Networking: Art, Science or Learned Process?

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by Bill Crigger, president and managing partner of OI Partners—Charlotte and Greensboro, NC and Richmond, VA

SUMMARY
For some of us, networking comes naturally; for others, it’s learned through practice and still others, it becomes a science. Whatever category fits you, following are tips to make any networking effort a success.

ARTICLE
As an entry-level management person in the corporate world, I never really valued networking. I didn’t understand it and didn’t see how networking could help me. I saw networking as an “I give you a favor, and you owe me a favor” or a “one-time deal” transaction. This was not a system that would meet my ethical standards. As my career progressed, my understanding of and my ability to utilize the benefits of networking changed substantially. What networking is and how it can be accomplished may still be a mystery for you.

Networking is about using shared and common interests to develop and maintain mutually beneficial relationships. It is not trading favors. Networking is a learned process; it can even be a little painful at times, but you will get better at it. You have to make an attempt at networking to get anything out of it. Practice does indeed lead to improvement. Don’t worry; you’ll develop this ability. You won’t be the only novice in the crowd. Follow these easy networking tips at your next business event:

1. BE PREPARED – No matter what kind of a function you are attending – trade show, Chamber of Commerce meeting, community function or industry association event - you must be prepared. Being prepared means finding out where and when the event occurs and learning about the group, its purpose, its goals, its members and the function you are attending.

2. DEVELOP YOUR 15 – 30 SECOND INTRODUCTION – Sometime during the function, you will be asked who you are, what company you’re with and what you do. Or you’ll be asked why you are attending. What will you say? Write it down and practice it aloud. Nothing is quite as impressive as a person that is confident and clearly delivers a focused message.

3. ESTABLISH TARGETS AND GOALS - Be familiar with the attendees. Based on your research and questions, develop a list of persons or companies that you want to meet. I suggest you set as a minimum goal to meet and get acquainted with five persons/companies. Effective networking is not about meeting everyone in the room and obtaining their business cards. Mutually beneficial relationships are not made in seconds or even minutes. It takes time.

4. GET THERE EARLY – You can get ahead of the pack in several ways: a. Get there early enough to preview the name tags and identify your targets. b. Ask the host your questions. c. Observe individuals or small groups of people and how they interact. Odds are, they will introduce themselves to you and draw you into the conversation.

5. BE A GOOD LISTENER AND BE OBSERVANT - This is not the time to distribute literature, ask for copies of policies or give a sales pitch. Your goal is to learn about people and their interests. You know your interests; look for common ground. Network to gather information, not dominate the conversation. Ask probing questions: Where are you from? Where do you work? Have you been a member of this group long?

6. TAKE PLENTY OF BUSINESS CARDS - Exchanging business cards is part of the networking process. To simplify the business card exchange process, put your cards in one pocket and the cards you receive in another pocket. Since I am right handed, I keep business cards in my left coat pocket. When it becomes time to introduce myself, I can shake hands with the right hand and exchange cards with the left hand. Received cards end up in my right pocket. If a meal is involved, introduce yourself to each person at the table. Toward the end of the meal or presentation, ask to exchange business cards.

7. WRITE NOTES ON THE BACK OF BUSINESS CARDS – Next time you see the people you met, you can zero in on your common interests or recall prior discussions. People like to be remembered. However, different cultures view writing on the backs of business cards differently. Be careful not to offend.

8. MIND YOUR MANNERS – Be Polite. Maintain good eye contact. Use positive body language. Be sincere. Be low key. Don’t force the conversation and don’t jump into a sales pitch. A little common sense goes a long way.

Networking is information gathering and making meaningful connections. Effective networking will give you a lifelong advantage both professionally and personally. Develop your own networking style around the above networking tips and attempt it often.

Bill Crigger is president and managing partner of OI Partners - Compass Career Management Solutions with office locations in Charlotte and Greensboro, NC and Richmond, VA.  With over twenty years of corporate business and human resource experience, he has just completed his 10th year as an entrepreneur and career transition professional.  Bill is serving his second three-year term on the Mecklenburg County Personnel Commission and has been commissioned as a Stephen Minister.  Share your networking experiences and ideas with Bill at info@compasscareer.com.