March 21, 2002
Face it, getting ahead in your career is all about whom you know. Whether it’s a new job, the next deal, or finding investors for your new company, if you don’t know how to schmooze, you lose.
The core of networking is face-to-face communication. "Go to your local chamber of commerce, volunteer, attend community business meetings and association gatherings. Let people see you," says the Mingling Maven Susan RoAne, author of How to Work a Room.
But if you are looking for a new job or are unemployed working a room can be particularly challenging. To help build confidence, RoAne recommends preparing a seven- to nine-second introduction before going to the event. "Link your introduction to the event because that gives people a way to find out your relationship to the event," she says.
A light-hearted friendly approach is also important. For example, a financial planner once told RoAne he "helps rich people sleep at night."
The best time for an introduction is right after a casual comment, says RoAne. For example, if you are standing in line at the buffet, you might say to the person in front of you: "The smoked salmon looks very good." Then introduce yourself. "Small talk is how we connect with people, learn about them, and find out what we have in common," RoAne says.
A good impression
Once the conversation gets rolling, the awkwardness may begin to fall away. But don’t get too relaxed. You’re still in the process of building a good first impression. RoAne offers these social don’ts everyone should avoid:
In the cards
But you’ll want to have cards handy in case you’re asked. If you are between jobs and don’t have a current business card, consider getting an interim one that includes your name, e-mail address, and phone number so people can easily contact you. The design for your card should be simple, easy-to-read, and printed on good quality paper. Two good sources for inexpensive yet professional-looking cards online are Vistaprint and iPrint.
Finally, follow up with people you meet at events. Sending a quick e-mail a day or two after you’ve met will help you stay in touch and build a lasting relationship.