I used to dread attending networking events and crowded
conferences. I'm a bit of an introvert and it always felt awkward
walking up to a stranger and trying make small talk.
It wasn't until I realized that some of my greatest
opportunities have come because of a chance connection made at a
conference or networking event that I started appreciating that dreaded
networking. I realized I needed to think of networking differently to
make it work for me.
With the Spring networking season entering full swing, it's
a good time to think about how you approach networking, so you can get
the most out of your time spent.
The World is Flat
Some networkers I know move through a networking event to
collect as many business cards as possible. They tend to put people they
meet into two broad categories: prospects or non-prospects. They
quickly discard the non-prospects as a waste of time.
That's a mistake. A non-prospect may be just as important
to your future needs as a prospect because they may connect you with
someone or something you need.
Remember six degrees of separation? With the introduction and widespread use of social media and other technologies, a study from 2012
shows that these days, it's more like four degrees. The more people you
know--really know--the more likely you are to make that important
connection you need to take your career, company, or venture to the next
level
Stop Working the Room.
The number one rule is to stop thinking about networking as
"networking." Networking should not be about meeting as many people as
possible in as short amount of time. There is no glory in returning to
your office with a handful of business cards if nothing comes from your
efforts, and there is no need to continually add to your LinkedIn
connections unless you can establish a meaningful relationship with
these new connections.
I work hard to figure out what I can do for someone else
when I meet them. Who can I connect them to? What can I do for them
(outside of selling them my stuff)? What resource or information can I
share that will help them out? True connection is a two-way street.
Be Selective.
I attend one event a week. If I pick a new event, and it's
not right for me, I don't go back. If it ends up being a good use of my
time, where I meet quality people who are interesting and interested,
then it makes it onto my list of events to attend in the future.
One such event in Atlanta, started by Darrah Brustein, is
the Atlanta Under 40 event. Darrah's event attracts almost 200 people a
month. There is an unspoken rule that people don't sell to each other
at Atlanta Under 40--it's about getting to know someone new. Her event
has been so successful that she recently unveiled an Atlanta Over 40 to
give everyone a place to make new connections.
Focus on Only a Few.
One of my colleagues makes it a point to only meet one
person at any given event and spends his time really getting to know
that one person. He relies on that deep connection to potentially
connect him with the rest of their network.
I am not as hyper-focused, but try to have a meaningful
conversation with only about five people at every event I attend or for
each day of a conference. This results in enough contacts to plan one
day of meetings and get to know each of them more deeply within a couple
of weeks of the initial introduction. I have found that seeking to
establish a quality relationship with a few people provides the greatest
payoff for my efforts.
It's About the Follow Up.
Quinetha Frasier of First Born Group follows a philosophy
that I have always found to be true, but didn't put it into words as
precisely as she has. She believes that if you don't follow-up with
someone within 10 days after meeting them it was never meant to happen.
She goes so far as to say that if you don't MEET in 10
days, then it wasn't meant to be. This is her way of determining those
that are really serious about establishing a relationship and those just
connecting for the sake of connecting.
No comments:
Post a Comment