HR directors returning from the CIPD Annual Conference and Exhibition in Manchester will have learnt first hand that networking isn’t as easy as it appears on Dallas. It is a bit more complicated than swaggering into the Oil Barons’ Ball, swiping a glass of champagne as you stride up to a fellow guest and saying: “I think you and I can do business”.
For those who failed to earn their spurs at the conference and feel they could do better next time (and the Christmas networking season will soon be upon us), the six stages of networking will get you back in the saddle.
They say a clever person may know lots of things but a successful person knows lots of people, that’s why networking is so important.
The aim when networking is to leave each person feeling really good about having met you. They should know what you can offer and feel positive about doing business with you at some stage in the future, should the opportunity arise.
It is equally important to learn about the people you meet, what they do, what they need and what they want. A key error that many executives make is to think about networking only in terms of what you can get out of it, rather than what you can contribute.
So how do you achieve these aims?
Your mindset is: ‘Be interested. Don’t try to be interesting’
The six stages of networking are:
1. Preparation
· Plan what to say when you introduce yourself.
· Prepare an answer to the question “…and what do you do?”
· Research the event and identify attendees that you’d like to talk to. Find out a little bit about them so you can ask intelligent questions.
· Don’t forget your business cards!
2. First impressions
· Check your appearance before entering the room and smile. Walk purposefully and make eye contact.
· Be on the look out for ice breaker topics to start a conversation (the view, the venue, weather, food etc.,)
· Approach groups of three or more people. Say “May I join you?”. You don’t necessarily have to introduce yourself and it may come better a little later. Remember – you want to join the group so be honest and ask.
· If people don’t automatically introduce themselves, ask their name. The longer you leave it the more difficult it becomes.
· Remember names and repeat them in conversation: “Good to meet you, Sarah.”
3. Building rapport
· Be interested; do not try to be interesting.
· Aim to ask open questions and listen to the answers. The answers will help you with subsequent questions.
· Listening shows interest. Do not concentrate on what you want to say next!
· Reveal and ask: Reveal something about yourself before asking a question. E.g., “I’ve just booked a week’s skiing. Is that something you do?”. Revealing something first helps the other person to answer.
4. Getting down to business
· Don’t bore. When asked what you do, the answer should be short (10 seconds), include no jargon, focus on the benefits you bring in your role and open up the conversation e.g.” I’m the HR director at ….. and I help …..”
· Encourage the other person to discuss their business and raise issues
· Leave knowing more about them than they know about you.
5. Escape
· It’s natural to move on. Honesty is the best policy. Say: “It was really nice talking to you. I must move on. There are a couple of other people I want to talk to before I go. Is there anyone you would like me to introduce you to? Will you excuse me?”
· If someone else joins the group, it can be a good time to make your excuses and move on.
· Only ask for a business card if you really intend to get in contact.
6. Follow-up
· Time spent networking is wasted unless you follow-up within 48 hours.
· If you use email or LinkedIn, ensure it is a personal message. Pick up on something you discussed at the event.
Remember what goes around, comes around!
Jack Downton is Managing Director of executive training and business coaching company, The Influence Business. He can be contacted at info@theinfluencebusiness.com and on Tel: 0870 428 8191.
