They say it’s not what you know, but who you know.
Unfortunately who ‘they’ are has been lost in the sands of time, but the point
is definitely a good one and has become no less valuable as the working world
has shifted dramatically in recent years. In fact, a recent study from The Sutton Trust found that the majority of people in
this country believed that who you know is the most important factor in
achieving career success. Despite the influx of vast amounts of technology that
have infiltrated almost every area of our lives, nothing can top a strong
personal or professional relationship that has been developed through trust and
shared mutual interests. But how do you become an effective networker?
Unfortunately, not all of us are comfortable networking with
total strangers. While many readers will be the type happy to sidle up to
someone unfamiliar at a conference or seminar, many would prefer to stay in
their comfort zone and leave the relationship-building to the salespeople.
However, there are ways to get around the fear and our tips should give you an
insight on how to become an effective networker.
Change your mind-set
Ultimately the goal of networking is to help other people
and when you’re forming relationships who are you more likely to remember; the
person that spoke about themselves for 10 minutes without taking a breath, or
the person that proposed a useful solution to your problem? Rather than
thinking about who you need to know, instead consider who you can help. This
isn’t completely altruistic, by assisting someone you’re more than likely to
get positive feedback from them which could spread to their wider network,
making your next ice-breaking conversation considerably more straightforward.
If you’ve helped someone out in the past, they’re also more likely to want to
assist you by introducing you to their contacts or giving you a discount for
their services, for example.
Practice your pitch –
but be natural
It’s worth preparing and practicing a short 30-second
‘elevator pitch’ that covers the highlights of who you are, what you do and why
you’re at the event. However, remember to remain natural and try to at least
make it look like hours of practice haven’t gone into your introduction. The
practice will give you confidence and that can be the key to having the belief
in yourself to meet new people.
Set targets
The room full of 500 other people suddenly looks a lot less
daunting if you’ve set yourself a target of meeting just five of them. If
you’ve had time to meet every single person at an event then it suggests you
haven’t been spreading your time effectively or have been meeting a lot of
people who wouldn’t be of use to you, or both. Try to get hold of the attendees
list ahead of the event and set yourself a realistic target of key stakeholders
that you want to meet.
Don’t forget names!
An obvious one. Nothing puts John off quite like being
called James and it’s essentially just a sign that you’re not listening
properly. If you do forget then politely ask the person again, it’s much better
than the alternative of either waiting for someone else to join the group or
scrabbling around to try and remember their name.
Smile, make eye
contact and be positive
Okay, this tip is three in one but hear us out. This should be
a given really. People are much more approachable when they’re smiling, it’s an
evolutionary response to grow closer to someone who smiles, and the same
applies with eye contact. It’s hard to trust someone whose eyes are darting
around the room and you probably wouldn’t want to be stuck with an individual
who’s overly negative and intent on seeing the worst in everything. Don’t be
that person and you’ll find that people will probably approach you, which is
half the battle.
Listen
It was Epictetus, the Greek philosopher who, in AD 55, said
that “You were born with two ears and one mouth for a reason.” Nearly 2000
years later that principle still applies and, as I’m sure you’ll all be only
too aware, there’s not many things more annoying than someone who is intent on
talking at you and not listening to
anything you say in return. This will only turn people off, no decision maker
worth their salt will invest in a one-way talking machine and it’s highly
advisable to avoid becoming one of these people by actually listening to what
people are saying.
Ask questions
Along similar lines, asking a few questions not only shows
that you’ve actually been listening, but you’ll find it’s also likely to allow
you to build stronger relationships quicker. It’s important to find common
ground with whoever you’re engaging with, whether that’s their son’s nativity
play or how their football team is getting on. Doing so will allow you to build
bonds at a faster pace than you would be keeping quiet.
Networking doesn’t have to be painful and, done correctly,
it can hugely increase your employability and earning potential so it’s
something worth putting that extra bit of effort into. You never know, the next
person you engage with at a conference or seminar could be the key to finding
you a high-potential job, for example, so it’s worth moving away from that wall and start
engaging with others. After all, the chances are they’re equally as nervous as
you are.
Take a look at some our other blogs to gain some
more valuable career advice.
Or take a look at our current roles to find
your next game-changing role.