I’ve been in sales and marketing for 15 years, and have met people from literally all over the world. (It helps to have spent 10 years in international marketing.) And I can tell you that networking is the same the world over. Some of the specifics are different from country to country, but the dance is the same.
Over the last two years, I’ve really had a chance to hone my networking skills thanks to networking groups like Confluence and Rainmakers, as well as countless Chamber of Commerce events.
If you’re going to make it to the top of your company, your profession, or your career, this is a skill you’re going to need. So here are six dos and don’ts — three of each — you’ll need as you attend the At The Top networking events.
Three Dos of Networking
- Do attend a networking event if you’re not in sales. Networking is a great way for personal and professional growth. You could meet someone who teaches you new skills, gives you new information, or collaborates with you on a new idea. There’s an old business saying that says you’re the sum of the five people you spend the most time with. If you want to grow and improve, find people who are smarter, better, and a step or two ahead of you. You’ll meet these people at networking events, not sitting in your same office day after day.
- Show more interest in what the other person does, rather than talking about what you do. Networking expert Ivan Misener often talks about “givers gain,” and how people who are more giving of their time and energy see bigger returns than those people who are worried about what they can get first. Similarly, a good friend of mine and a networking powerhouse always asks people, “how can I serve you.” By having an attitude of service, he sees bigger returns on his efforts than if he focused on “what can you do for me.”
- Ask for a business card at the end of your conversation. The point of networking is to see if you can actually make a connection with the other person. When you do, and you want to strengthen that connection by meeting again, ask for a card, and give them one of yours. By doing this, you also show the other person that you value them as a person, not another card in your ever-growing stack.
Three Don’ts of Networking
- Don’t spend your time talking to people you already know. While it’s easy and safe, you’re there to meet new people. I know, it feels risky, awkward, and nothing makes a confident person more shy than walking up to someone new and sticking their hand out. But trust me, they’re feeling the same way. One of you has to be first, so it might as well be you.
- Don’t measure your success in how many cards you give or get. Networking is all about making connections and forming relationships. A successful hour of networking should net you two to four cards. Your goal should be to spend several minutes talking to one person and making a connection that you both want to pursue later on.
- Don’t sell. If you’re not in sales, that won’t be too hard. But if you are, avoid the temptation to make your next sale at a networking event. The other people didn’t come there to be sold to, so they won’t appreciate it. It’s okay to talk about what you do, and even what you sell, but present it like you’re at a cocktail party talking to someone about what you do for a living. Talk about “this is what I do, this is who I do it for,” rather than “this is what my product does, this is what it can do for you.” If the other person has a need, they’ll make the connection in their head, and ask to meet with you later on.
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