Network Much?

Guest posting today is Julie Bauke, author of 'Stop Peeing on your Shoes: Avoiding the 7 Mistakes That Screw Up Your Job Search.' You can follow Julie at www.twitter.com/juliebauke.  

No matter who I am speaking to- large groups or an individual- heads start nodding when I talk about how important networking is, yet how little of it we take the time to actually do. “Guilty as charged” their faces say. Kinda like eating more veggies. We really do know it’s good for us- but that rarely translates into those seemingly hundreds of daily servings we’re supposed to have.

I think we all picture that guy with a pocketful of business cards who is bound and determined no one will leave the room withou t one. We don’t want to be him. Clearly. But believe it or not, there is some middle ground between him and the guy hugging the corner, staring at his shoes. That’s where you want to be- in your own comfortable spot in that middle ground.  Yep, you have to get out there and talk to people. Shy? An introvert? If so, you have an advantage. THE primary skill to being a good networker is to be a good listener.  If you believe the golden rule of networking, “give first, take second”, how can you know what your networking partner needs, i.e., what to give- if you aren’t listening?

We get so overwrought with the idea that we have to have exactly the right thing to say to everyone we meet. Try these quickie tips the next time you are planning to attend an event where you will have the opportunity to network. (yes, it IS an opportunity- not a death march)

Look for potential “victims” (just kidding) of your networking charms

If you have an opportunity to see a roster of the other attendees, do a little research on who will be there. LinkedIn is great for that. That will help you know who to seek out, who you might have something in common with, who might have info you are seeking, even fellow college alums.  This does not qualify as stalking. Trust me. Or survey the room and find someone who also appears to not know anyone or has just arrived.   

Pack a few good questions and listen generously to the answers 

Be ready to ask a good, open ended question. “Have you been to many of these events? Have you ever heard the speaker? What kinds of exciting things are going on at your company? What’s keeping you busy these days?” are a few examples. If your conversation partner mentions that he is new to the area, ask about where he came from and what he misses most, then see if you can offer information on your town that might help him adjust. If she mentions that she is spending her summer taking her oldest on college visits, and you’ve been through that process before, I bet you can offer at least a tidbit of helpful advice. This is the kind of stuff relationships can sprout from. 

Exchange business cards with purpose (and not the purpose of getting rid of all of your biz cards!)

Only offer your card or ask for someone else’s when you have a found a mutually beneficial reason to stay in touch. Possible reasons- to continue a conversation you were having, to further explore a mutual interest, because you committed to getting some info to him, etc. Or my favorite, you just found someone that you clicked with and would like to get to know them and hear more about their business.  It’s not weird- it’s flattering. Unless of course, your interest is more than professional.

(Stalker comment above may apply in this case).

Follow Up, for heaven’s sake!

Don’t spend time networking, then let the ball drop. As you meet people that you would like to develop a business relationship with, and they seem mutually interested in another contact, don’t put their business card in the pocket of your wool jacket then forget about it till next year’s first snowfall.  Follow up within 48 hours, remind them what you spoke about and suggest coffee, lunch, whatever is appropriate.

Really, it doesn’t have to be scary. But if none of the above makes you any more comfortable, remember, the guy hugging the corner staring at his shoes needs someone talk to, too.