The ABCs of Networking

• Select events that clients and prospects are likely to attend.
• Participate in some “shared activities” or “high stakes activities that connect you with a diverse group of others.” (Examples: Work in a soup kitchen; participate in a clothing drive; or serve on the local art museum board.)
• If an R.S.V.P. is requested, respond immediately. Once you have responded that you will attend an event, only a genuine emergency excuses your absence.
• Study the event. Who has organized the event? Who is likely to attend? Are there guest speakers?
• Obtain a list of participants in advance. This is not always easy to obtain, but always worthwhile.
• Do a “deeper dive.” When you find someone of interest on the participant list, do some research. Find out where they’re from, what college they attended, their personal interests, etc.
• Overcome negative self-talk. Telling yourself, “I’ve never been good at meeting people,” prevents you from putting your best self forward.
• Redefine what it means to network. Remind yourself: This is not about schmoozing.  It’s about building relationships.
• Brush up on the latest topics everyone is talking about.
• Prepare some icebreakers, two or three questions that you can ask anyone.
• Prepare to speak enthusiastically about your own work.
• Prepare to make a first impression. Check your appearance and confirm it is appropriate for the event.
• Make sure you are properly equipped. Carry business cards, a pen, breath mints, and a handkerchief.
• Create a target. Before you arrive, identify 2 or 3 people you want to meet and plan what you will say to them.

• There’s no such thing as “fashionably late.” Arrive 15 minutes late, and you’ve probably missed out on the opportunity to make one contact.
• Arrive early. Arriving before the room is crowded is an especially helpful strategy for introverts.
• Nametags. Always wear them on the right hand side of your dress, blouse, shirt, sweater or jacket. When you shake hands, your name will move directly into others’ line of sight.
• As soon as you arrive, look for the first person with whom you can have a conversation.
• If you don’t immediately see one of your “targets,” approach the host or hostess and thank them for the invitation. They may also be able to introduce you to other invitees.
• Holding a beverage or small plate of food will help you look more welcoming and approachable.
• Position yourself in a high traffic area. This will allow you to see when others arrive.
• If you can’t find anyone to talk to, find someone who is standing alone and have your first conversation with him or her.
• Shake hands in a firm and friendly manner.
• Confirm you know something about another’s work by noting developments in their industry.
• Mirror other’s body language and behavior.
• Engage in active listening. Make eye contact. Nod or shake your head. Ask relevant follow-up questions.
• Find a reason to meet again. Your first conversation gives you some insight as to whether there’s a reason for a second meeting.
• Limit conversations to 5 -10 minutes or just enough time for someone to remember you.
• If a conversation begins to die down, initiate a business card exchange, then move on to your next conversation.
• Carry your business cards in a right hand pocket or in the outside pocket of a handbag.
• When you give someone your business card, personalize it by handwriting your cell phone number on it.
• Go easy on the alcohol.
• Avoid interrupting the networker who is heading to the restroom or lifting a cell phone to their ear.
• Avoid interrupting two people involved in an intense conversation.
• Look for groups of three or more. Approach and make eye contact. Allow others to speak before introducing yourself.
• When you forget a name, admit it and make a joke about your forgetfulness. Be kind to anyone who forgets your name.
• Before you depart, say “good-bye” to the people with whom you exchanged business cards and the host or hostess.

• Following up with new contacts is equally as important as attending an event.
• The best follow-up will offer value to the recipient. Send them a relevant article.
• Schedule your follow-up. In fact, on the day you register for an event, schedule an hour on the day following the event for your follow-up.
• At an event, ask a new contact if they prefer follow-up via e-mail or a phone call.
• As part of your follow-up, don’t forget to thank the event organizers.
• Immediately following an event, make notes on the back of business cards you receive.
• Send e-mails to everyone from whom you received a business card at an event.
• In addition to sending follow-up e-mails, after the event, commit to sending one handwritten note and making one phone call.
• In a high tech world, a handwritten note can make you more memorable.
• Send relevant newsletters and e-alerts and only after you ask permission to do so. 
• Take them to coffee. Especially for a new contact, the coffee shop is an inexpensive venue to determine if there’s a basis for deepening the relationship.
• Start the lunch process. You’ll build relationships over business meals.
• Introduce other people. To the extent you can bring other people together you bring added value to both relationships.
• Check your stock of networking supplies.