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Social Networking
Some people are just naturally good at networking. They know just what to say to people, appearing confident but not arrogant, fun but not empty-headed. The ability to network is not something you are born with. It's a skill you can learn like any other, and here at AW we have the master class. Getting Over The Mental BlocksThere are two main things that put people off networking and prevent them from making useful contacts; a lack of confidence (or fear of rejection) and the worry that you'll be ‘using people'. Both don't deserve a moment's concern.Firstly, there is nothing to be scared of. Obviously, all of us have different levels of confidence. But the chances of being rejected when introducing yourself to a new business contact are slim. Most successful people (who are, after all, who you want to be networking with won't reject any contact; they understand the importance of meeting new people. Anyone who does is probably not going to be that useful anyway. If the idea of circulating in a room full of strangers does make you nervous, there are ways to deal with it. Write down a few conversation openers and practice introducing yourself to a friend. Take someone with you to work events that will speak to you when you don't want to appear to be alone, but will melt away if you need to speak to someone else. And start small, introducing yourself to those on the same level as you, or who are looking a little unsure first. Try people who are paid to be nice to you, like conference organizers and PR people. This should get your confidence up before you approach the big fish; you can leave introducing yourself to the CEO until you feel surer about your networking skills. Secondly, don't be worried about the ethics of seeking people out with the aim of seeing what they can do for you. For one thing, every one is doing it. Networking is considered a legitimate business practice, and events are held for that purpose. And networking is a two-way street. If you just ‘take' from your contacts, and never give anything back, your networking circle will be very limited. It's all about seeing what you can do for each other. Ultimately, networking is a social activity; it should be more fun than painful. And don't forget that you are just as valuable as a contact as anyone you are networking with. You're not using people; they are lucky to know you too. All the Right PlacesThe first rule of networking is to get out there. It may sound like common sense, but you are not going to meet anyone other than the office boy by sitting at your desk. Force yourself to go to extra or optional meetings and company events.Attend awards ceremonies, training courses, seminars and industry dinners. Join the local professional associations or business groups that relate to your line of work; and if there aren't any, think about starting one. Get in the habit of having coffee and lunch with people in other departments, companies or even industries and keep in touch with former colleagues. They may end up somewhere you want to go. Networking is one of the main reasons people attend business conferences and trade fairs. Get a list of who is going to be attending and decide who you'd like to meet beforehand, then email them to introduce yourself and ask if they could schedule you for a coffee and a quick chat during the event? This is far more professional than just hoping to grab someone on the day. Always carry business cards and have spares - or better, blanks - so that people can jot down their details for you if they have forgotten or run out of cards. Most importantly, look at every event - even grabbing a sandwich - as a way of making contacts; especially if you work in one of the new communities like Dubai Internet City, that are just made for networking. Don't just hang out with the people you know, or stand in a corner drinking coffee at function breaks; make an effort to speak to at least five new people at every industry event. Making ConversationFirst impressions do count. Be businesslike, yet friendly; have a firm handshake and make eye contact eye contact. Introduce yourself first, and comment on the other's job - “Oh, you work at ADGAS? That must be interesting” to get them talking and show you are interested in what they do. If you have met before use their name; if you have forgotten (and it happens to us all), admit it, but make sure they know you do remember them.Something like “I know I met you at last week's businesswoman's lunch, but your name has slipped my mind,” will do. Body language is important. Focus on their face, look interested and avoid ‘party eyes' - looking over someone's shoulder for someone more interesting. It's better to give someone your full attention for five minutes than half of it for an hour. Be broad in who you approach. You don't know what anyone can offer or what areas they will be experienced in until you meet them. Then what to say? Find some common ground, be it work or personal. Ask open questions and let others talk more than you. When people say that someone is good company or a good conversationalist, what they actually mean is that they listen rather than talk! People love to give advice; ask where they would recommend to go on holiday, where they would go for certain work advice or the best place to eat Italian - anything! If you are feeling shy, confess it. Say something like “I usually find it a bit nerve-racking approaching new people, but I just had to meet you.” They'll feel obliged to be nicer to you, and the