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Networking hint. . . location matters.

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Where you stand in the room at a networking event can change the outcome for you. e two most important locations are the registration table and the beverage table.

If the event you’re attending has a registration table, this is where it all begins. Say hello to the person behind you in line. Linger after you’ve registered and received your nametag. is is a great place to strike up a conversation as people first arrive. Examine the nametags for people you’d like to meet and ask the organizers to introduce you when the person arrives.

e other key location is the beverage table. Depending on the event, it could be co ee or cocktails. People will often linger after getting a beverage, which is an ideal time to start a conversation. When it is your turn to order a drink from the bartender, turn and o er to get something for the person behind you in line. I’ve found this location much more e effective than a food table. Once people have food on their plate, they are less inclined to pause for a conversation.

Networking Hint. . . meet the organizer.

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In the last post, we highlighted one benefit of arriving at a networking event early. Another benefit is that you increase the chances of meeting the person who organized or is hosting the event. is is a good person to know. If you are new to the particular group or event, you can mention this to the host and ask to be introduced to specific people. For example, you might say: “I am an accountant and would be very interested in meeting small business owners.” Or, “I am trying to meet someone who works with XYZ Company. Do you know if anyone from that company will be at this event?”

Remember, the key to networking is helping other people. If you ask for an introduction, it is important to o er your assistance. You may say, “As an accountant, I am able to refer people to nancial advisors, so if there is anyone here who is looking for a nancial advisor, I would be happy to make the introduction.” Or say, “As an accountant, I o er a free 30-minute consultation to non-pro t rms on how to run their bookkeeping. If there are any nonpro t organizations represented at this event, I would be happy to speak with them.” By doing this, you have also helped the organizer create a win-win-win situation for others attending.

Also, if you meet one of the event’s organizers, volunteer to help plan the next networking event or spread the word through a social media campaign. By helping to plan an event, you’ll naturally meet other people and build your network at the same time.

At the Networking Event – You’re On!

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For people nervous about networking, showing up to a networking event may be the biggest hurdle of all. I hope that by preparing for that inevitable question, “What do you do?” you feel more con dent and less anxious. If not, spend more time practicing and rehearsing your short and long responses. Practice your dialogue with an iPhone, voice recording app, video recorder, or a friend.

The moment has arrived. You are attending a networking event or will be in a situation where you know networking will occur.

Examples of networking conversations

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These are highly simplified examples, but they do emphasize several key points. First, in my experience, 99 percent of networking situations begin with ”What do you do?” You will be ready to answer effectively if you’ve prepared and practiced a short response that includes a hook and you have a well thought out long response. Is your hook eliciting the follow-up question or comment you intend? If not, consider changing it. It’s impossible to predict with certainty how people will respond, but being prepared will enable you to modify your answers as necessary.

Second, because you are prepared for the opening part of the networking conversation, the rest will probably flow smoothly. The result: better outcomes in relationship building. There is a lot more to establishing and maintaining a professional network than an introductory conversation. Of course, your responses will change as your career develops. Your responses also may vary with your goals for a particular networking situation.

Third, professional networking is not about a transaction (get- ting a job, making a sale, acquiring a client, investor, etc.). Instead, it is about building a mutually beneficial relationship in which the mutual bene t accrues over time. e examples here focus only on one side of the conversation. Your preparation and approach to the networking conversation might help guide the person to whom you are speaking if they are less well prepared or less comfortable.

Finally, always enter a networking event or situation with the mindset of what you can do to help someone else. As you are looking for these opportunities, you can help others help you by clearly describing what you do and whom you’d like to meet.

THE GOLDEN RULE OF NETWORKING

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All professional relationships require care and tending. Like a farmer who tends his field, the effective networker should not expect immediate results. Good networking cannot be rushed. Here are some additional points to remember while building your professional network:

  • Relationships are fragile and take years to build, but only seconds to destroy. Be mindful of the delicate nature of relationships.
  • Do for others as you would like others to do for you.
  • If you attend a networking event for the first time and are desperate to find a job, your desperation will make building a relationship dif cult.
  • Don’t expect to take from a group before you have first contributed.
  • Other people at a networking event may feel a sense of anxiety. Be the first to smile, shake someone’s hand and introduce yourself.
What is the secret to making networking fun?
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Do you dread networking? Does the thought of it make you anxious or uncomfortable?

