“Netiquette” is a digital term used to describe the proper ways of interacting with people in cyberspace. After some recent experiences, I’m thinking the term needs to be expanded to how people conduct themselves at networking events as well.
Rule #1: Please remember that networking is a two-way street. Sure, you want to find that next client or new hire for your firm, but check your me-first attitude at the door. The purpose for networking events is for people to share tips, leads, and connections, not to help you grow your business or find that next job. If all you do is show up to tell people about your company or what type of job you’re looking for, don’t be surprised when no one lifts a finger to help you in return.
Rule #2: Remember Socrates. “Know thyself” was his mantra. Before you go into the room, know at least three or four things about yourself that you want to tell someone when you meet them. These can be as simple as what job you’re looking for, what your background happens to be, or even some personal interests you’re hoping to find someone who shares. Have it ready and be prepared to summarize it in 30 seconds or less. (That’s right, 30 seconds. That’s all you’re likely to get before someone starts to tune you out. Be focused, be sincere, but above all, be brief.)
Rule #3: Learn to be conversational. When someone asks what you do, have something brief and catchy to tell them. Rolling your eyes and talking in a monotone voice about what you do in some hopelessly generic terms (“We do business development assistance” or “I work in marketing” or my personal favorite, “We do federal IT work” doesn’t really tell anybody squat.) doesn’t really pique someone’s interest; and it doesn’t make them inclined to help you. And while some people may be curious and press you after a hopelessly generic introduction, most won’t care if you don’t capture their attention early.
Rule #4: Don’t be too hastily judgmental. Some of the most successful car dealers love to tell stories about the kid who comes into the BMW or Mercedes dealership and who obviously can’t afford anything on the lot; but if he’s treated well enough, he may walk in the following day with his dad and – more important – dad’s checkbook. The guy who shows up in dirty overalls looking to buy a top-of-the-line pickup truck might own the largest gardening center on the other side of town – treat him right and he may be your customer for life. So before you dismissively look away from that twenty-something you’re talking to who just graduated from college and landed an entry-level job with Booz Allen, make sure she’s not dating someone who’s looking for a job and who has the exact credentials you desperately need for your next hire. Rudeness carries risks; taking a few moments to get to know someone doesn’t.
Rule #5: For God’s sake, be sociable. If you have a headache or don’t feel well and can’t bring yourself to be conversational with people, stay home. No one wants to stand next to the chronic complainer who does nothing but whine about this and that at a networking event. If you can’t suck it up and be pleasant, do yourself and everyone else a favor: Don’t go.
Rule #6: Learn the basic handshake. Nothing says, “I’m not interested” like a Mortician’s Guild Handshake. And don’t feel the need to squeeze fingers or impress anybody with Superman’s grip. Just shake hands with a politely firm squeeze and make sure to look the person you’re talking to in the eye. Scanning the room behind them while shaking hands is guaranteed to get you off on a bad foot right away. (Think this sounds too obvious? Go to a few more networking events and wait…)
Rule #7: Try to make some mental notes. If someone says they work in a particular line of work that rings a bell, point them out to someone else who said something similar. If you can connect two people with shared interests or backgrounds, you’ve made two solid contacts yourself, both of whom may know people who can help you at some point. A good trick is to ask someone for “three things about you that would make me think about you if I talk to someone else here tonight.” Another is to make it a personal goal to try and connect at least six people yourself before leaving.
Rule #8: Set a goal for handing out business cards. Sure, you may think you’re the most introverted person in the room, but who cares? You don’t think there isn’t someone else there who feels almost as shy and out of place as you do? Tell yourself you’re not leaving until you’ve handed out at least half a dozen business cards to different people. Then stick to it.
Rule #9: Follow up. Leaving someone’s business card in your suit that you drop off at the dry cleaner the next morning means you can’t drop that person a quick follow-up line. Make dropping a quick four- or five-sentence e-mail follow up a habit after every event. And while some professionals discourage writing on someone’s business card in front of them, make a point of taking some notes somehow so you know what you spoke about with that person the night before. Nothing is as frustrating as collecting several cards and not remembering a thing about anyone you spoke with.
Rule #10: Don’t stop. Even after you land a position or make that connection that leads to hiring someone or landing a contract, keep networking. You never want to have to relearn these techniques after several years of what you thought was stable employment – keeping these skills up to date can go a long way toward helping you in the future. (And they may even help prevent you from extended unemployment after a downsizing as well.)
No comments:
Post a Comment