Is Networking Not-working?

The problem with networking is that you will only get out what you put in. Most people go along because they are asked to by a colleague or a boss, and actually hate the thought of having to make small talk with strangers, having to talk about their own business or the one they work for.

What we forget quite quickly, is that everyone is in the same boat, we all have the same concerns and the same agenda. The problem arises when people try to sell when they are networking. I’m a bit weird in the sense that I really enjoy networking (probably because I’m insanely nosey!). I find people fascinating and I love trying to help people, I guess that’s down to the years I spent in recruitment!

The Unwritten Rules of Networking
To answer the question, Networking is working and can be a lot of fun, but who said work can’t be enjoyable? There are some unwritten rules that make it work well for you and guarantee a repeat invitation;

• Don’t rehearse a script
• Talk to people you don’t know (that’s what you are there for!)
• Don’t judge people on the first meeting
• Try and think how you can help people (if you like them)
• Don’t sell!
• Last but not least, be yourself

In my experience, it’s been important to be loyal to 1 or 2 groups as this is how people will get to know you, start to trust you and maybe even introduce you to their clients. You don’t necessarily want to work with the people in the room, so don’t be short sighted. You need to think about their networks and their clients. If you gain their trust they might go out of their way to help you.

When attending an event of 20+ businesses, it’s hard to be remembered. Especially if you are 1 of 3 accountants, lawyers or recruiters in the room. Try not to over complicate what you do, but at the same time, highlight why you are different. It may be useful to have a some literature with you. If you can really cement yourself into the local events, be the ‘go to’ person when it comes to your subject matter. In the current market place where there is such a war for talent, having a local presence can really help you with candidate flow and recruiting your own staff!

If you do have a few minutes to introduce your company, stick to one ‘take home message’. Think about your brand values and stick to them. Be very specific and people are more likely to remember what you said. Offer advice, support to the group and encourage people to come and talk to you.

As much as I’m not a fan of my own photo, having a headshot on your business card does really help at networking. Visual elements always take over from the power of listening.