Best Practices in Managing Contingent Workers
American Staffing Association
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Networking, Part 2
Making the Most of an Event | back to tip sheets
Do you belong to your industry’s membership association? Are you regularly attending their events, even when you’re not seeking employment? Do you support that association by volunteering? If not, you’re missing out on some excellent opportunities to make important business connections . . . and you’re making career growth much more difficult than it has to be.
Handling Yourself Like a Pro
Networking events are mutually beneficial occasions where you get to share referrals, ideas, and information. Your goal at every networking event should be to generate quality leads. Target your conversations. A few good interactions that are effective and productive are far better than attempts to make a connection with everyone in the room. Here’s some “insider information” that will help you make best of the opportunities that are before you.
Honor the RSVP. Don’t decide to attend an event at the last minute and show up unexpectedly. That’s why RSVPs were created. Many events are catered, so it is important for those who’ve done the planning to know exactly how many people will be attending. In some cases, name tags and formal place cards may have been created for attendees. By showing up “unannounced,” you’ve placed yourself and the host in an awkward position . . . not to mention created a bad impression.
Identify your purpose for attending the event. How will you benefit? What are the professional payoffs? What are the personal payoffs? Is it worth the effort? Know who is sponsoring the event and whom you will be likely to meet there. If there are specific people with whom you would like to talk, write their names down. Set goals for yourself.
Do some research before attending. Who are the members? Which ones would you most like to meet? Which ones will be attending? Call the association that is sponsoring the event and ask them to check their registration list so that you can identify specific people you would like to target. Do a web search to familiarize yourself with what their companies do, the latest news, etc. so that you have a natural “ice-breaking” conversation handy.
Chip in. Volunteer to hand out flyers or other material for the event sponsors. This provides an easy segue into conversations with strangers. Volunteers who are working at the Registration Desk rarely have time to serve themselves food or drink. Ask them if you can bring them something. Also ask if specific people or companies are there so that you can “target” your networking efforts. They’ll be happy to look at their registration sheet and provide you with that information.
Concentrate on the association leadership at an event. They’re probably busy, but tell them your objective is to find a job . . . deliver your 30-second commercial, and ask for their help in introducing you to someone that may be a good resource for you. They know all the insiders. Ask if they have a job bank at their Web site, and what you need to do to register.
Attend the event with a buddy. Instead of free-falling your first time out, why not attend a few networking events with a friend or associate? When you arrive with a buddy, entrances are not nearly so intimidating. You and your buddy can introduce one another and save each other from tedious or over-long conversations. Always split up from your buddy shortly after your arrival. Remember, you are there to meet NEW people.
Arrive on time. Do not stroll in fashionably late. That’s ok for a cocktail party, but not a networking event.
Purposefully introduce yourself. Always keep one hand free for hand shaking, and when making your introduction, shake hands firmly, assertively, and cordially.
Focus on others. One way to get over the jitters is to approach everyone from the standpoint of what you can do for them. Networking events encourage self-consciousness. By focusing on someone other than yourself, you’ll find your shyness and inhibitions growing dimmer. Ask yourself how you can make someone feel more comfortable. Always enter the networking room as if you are the host, not a guest.
Finesse awkward moments. Forget someone’s name? Invariably you will run into someone you met at a previous event whose face looks very familiar but you “just can’t place it.” This “nightmare moment” is easily handled by simply approaching the person and stating your name first. Most people will reply in kind. Questions such as “Do you remember me?” are to be avoided as they put people on the spot and sound presumptuous.
Be prepared. Keep business cards inside your pocket where they can be retrieved easily.
Don’t expect a direct hit from one good contact. Oftentimes referrals come second- or even third-hand. Endeavor to make your network as broad and wide as possible. You can do this by getting involved in business organizations or associations, serving on a committee, attending a conference, joining a volunteer organization, and so on.
Relax and enjoy. Let your personality come out. Don’t try to be overly professional. You need to remember that at least half of those attending the event are nervous and uncertain as well, and they may not be nearly as prepared as you are! Contrary to what you might assume from the way they look, they’re praying that someone like you will come up and talk to them!
Name Tags
Many events provide name tags just as a matter of course. Underneath your full name, include a brief descriptor of what you do. Use your imagination with these. You might write “money maker” or “trend-setter” just as creative ways to make people laugh and get a conversation started.
Business Cards
Obtaining a business card or referral should not be a scavenger hunt. It’s not necessarily a great accomplishment to leave your card with every single person at an event. Pass out your cards selectively. Don’t indiscriminately give your cards to everyone who crosses your path. You’ll want cards from people with whom you’ve made a connection—people in your field who can and are willing to do something for you and you for them. Ask for business cards rather than offering yours. If you want a referral, give one first. Write notes about people you’ve met on the back of their business cards, or use mnemonic devices that help you to remember who they are and what they do.
You’ll want to be able to recall their face when you get back home.
Wrap-Ups and Follow-Ups
When you make the decision to leave a networking event, simply leave. If there is a clearly designated host for the event, make sure you connect with that person briefly before leaving to express your appreciation and say thank you. If this isn’t possible, always send a thank you note (handwritten, preferred). This is common courtesy and shows that you appreciate the business opportunity that was provided. You might want to briefly touch base with anyone else who might have provided a contact, referral or important piece of information. Afterwards, make sure you follow up with any contacts you made and are interested in pursuing. An email or phone call is not inappropriate.
Learn from your experiences. No one leaves a networking event without wishing he or she had said or handled something differently. It’s an evolving, learn-as-you-go experience that gets better and easier over time.
For more information about how to network, refer to Networking, Part I: Working a Room.
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