The art of networking

Amazing how many people at industry-related or social events lack the basic skills for fruitful interaction with others. I struck up conversation with a fellow attendee at a conference the other day and, though he responded politely, he seemed surprised at best and mildly annoyed at worst that I was interested in what prompted him to attend.

Networking doesn’t come naturally to me. Given the choice, I would much rather watch people than attempt to make conversation but owning a business makes it a necessity to mingle and exchange. I’ve learned with time that I enjoy connecting people and that makes the task easier because it removes my priorities from the equation.

Here are a few tips for painless networking I’ve gleaned over the years:

Introduce yourself
Seems obvious but making the first move might make the difference between connecting with someone and traipsing around the room, clutching your wine glass, feigning interest in the room’s decor.

Open your group
Make yourself available. If you’re having a group discussion, open the group to allow others to join. Stand in a way that permits others to fit in, whilst still engaging in the current conversation.

Ask questions
Being passionate about what you do is great but when you’re just meeting someone try to share the spotlight. What does the other person do? Who could you introduce them to to further their goals for the evening?

Listen
It’s been said that there’s a difference between listening and waiting for your turn to speak. Listen. Engage with what the other person is saying. If there’s potential there, you’ll get your chance to talk about yourself eventually.

Read the signs
Try to avoid brandishing your business card at every opportunity. If the conversation led to mutual interest there will be a request for it. If there isn’t and you want to follow up then ask for the other person’s card; chances are they’ll do the same. Giving away your business card when you’ve barely said hello is the equivalent of shouting your business name out of a moving vehicle; it’s pointless and annoying.

Be clear about what you can do/want
If you’ve made an interesting connection, express what you think you can do for them or what they can facilitate for you. Telling someone you’d like to introduce them to a trusted colleague goes a long way in convincing them you are genuinely interested in their success.

Refer wisely
Once you’ve met someone you feel might make a good addition to your network, vet them carefully. Some people excel at making a favourable first impression with little talent, knowledge or integrity to back it up. Building a network is a long-term effort; choose your partners carefully by using their services yourself or speaking to trusted people who have.

How do you grow your network? Are there do’s and don’t's you live by?

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Thumbnail image from Argentine cartoonist Joaquín Salvador’s Mafalda series.