Networking is essential for professionals but many find it difficult. Here are our expert tips from timing contact to working the room.
Like keeping fit, we all know we should network. But – also like keeping fit – although the spirit is willing the flesh is often weak. We are squeamish about using contacts, scared of working a room and shaky about building relationships.
“Cut the small talk, get real and jump in,” says Julia Hobsbawm, founder of Editorial Intelligence and visiting professor in networking at Cass Business School. “The best tool you possess is the art of conversation.” Networking is no longer purely a transactional affair colonized by sales people.
People who network are more likely to find jobs; research shows that more than 90% of UK employers now use social media to find staff and many senior positions are more likely to be filled through word of mouth. A good network is a source of inspiration, knowledge, mentors and role models, says Hobsbawm. In fact, well-networked professionals might soon be the most valued in the job market, she says.
Timing
Networking is neither a quick fix nor overt. Trust takes time to build, so don’t wade in and pump your contacts for help too quickly, says Andy Lopata, author of Recommended: How To Sell Through Networking and Referrals. “Start early, don’t crassly try to sell yourself to people who aren’t looking,” he says.
It’s a three-step process: get contacts to know you, like you then trust you; this takes at least six months. “Everyone should be looking at where they want to go next – and how to get people to recognize they have the abilities for the role they’ll be recruiting for in a few years’ time,” says Lopata.
Online or face-to-face?
Both, of course. While hugely useful, social media can never replace trust built from face-to-face meetings. Colleagues will seldom recommend someone for a job if they haven’t met in person. “You’ll reach a ceiling if you haven’t seen the whites of their eyes,” says Lopata.
LinkedIn and Twitter tend to be more valuable than Facebook for professionals, says Hobsbawm, but don’t gather contacts like trophies – you’ll only waste time. “Build a small but highly-targeted network of professionals from a particular industry or who possess a specific skill set,” says Stuart Jones, senior consultant at recruiters Omni RMS. “Levels of engagement and value driven by their circle should be much higher.” You must be informed – it’s amazing how few professionals truly read behind the headlines, says Hobsbawm. Have something to say and get your own story straight.
Working the room
“Smile and look slightly above the heads – not a massive ‘don’t-approach-me-I’m-mad’ grin – but a confident smile can trick your body into feeling comfortable,” says Lucy George, media trainer at Wordville PR. Avoid the business card cliché – very 20th century – and only offer them if asked. Try a simple, “how are you today?” or something personal to get a proper connection going, says Hobsbawm, and the conversation might flow. Be authentic – the best contacts are those you actually like.
Don’t apologize for your business
In networking situations, listen and listen again, but don’t fall into a polite trap, says Rebecca Scully, managing director of PR agency Smarts. “Make sure the conversation works for you both and be sure to have your say.” If you get stuck in conversation, try: “It was lovely to meet you, I’m off to circulate a bit. Have you had a look at the delegate list?” suggests Natalie Sanderson, managing director at Sublime PR.
By going alone you force yourself out of your comfort zone and open up possibilities. Find someone else who’s alone or small groups, but avoid large gaggles who know each other. Prepare by mugging up on who’s who and have a wish list of contacts before you arrive.
Keep them warm
Nurturing your network is harder than the first contact. “Follow the 24–7–30 rule,” says Lopata. “Get solidly into their network. Make contact, within a day, a week and a month – then you can go longer without slipping from memory.” Be willing to give, even if it’s not directly to someone who’s helped you, as networks aren’t a straight quid pro quo setup. Catch up with people on a commute, over coffee or send them articles which might be of interest.
Who to avoid
“Black holes – networkers who take and nothing comes out, not even light,” says Cliff Findlay, creative director at Latitude Solutions. He voices a common complaint – networkers who ruthlessly exploit their contacts but don’t listen and don’t return favors.
Reprinted from: theguardian – www.theguardina.com – 2.19.13
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