mild flattery won't go amiss either. Don't feel embarrassed about talking about your abilities (although obviously a stand-up run down of your CV is a bit much) and don't be shy to talk about your goals and plans; people who have them are more interesting than those who don't. If you think you're being too forward, ask an honest friend how you come across. If she says you appear too intrusive or self focused, you can tone it down. Here are a few other pointers. Be positive, not depressed, and don't complain. Make other people feel good about themselves and what they do; we tend to think highly of other people who make us feel valuable. Manners are vitally important. Don't bad mouth anyone - you could be speaking to their cousin. And don't bring up rude or controversial topics; you never know where people's sensitivities lie. Moving on from a new contact can be as difficult as making it. Keep an eye on people's body language; if they look fidgety or start looking around, make sure you've got their details and move on. If you get stuck in the corner with the industry bore - and one often doesn't spot these people until its too late - make an elegant escape. Excuse yourself on the grounds that you've seen someone leaving that you had promised to speak to, and express regret. Or, tell them you can't possibly ‘monopolize them' a moment more - you need to give others a chance to enjoy their company too. The Follow ThroughHalf of the trick of successful networking is in the follow up. Always send an email or a quick thank-you note after meeting someone new saying how much you enjoyed the experience. Include something that you enjoyed talking about with them to show sincerity, and make this a habit. Do not underestimate the power of this move.Once you've done this, make sure you keep in touch. Make notes about any areas of interest your new contact has and use them as an excuse for contact. Send a magazine article about a business topic you have discussed or information about a conference that you think they would be interested in attending. Arrange to meet for a coffee occasionally. You wouldn't think much of a girlfriend who only rang you in times of crisis. In the same way people won’t want you as a contact if you only call them when you need something. It's important to establish trust and get to know people - don't expect favors immediately, as others won't put their integrity on the line recommending or introducing you unless they know your capabilities. Bring your knowledge to the party; ask how you can help others achieve their goals. If you can give back as much as you receive, then people will soon be hunting you out as a valuable business contact, rather than the other way around. The Inside JobIt's all too easy to think of networking as something that we do with strangers and but being in favor with the important people in your organization is just as important. There is a job market within your own company; don't forget to treat those higher up than you as the valuable job contacts they are.It is easy to get a little relaxed in your job, but try to behave as well as you would in any corporate setting. Make an effort to get to know those in other departments; they'll be handy for future favors, information and job openings, and also to help you understand what is happening in the company as a whole. Make sure those above you know who you are. Don't monopolize them, but ask their opinions on different things. Offer to swap a lunch for the ability to ‘pick their brain' - at least they'll think you have good taste in mentors! Importantly, make sure that the management knows your goals and plans. The best way to do this is to schedule a 15 minute meeting a few times a year to discuss your progress and ambitions. This will show you have initiative and will put you at the forefront of their minds for any opportunities. Career MovementsNetworking is usually associated with job hunting. It's true; most of the best jobs are never advertised, and knowing the right people can get you a valuable foot in the door of an opportunity. Here in the Middle East, many employers would rather hire people they know or that come recommended to them; it's less expensive than placing ads overseas and flying off to interview people, and there is less of a risk that things won't work out.But the vital thing about networking for job purposes is to do it before you need it. Approaching someone the week your company is closing down will be blatant and not put you in a good light. The time to make connections for your next job is when things are going well; you'll be more confident and people will be more willing to get to know you if you are not obviously just after employment. Therefore, you need a plan. Even if you love what you are doing at the moment, think about where you would like to be in three, five or eight years time. What kind of role would you like to be in, in what kind of organization? Then seek people out who are already there, tell them you admire what they are doing and ask them how they got there. They will be able to tell you what skills you will need for your next progression up the career ladder. You'll know how to improve yourself, and if an opportunity comes up, hopefully they will remember you. It's even wise to talk to people whose companies you are not interested in. Networking is not just about who you know, but also about whom your contacts know (hence the idea of a network). They can always recommend you to other people, or assist with introductions. |
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