by Marion Gold
Networking 101
by Marion Gold
You only get one chance to make a first impression! Make the most of it.
Some might think that networking "style" is an elusive and inborn
quality. Not so! Networking can be learned. Here are some quick tips for making
a great first impression during networking events:
Eye contact. People who hold direct eye contact for less than nine seconds
upon introduction may be thought of as being of low professional echelon, while
those who hold eye contact for up to 14 seconds are
automatically considered executives.
Greasy fingers. How do we deal with networking events and business cocktail
parties with a chicken wing in one hand and a Perrier in the other? Don't be
the only one eating in a group. And, if you are eating, talk with others who
are munching. If there is someone you wish to contact, and he or she is in a
non-eating group -- stash the shrimp first, then go on over!
Sit-down meals. People who wad up their napkins are perceived as uncaring,
with no regard for resources. People who neatly refold their napkins are perceived
as caring, and those who will care as well for a client's company or project.
Conversation. There is an etiquette to networking events that too often
is forgotten in our zest to sell our services. But would you ask a doctor to
diagnose your symptoms at a party? Or an attorney to give her opinion about
your pending law suit? A professional states what she does and then sets a date
for a proper professional setting to conduct the actual "sale."
The name game. There are a variety of tricks to remembering the names
of persons who are quickly introduced during networking events. Some experts
recommend associating the person's name with bigger-than-life things, repeating
the first and last name immediately after being introduced, or jotting the same
down. In truth, none of these has worked for me. I generally ask for a business
card and then head for the rest room to jot down some personal notes so my follow-up
note, email or phone call is more than just a "nice meeting you."
While I run the risk of being known to have a weak bladder, at least my follow-up
calls will have substance.
Working a room. A non-threatening way to move around is to introduce folks
to each other. Once you have learned something about the person you have just
met, you can introduce her to a third party whom you know a little better, and
who has similar interest or experiences. Another key to effective conversation
is not to say too much. Listen carefully, ask leading questions and don't talk
for more than 30 seconds at a time. There is a good reason for the 30-second
rule. Television commercials are usually 15 to 30 seconds long (depending on
the client's budget!), and the average camera shot in a sitcom is 4.5 seconds.
Anything longer than 30 seconds tends to be boring!
Feeling especially shy? Pretend you are the event hostess and try to
make others feel at ease by just walking over and welcoming them to the event.
The final and most important tip: Be sincere! Nothing is more effective
than leaving the impression that you are genuinely interested in the people
around you. If what you say comes from the heart, not just the mouth -- that's
effective communication -- and real networking STYLE!
Marion Gold, immediate past president of IWPA and author of two books: the award-winning "Personal Publicity Planner: A Guide to Marketing YOU," and the nationally acclaimed "TOP COPS: Profiles of Women in Command." To learn more about Marion and to read excerpts from her books, log on to: www.mariongold.com