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Networking Article from Networking Today Canada, Nat'l

Networking With Style and Substance

Author: Colleen Clarke

Date: Jul 2009

If you have read my book, Networking How To Build Relationships That Count, you know I am fanatical about building relationships and encouraging you to share with others what it is that you need, be it a job lead, a networking contact, a cottage to rent for the summer or a business resource.

Like every other skill, networking requires practice and commitment. To really pull off savvy networking one must acquire a networking “attitude” or persona. Try these strategies as you are out and about this summer, either in business or social settings:

Make others feel comfortable – get others talking about themselves. Adapt the “hostess” mentality rather than that of a guest.
Ask open ended questions to encourage a complete response, not just a yes or no. And don’t offer multiple choice answers either.
Appear confident – emulate people who do this well. Stand up straight when you enter a room and when you are talking with people. Keep your head high, it may feel funny but it looks great and makes you taller!
Laugh at yourself – lighten up. Have a funny story, not a self deprecating one, to tell about a childhood occurrence, travel adventure or an embarrassing moment.
Lean into a greeting and smile – body language speaks volumes and accounts for 55% of the communicated message. Extend your hand, make eye contact and smile!
Show a sense of enthusiasm – smile, use your hands when you talk, use your face to express your emotions, feelings and thoughts!
Introduce others with enthusiasm – announce people, ta da! Introduce a younger person or lower ranking person to an older person or person of higher rank within a company. You only need to mention each person’s name once and do identify each person’s relationship to you. “Sam, I would like you to meet my boss, Mrs. Miller. Mrs. Miller, Sam is my cubicle partner at XYZ Company.”
Genuinely like people – develop a social persona. I have the philosophy that I already know all about myself and what I have been up to so I am always curious to know what others have been doing in their lives. I really want to hear about your life and find out more about who you are.
Make eye contact and listen actively – don’t interrupt or eye dart – nodding or saying “ah hah” shows you are paying attention. Look into a person’s eyes for as long as it takes to register the colour of their eyes.
Be well mannered – be gracious and polite – don’t interrupt or finish people’s sentences.
Prepare interesting vignettes – stock up on short anecdotes and up to the date news items that amuse or inform.
Look to agree on topics – a positive attitude attracts people and like attracts like. At the very least, rather than arguing or disagreeing, try saying, “That’s interesting. What makes you say that?” or “I’d be interested to know why you think that.”

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Colleen Clarke, Career Specialist, Corporate Trainer www.colleenclarke.com, is the author of Networking How to Build Relationships That Count and How To Get a Job and Keep It. She is a contributing author to The Power of Mentorship, spring 2009, book series.

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