Best Practices in Managing Contingent Workers
American Staffing Association
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Networking, Part 1
Working a Room | back to tip sheets
EVERYONE, whether outgoing or shy, has passed up on an opportunity to network. Most of us don’t welcome
the thought of walking into a room of strangers and feeling pressured to make a positive impression. Very few people are born great networkers. It’s a skill to be learned and improved with practice. And the benefits are many: potential clients, an opportunity to promote your business, a forum to practice your social skills, and business connections that can last a lifetime. This tip sheet shows you how to prepare for a networking event, to work a room, to push yourself out in front (without being pushy), and to generate the leads that count.
The Art of Conversation
The primary objective of working a room is to establish rapport with people through warm, sincere, and animated conversations. Out of this rapport, great professional relationships are born. Here are a few tips:
Prepare and practice your introduction. When someone follows up with the inevitable, “So, what do you do?” have a response that’s concise, natural and interesting. Here’s an example: “I’m a freelance Web designer. I specialize in helping small businesses develop a brand identity that they express through their web site.”
Speak your name clearly. If you have a difficult last name, use only your first name or repeat your first and last name a second time. The key is to be remembered.
Break the ice. There’s always something interesting about everybody, even if you’ve just been introduced. Why are they attending? Who did they come with? Why are they members of this association? Do they attend many of these functions? What do they hope to get out of the event? Do they know any of the other attendees? Even a mild compliment about a person’s broach or necktie, or a passing observation about a book that they’re reading can be a conversation-starter. Be observant. Always try to make the conversation about the listener rather than about you.
Active listening. Give the person you are speaking to your undivided attention. Don’t start scoping the room for other prospects. The surest turn-off is to telegraph that you’re “working the room.” And you can be rest-assured that the least interesting person to you will be the very one you should be talking to. Instead of using the networking event as an opportunity to sell yourself, look at it as an opportunity to learn something. Try to be interested as opposed to interesting.
Don’t be a leech. Know when to end the conversation and move on. Introductory conversations should be no more than 10 minutes. Don’t monopolize someone’s time. You can always touch base with the person later in the evening if you wish. Have three or four “conversation ending” phrases memorized. Here are a few possibilities:
- I know you’re here to meet new people, so I won’t take up all of your time.
- It was nice meeting you.
- It was nice talking to you. Good luck with your job search (or vacation, wedding, etc.)
- I’m sure we’ll meet at another function in the future.
- I hope you enjoy the rest of the (party, conference, workshop, meeting, etc.)
Be aware of your non-verbal cues. You communicate with your body language as much, if not more, than with your words. If you shuffle about, give a limp handshake, or stare at the floor, you probably won’t make a very good impression. A direct gaze, firm handshake, and engaging, confident smile will win people over every time.
Small talk vs. Shoptalk. According to Susan RoAne, author of How to Work a Room, a good strategy is to select three pieces of small talk about yourself that you can volunteer. Do you have a favorite hobby, sport, vacation experience, etc.? These pleasantries don’t have to be profound, just sincere. You’d be amazed at what you can integrate into a conversation. Launching right into shoptalk will bore and exasperate people. Keep the dialogue light and fun. . . nothing too deep, too probing, or too intimate. Stay abreast of current events, and try to avoid provocative topics such as religion or politics. Basically, any subject that makes people feel more comfortable and at ease is fair game. You are much more interesting than you give yourself credit for!
The 30-Second Commercial
For job seekers, the 30-second commercial, sometimes called “the elevator pitch,” is essential. You want your name and face to pop into people’s minds when they need a particular service. Your pitch should basically be a summary of your resume, focusing on three to four key points designed to attract someone’s attention. Although you will have spent some time refining and practicing it, your pitch should come across as unrehearsed and spontaneous. An example:
“Hi, my name is Helene Davis. I’m a Print Traffic Coordinator. I serve as a liaison between my company’s creative and production departments. I make sure print projects are produced on time, within budget, and at the highest possible quality. It’s a great job, because I can really make things happen. I love delivering a final product people can be proud of.”
If you’re seeking employment, now is a good time to ask, “Who in your company would be charged with hiring a person with those types of skills?” Don’t be shy about writing down the lead, and don’t forget to jot down the name of the person you’re speaking to so that you can use it as a “referral.”
Networking Blunders
Good manners equals good business. The most important thing to remember as you network is to be polite and courteous. This means having a regard for the feelings of others. Here are some networking faux pas:
- Inappropriate jokes, stories, language or dress.
- Buzzwords or highly technical terms that people don’t understand or that make you sound self-important.
- Loud, conspicuous behavior.
- Excessive eating or drinking (eat before attending the event so that you won’t be concentrating on the food. Or at the very least, get your food and eat quickly and away from others, so that you can return to networking in short order.)
- Sitting, fidgeting, or responding to distractions.
- Complaining about anything or anyone.
- Pushing your own agenda to the exclusion of everything else.
- Controlling the conversation by overwhelming the listener with a barrage of questions.
- Deciding who to talk to based on their title or perceived importance. Be nice to EVERYONE. Don’t make judgments based on physical appearance. Look for areas of commonality.
- Being a wallflower. You’re attending this event to gather information, make contacts, and to tell your story. Decide before you attend what your definition of success is (maybe it’s just to speak to two or three people who can direct your job search), and then keep that goal in mind as you work the room. Remember, it’s human nature to want to help others, so chances are high that if you present your job search challenge in a concise manner and have a strong, persuasive 30-second commercial, the vast majority of the room will want to help you if they can.
For more information about how to network, refer to Networking, Part II: Making the Most of an Event.
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