Networking Strategies

Whether it is a planned networking event or common everyday encounters, make it a priority to meet new people. Be more concerned with the contact than the results. Always be prepared with a ready supply of business cards and/or brochures and have easy access to pen and paper on which to take important notes. Here are some other strategies to consider.

Act as a host. Unfamiliar events can be disconcerting. Acknowledge you are an invited stranger amid other invited strangers. Take the initiative to reach out to others in a welcoming way.

Approach expectantly. Smile as you move forward. Send out the aura of acceptance: you to them and they to you. Put the other person at east as you make a friendly, yet professional approach.

Wear a name badge. Write the name by which you wish to be called in large letters and include your business in smaller letters. If a nametag is not provided by the event, choose to have your own commercially made and wear it religiously.

Small talk before business. The eyes connect before the ears are engaged. If you start immediately with your name, the individual’s visual inspection lends to your voice falls on deaf ears. Use an icebreaker such as “Have you tried the wonderful cheese dip?” “How about those bears!” “How many Starbucks can be built in a two mile stretch?”

Make it stick. State your name clearly and with a tag line that makes it memorial. I extend my hand and say, “Mona Dunkin. Mona as in the “Mona Lisa” and D-U-N-K-I-N, like Dunkin’ Doughnuts – no relation to either.”

Strike up the band. A person’s name is music to his ears so let the melody flow. Repeat the person’s name in a questioning lilt as if to indicate, “Is that correct?” Ask for clarification in pronouncing. To help you remember, ask for the story behind an unusual name or interesting accent.

Listen. We have been given two eyes, two ears and one mouth. Use accordingly.

Engage. Body language speaks volumes. Show interest through eye contact, appropriate nods or gestures and an occasional sound like “m-m-m-m” or “Really?”

Actively make small talk connections. Be aware of paths conversation can lead to. If you mentioned the Baylor Bears and she responded with a bear claw and “sic ‘em”, inquire about her connection with the university. If he mentions the weather is perfect for hunting, find out his prey of choice and favorite haunt.

Discover commonalities. Find out what connects the person to this particular event then share your experience. “Is this your first time here?” “How long have you been a member of the chamber?” “How do you know Sharon?”

Be discrete. Show interested without being intrusive. Do not interrogate or overstep your bounds. I find it irritating when a too friendly grocery checker verbally inventories my purchases or makes assumptions about my going to have a party.

Give your “elevator speech”. Business Networking International encourages individuals to have a poignant thirty-second spiel introducing your business and its benefits.

Have we met before? In those instances where I am unsure if I should know the person, I will approach pleasantly with a quizzical look and say, “Do I know you?” If I recognize, but do not remember the connection, I will ask, “Please refresh my memory. How do I know you?” To be on the safe side, I am careful to end with “Good to see you” rather than “Nice to meet you.”

Let others in. Be aware of another approaching, step aside to make room for him to join in, smile and direct conversation to him. Make introductions as needed: you to him, or he the one with whom you are conversing.

Graciously move on. If you approach a small group and they fail to make way for you to join the huddle, do not become offended. Smile politely and go refresh your drink.

Aspire to remember. We teach ourselves what we need to know. The use of mnemonic or association tactics can be helpful, but be careful. Remembering that “Mr. Harrison has no hair” may result in you calling him Mr. Baldwin. A concrete reference made on a business card and frequently reviewed solidifies the information with the person.

Want to connect. We need people. Barbara Strisand sang that “people who need people are the luckiest people in the world.” One of my philosophies is that I want to connect with everyone I meet. Whether for a moment, a season or a lifetime, I choose to put the person into my quality world.

Networking is a necessity in finding and retaining customers and resources. Relax and enjoy yourself. Go with the attitude of making friends and let the positive results just happen.