One of the secrets to getting ahead in business is to build key contacts. However, it can often be daunting for those who are shy or uncomfortable when approaching strangers. But networking doesn’t have to scary. Here is how to master the art!
DO’s:
Be presentable and prepared: First impressions count, and your appearance represents brand “You”. Just like selling a brand or product, you should appear confident and prepare a pitch that concisely explains what your business does and that illustrates the potential benefits of your products/services.
Maintain warm body language: Make eye contact to show that you are accessible and be the first to offer a warm smile. Keep your body language open. Don’t cross your arms over your chest – this sends the signal that you are not approachable.
Be natural: The main rule of networking is to be yourself. Others will respond much more positively to your authentic demeanour than to a stiff business persona; after all, networking is about building the trust that forms the basis for lasting and beneficial relationships.
Approach groups wisely: It may seem daunting to interrupt people in mid-conversation, but if you do, it’s better to approach groups. Two people who are deep in conversation may not want to be interrupted, so look for groups of three or more people to approach. Most likely, there would be more than one conversation going on at once. However, never enter a group and proceed to dominate the conversation.
Spread yourself: Don’t stick to the one or two people you know. Circulate when you meet a group at an official meet or seminar. The idea is to introduce yourself to as many new people as possible.
Follow up: Follow up with networking contacts as quickly as possible; any delay conveys indecisiveness and disinterest. Plus, they network with a lot of people every day, and you don’t want to risk them forgetting about you.
DON’TS:
Fake it: Just because the person conveys a certain demeanour, it doesn’t mean you have to change your character. Nor does
it mean you should fake an interest in tennis because that’s their favourite hobby. Pay genuine compliments, and accept compliments graciously.
Be afraid of the CEOs: It can be quite intimidating when you’re approaching the powerful bigwigs of your industry, but remember: like everyone else, they are only human! Impress them, but don’t grovel.
Be a time hog: Learn the cues about when a conversation is over, and
move on graciously to another great contact. Start with a casual conversation before broaching the subject of business. While exchanging business cards is appropriate, carrying a fistful of promotional material is not.
Forget your table manners: Try to eat before an event, so you won’t turn up ravenous! It’s difficult to make conversation while you juggle a plateful of hors d’oeuvres and a glass of wine. Similarly, don’t hold your drink in your right hand, or your handshake will be cold and damp.
Be too selective: Don’t focus all your energy and time on the louder, good-looking extroverts in the room. While they may break the ice and make you feel more at ease, you’ll miss a lot of other great contacts.
