Business Communications Success Tip

Category: Business Communications
Sub-Category: The Networking Game

“Opportunity dances with those already on the dance floor.”

--H. Jackson Brown, Jr.

Networking, like public speaking, evokes the flight or fight response in some people. A person who avoids networking may be shy, have low self-esteem, lack confidence in the product or service, or is afraid of being seen as a fool.

Networking is an important aspect of building a business, increasing sales, and finding jobs. Networking is making things happen over a period of time through relationships built one contact at a time. The goal of networking is to become acquainted with another’s business so you’ll be able to refer any appropriate leads you may encounter. Your networking relationships usually begin with the initial stages of rapport building.

But what do I say?

It can be difficult to determine how to introduce your line of work. Preparing what you will say ahead of time will help ease any discomfort and improve your delivery.

TIP: Prior to the networking event, develop and practice a short (15 to 20 words) description of what you do. If you have a description from a prior event, review how others responded to it. If you haven’t already, make any changes you deem necessary.

At the event, introduce yourself to each new person in a relaxed, friendly, but not too familiar manner. Once you know the person’s name and occupation, show interest by asking a question. If you cannot think of a question, make a comment about the event or ask the person how he or she found out about it. (This is another area in which it is helpful to practice. Create a few “stock” questions.)

TIP: Use the act of exchanging business cards as an opportunity to make an impression and to improve your memory. When you exchange business cards, take a moment to read the card. Then look at the person’s face. If you have trouble remembering names, repeat his/her name now, either in your head or out loud. The fact that you took the time to really read the business card and relate it to the person leaves him or her with a sense of your regard.

Some Networking Strategies

Make your networking efforts a game. Challenge yourself by setting goals and rewarding yourself when you reach them. One goal could be meeting ten interesting people who might someday need your product or service. Another goal could be to meet several building contractors. When the goal is set, go to the event and meet and greet people until you achieve it.

If you are shy:

Find someone else who is alone and strike up a conversation (on the theory that the other person is also shy).
Volunteer to help out during the event to give yourself something to do.
Go with a buddy and work as a team, approaching people together and taking turns making initial contact.
Only go to events that are structured such as a lunch or breakfast.
Stand by the door or the refreshment table.
Leave your brochures/cards on the networking table.