Do you want to know the one secret to making networking fun? Here it is:  Approach networking with an attitude of giving. Focus on how you can help other people.

Everyone has something of value to share. No matter their age, experience level, or current employment status, everyone has something to o er in a networking situation. You have former college classmates, current friends, and neighbors who work in a variety of industries and organizations. Perhaps someone in your network is an entrepreneur, went to graduate school, or worked overseas. I know that at some point in your life, you’ve visited a doctor, eaten in a restaurant, taken a vacation, or volunteered your time with a not-for-pro t or political organization.

These are just a few of the resources that you bring to any net- working situation. And none of these resources depend on your age, seniority, or ability to hire. Everyone has something to bring to a networking situation.

Several years ago, I met a recent graduate at a networking event. At the time, I was almost 20 years older than he. We talked about his interests and my previous experience in the financial services industry—one of the few things we shared in common, at least on the surface. As the conversation progressed and he asked me about my current professional interests, we discovered that I was in the same business as his father and he made an introduction as a follow-up to our meet- ing. Neither of us could have anticipated this when we met.

Everyone has something to offer in a networking situation— no matter the difference in age or experience.

TOASTMASTERS INTERNATIONAL (TM)

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When it comes to mastering public speaking, there is no greater resource than Toastmasters International. Toastmasters International offers its members a venue for practicing communication and leadership skills.

Clubs meet regularly and members fulfill different roles at each meeting. There is a proven curriculum of increasingly more challenging topics, techniques, and formats. Fellow club members evaluate speeches for each other. They also give support and encouragement to speakers of all abilities. Toastmasters In- ternational has grown to 14,650 clubs in 126 countries since its founding in 1924.

I encourage you to join Toastmasters. Each club has its own personality, so visit several clubs to nd the one that best suits you. Visit the Toastmasters International website to nd a club near you. https://www.toastmasters.org/

Why Networking is Important in Your Career

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Like any good investment, the hours you put into active networking will pay o well in your future and the bene ts are likely to multiply over time. Some of the many bene ts that may be ex- changed among people in your professional network include:

  • Job opportunities
  • Professional recommendations
  • New customers, clients, investors, advisors
  • New business partners
  • Joint-venture opportunities
  • Recommendations for professional services such as accountants, lawyers, graphic artists, or web developers
  • News, trends, and important events in your industry or business community
  • Referrals to other people who you may want to join your network
  • Recommendations for personal service providers such as doctors, restaurants, vacation spots, and more.

You’ll notice that I said above, “the many benefits that may be exchanged among people.” I didn’t say, “the many bene ts that you may receive.” A professional network always involves give and take. And give usually comes first.

Developing Your Professional Relationships: The Key to Your Professional Success
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Developing your own professional network will lead to more success than almost anything else you do in your career.

Developing relationships with people who want to and are able to help you is a worthwhile investment of your time and resources. These are the people who will help when you need it most. is is a long-term investment of your time in building relationships with other people. Your professional network will be developed and maintained over your entire career.

Your professional network will be developed and maintained over your entire career. Actively participate in your network and help others, as you would like others to help you. Maintain these business relationships in good times and bad—while you are fully employed, unemployed, or in between. A strong professional network is as valuable to a  first-year employee as it is to the CEO. It is as important to someone working in a tech start-up in Silicon Valley as it is to the person teaching elementary school. Developing your own professional network will lead to more success than almost anything else you do in your career. It is the key to your professional success.

NAME TAGS DON’T DESERVE MUCH THOUGHT, RIGHT? WRONG!

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At a networking event, you will meet people for the first time and you want to give them the maximum opportunity to remember your name. Attach your nametag very high on your right lapel. Do this because you are usually extending your right hand to shake, so that side of your body will also be slightly extended forward. This makes it easier for the person to read your nametag without having to look across your body.