Networking.  Even in our digital age of social media and constant connection, many people still harbor a negative connotation towards the word.  A mere mention of it in polite company can fill those around with a sense of unease as they conjure browbeating scenarios of smarmy used car salesmen and fraudulent pyramid schemes.  

By no means does it have to be this way.  Today’s savvy professionals know that effective networking is perhaps the best tool to create new relationships and opportunities.  With studies indicating that the average person changes jobs ten to fifteen times over the course of a career, it has never been more important to build a solid roster of contacts.  

Whether you choose to seek a new career opportunity on your own free will or find yourself without a job due to circumstances beyond your control, successful networking is a bit a like a card game where skills and planning are often required to maximize results.

Here are some tips to that will transform you into a ninja at your next networking event.

Do Your Homework

If you’re attending a networking event, conducting a bit of research beforehand will go a long way towards optimizing your experience and setting you apart from the aimless, business card dealing masses.

It’s a good idea to brainstorm a list of your expectations for the event.  What types of people do you want to meet?  What topics of conversation are you interested in?  What opportunity or outcome do you wish to achieve?

If possible, find out who will be there and why they will be there. Armed with this information and clear expectations, you can devise a plan to target the specific individuals you want to meet and talking points for discussion.

You can also use this tactic in reverse if you’ve established a person or group with whom you seek an introduction.  Figure out an event, conference, or appearance they’ll attend, and your job becomes to “serendipitously” be there as well with the perfect opportunity to introduce yourself.  

Make Your Mark

Once you snag that all-important introduction or meeting with a desired contact and you’re in the moment, the old school maxims about politeness and courtesy that our parents taught very much apply for making a great impression.

Try to keep as relaxed and natural as possible, as if you are enjoying a conversation with an old friend or familiar colleague.  It should go without saying that you should maintain appropriate eye contact and proper posture while engaged in the discussion.  

Many novice network event attendees are overeager to work the room, bouncing from one brief interaction to the next.  Avoid this pitfall by being present and focusing your full attention on the person you’re speaking to.  They will definitely notice if you’re enthusiastic and genuine in your exchange.  

Build a Personal Connection

There is no law in networking that says you must only discuss business or the event agenda with those you meet.  An easy way to distinguish yourself from the crowd is to do the opposite!  

Feel free to open up the possibilities and get creative.  So the recruiting manager from that hot advertising firm where you want to get a foot in the door is from Ohio?  Time to open up about all the vacations you took to Aunt Mildred’s place in Cleveland a couple of years ago.

Find commonalities or shared interests that you can chat about with the networkers you encounter.  People love talking about themselves, what they enjoy doing, and their personal story.  Shine the spotlight on them and allow them do more of the talking. You’ll come across like a trusted friend, and it’ll be easy to build mutual respect.

Provide Value

Now that you’ve been introduced and built rapport with a new contact, you can offer up any ways in which you can be of assistance or alleviate pain points for them.  Great relationships, whether personal or business, thrive in reciprocity.  Demonstrate the value you bring to a person, and they will inevitably reflect it back to you, often in a magnified sense.  

Perhaps someone you meet at a networking event is looking to make enhancements to their company website, and you happen to know the best web developer in town.  Suddenly, the referral of your code nerd buddy becomes an asset to your new contact.  They are grateful for your proposed solution and act swiftly to return the favor.  Keep a look out for all the ways you can benefit someone or solve a problem (heck, even write them down!), and you’ll be amazed at how often you can contribute value.  

These tactics aren’t intended to create unsavory cases of quid pro quo, but rather to authentically embrace the human necessity to help and be helped.

Follow-up

Don’t make the mistake that so many network event goers make and fail to follow-up with your new contacts.  A quick email note to someone you met is an excellent way to cement your relationship and keep you fresh in their mind.  It also facilitates future collaboration so both you and your contact can gain the most benefit out of knowing each other and working together.  

Keep your initial follow-up correspondence brief and upbeat.  Remind the contact of where you met and thank them for their time.  A simple yet effective email may read:

Hi Susan,

It was so nice to meet you last week at the Insurance Brokers Conference.  Thank you for taking the time to talk to me about openings in your Sales dept.  As we also discussed, please let me know if I can be of any assistance in proofreading your Q1 sales letter.

Regards,

John