched over her blackberry furiously
typing away with an occasional glance up to see if anyone is approaching her.
Her ruffled shirt in pastel colors clashes with her brown skirt, and her hair
is messy. Which person will you be automatically drawn towards?
Now take a step back and evaluate
your own image. What message are you sending? Are you inviting? Do you speak in
a manner that is sincere and genuine or is your lack of enthusiasm evident when
people speak to you? What signals do your clothes send?
An impressive appearance starts
with choosing colors that flatter your natural skin color, hair color and eye
color. Find clothes that fit you and remember that even with a few accessories
such as a deep blue silk tie, or a striking necklace, they can play up a boring
work suit. Half the problem with most work outfits is that the pieces don’t fit
the body shape well. Styles should be contemporary and in vogue but does not
have to be expensive or ostentatious. Look for ways you can stand out and
differentiate yourself, and be remembered. Other ways to perfect your
appearance is by paying attention to small grooming details. Fingernails should
be clean, hairstyles should be appropriate and professional. Super gelled
hairstyles that attract attention might be trendy, but they could be sending
mixed messages about how professional you are.
We cannot forget that these
suggestions are very superficial, they are simply recommendations to change our
appearance. On the other hand, we all know that every single day we judge
people unconsciously on how they look, what shoes they wear, how messy their
hair is, or if their nail polish is chipped. These small observations sends
message to our brain and before even speaking to the person we might have
already written them off. Make sure your clothes are a reflection of your level
of professionalism, the organisation you represent and of course who you are.
Your appearance is just one part of
your first impression, but body language and communication are also significant
factors. Sincerity, confidence, passion, and polite behavior contribute to an
impressive first impression. At networking events, it is common not to have the
energy and desire to project an overly enthusiastic personality. Yet by showing
sincerity when speaking and interacting with another person can help form
relationships and build rapport. Speaking for thirty minutes to someone to gain
information, or build a certain level of trust can be timeconsuming, but
getting straight to the point about business in the first one minute is pushy
and aggressive. Use your tone of voice, and project sincerity by engaging 100%
with the person you are speaking with and don’t scan the room for other prospects
to approach. Focus, be confident and polite and hopefully you can get to the
business crux of the conversation in ten minutes without seeming belligerent
and exit the conversation.
Your tone of voice should not show
urgency to leave the conversation, or be unenthusiastic, but rather reflect a
high level of professionalism and courtesy. The person you are speaking with
needs to feel that you are actually interested in getting to know him or her.
By maintaining eye contact and positioning your body in an open non-threatening
way, it will help ease the conversation along, and create rapport. People who
have a lax attitude who keep their hands crossed over their chest the entire
conversation are sending a message they are not really interested and are
perhaps bored. Smiling also helps forge a bond and pleasant facial expressions
also make the other person feel comfortable. When a relationship and level of
comfort can be established, diving straight into the business aspect of your
conversation is absolutely appropriate. Be efficient, ask the right questions,
and when you are done speaking, exit in the conversation in a polite manner.
At networking events, it is common
to meet many people and accumulate a stack of business cards, but it is also
hard to remember who was worth meeting and how the person might have a
potential business lead for you. After a night of networking, when you get
home, or back to the office, take a few minutes to write something about the
significant people you met on the reverse side of their business card. This way
when you flip through your stack in a few months looking for that person, you
will be able to spot him or her right away. Also, if there are people who you
potentially want to meet in a few months, or would like to be in contact with,
send them a quick brief email. Nothing elaborate, just telling them it was
great to meet them, and that you look forward to being in touch. This way you
have re-enforced your name in the mind of the other person. It is better to
create a relationship early on, instead of emailing them a few months later
specifically for some business related advice.
So remember, when you get invite
after invite of networking events, pick the events you think will be most
beneficial to you. Dress appropriately and remember your clothes should be
speaking the same language you want to project. Know what you want to get out
of the event, and tell yourself that you will be efficient and stay for a
certain amount of time, and generate some business leads. Show passion and
sincerity in what you are doing and how you say things, follow up with leads
you meet and hopefully translate your contacts into results for your business!
Shireena Shroff Certified Image Consultant & Founder of Sheens Image
Consulting
Paul Arkwright
Publisher
