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November, 2005
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From the President: Networking Tips
by Kit Brown, STC-SRC president
 November
is here and the holiday season is upon us. 'Tis the season of parties
and get-togethers, which make excellent opportunities for networking.
As I mentioned in last month's column, networking is the primary way
to find job and other opportunities. Learning to network effectively
will advance your career, boost your self-confidence, and introduce
you to some interesting people you might not have met otherwise.
Many people feel anxious about networking and making small talk at
parties. You can reduce this anxiety by doing some simple things:
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Be prepared. Take business cards and a small
notebook with you to business and social events. Have an objective
in mind (for social events, it might be to meet 5 new people; for
a business event, it might be to collect the names of 5 graphic designers).
Have an elevator speech that presents a positive view of you (this
is a 30-second spiel that says who you are and what you do in a nutshell
and does it in such a way that invites questions).
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Be positive. Make sure that you are in a positive
frame of mind when you go to the event. Your mood radiates outward,
and affects the people around you. I'm not suggesting that you be
a "Pollyanna", but do look for the positive side of the
situation and the topics that you find yourself discussing. Have a
sense of humor about things. I look at networking as a treasure hunt-you
never know what jewels people are until you take the time to talk
to them.
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When introduced, repeat the person's name at least
twice in the first couple of minutes. This does a couple of things:
helps you to verify that you heard the name correctly (always an issue
in a noisy room), helps you to remember the person's name, and puts
the other person at ease. Most people love to hear their names spoken
and to be acknowledged.
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Come up with a list of offbeat questions to get
a conversation started. Most people resort to the 'what do you
do for work', 'where are you from', and 'what do you think about the
weather' type questions. After awhile, it starts to feel like you
can answer such questions in your sleep. Instead, why not ask them
what their favorite vacation was, who their biggest hero is, what
are their hobbies, where would they like to go in the world that they
haven't been, etc? Use things you are interested in to come up with
questions. What are some questions that you wish people would ask
you? People love talking about themselves, especially if the other
person is attentive and really listening.
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Listen attentively. Make eye contact. Turn
your body so that you are facing the person talking. Use body language
that encourages further conversation. Ask questions to verify your
understanding. Focus on what that person is saying, not on what you
want to say in response.
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Find something in common with everyone you meet.
It could be something as simple as the same favorite color, or as
big as a deep desire to eliminate world hunger. Use this common ground
when introducing other people to each other. For example, if you have
two friends with an interest in fly fishing, mention it when you are
introducing them to each other. It breaks the ice and immediately
gives them something to talk about.
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Stay out of judgment. Hold a feeling of neutral
compassion for the people you meet. Maybe they are stumbling for words
because they are just as nervous as you are about working a room.
The old adage about "not judging a book by its cover" is
true. Treat everyone you meet with equal respect and courtesy, whether
they are dressed like a hobo or a CEO. Take the time to speak with
and to acknowledge everyone who approaches you.
- Mingle. After 8-10 minutes (or when there is a logical break
in the conversation), mingle over to another group. Be sure to close
the conversation with something polite and appropriate, such as "It
was great meeting you and I'm looking forward to our lunch next week."
- Take notes. After the event, go home and immediately write
down the tidbits about the people you just met. I write this information
on the back of each business card, so that I can mention it when I contact
them.
- Follow up. Even if you are swamped with contracts or happy
with your employer, follow up with a short email or thank you note (as
appropriate to the situation) to let that person know that you enjoyed
meeting them. The note should also mention some of the things you talked
about. It might be months or years before you actually need to make
use of that particular contact, but by following up and staying in periodic
contact, you will develop a positive rapport with that person.
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