Networking 201 for the Network-Challenged

Last week we talked about how to find great events to begin and expand your comfort zone with networking. 

This week let’s explore what you can do prior to an event that will help you make the most of it.

Let’s assume you were able to identify 5 or 6 great events in the next two weeks that you can attend, and 3 or 4 of them feasibly work with your schedule. 

You have a decision to make right now for some of them with limited attendance and registration cut-off dates.

If they require tickets and you cannot afford to go, as advised last week, contact the organizer(s) to see if they could use an extra volunteer. Once you commit to being a volunteer, show up 15 minutes earlier than you committed to. Follow through, but remember that emergencies happen. Take care of an emergency, but if you say you’ll volunteer and don’t show up, you’ll be lumped into a category of past volunteers who flaked. In essence, you’re flaky. That’s the opposite impression you want to make.

Not all events require you to commit to going, and I wouldn’t always advise you to be early. Sometimes, it’s best to talk to people when they’re fresh, and sometimes you’ll find that people need some time to warm up and get in the groove. I’ve even showed up to networking events late, which is better than never, and found that the exact person who I wanted to meet was still there and heading to grab a bite to eat, so we did together and accomplished so much. If you’re just a guest, know that it may not be of consequence to anyone else when you show up. When you show up can be based on what you hope to achieve.

Set your intention. What is the best thing that could happen from you attending this event? Take a moment to visualize it – statistically, this leads to increased chances of synchronicity, or luck.

Check the attendee, speaker, and sponsor lists ahead of time. If there is someone you want to meet, don’t wait until you’re at the event to approach him or her. You’ll risk competing with many people. Touch base ahead of time via LinkedIn, e-mail, or twitter. A sample message would be:

“Hi, Rachel. I’m looking forward to the XGAMA Conference coming up. I see you’re speaking and wondered if you could meet up for coffee beforehand so that I can help you get what you hope to out of the event. Please let me know if you can show up 20 minutes early.”

You could also invite them to call ahead, but be sure to make it a point to introduce yourself at the event. By then you probably will have established rapport and deepened it by associating your face with your name. 

With whatever they share with you about what they hope to get out of networking, be proactive in delivering it. If you get motivated my missions or games, make it one. For example, give yourself 5 points for every lead you send another person’s way. Set a goal of 30 points. If you reach 30 points, treat yourself to a milkshake. 

 Do some homework on people. It can help to give you an idea of something you have in common and can use to build rapport. However, even though some of us keep our profile’s mostly public, there is such a thing as knowing too much. What’s fair game? Not kids! Nothing sets alerts off like people who know too much about my kids. Not neighborhoods, either, which is a bit too specific. Avoid scandals, as well. Politics and religion are usually considered taboo, but there is a context for them.

Big trips, public company initiatives, non-profit activities, industry trends, local developments, hobbies, and pop culture are usually safe enough to generate a good conversation that leads to deepening your understanding of another.  

Let’s remember that that is what this is about. You don’t have to mingle with everyone or hobnob with people you have nothing in common with, especially values. On the contrary, you’re there to find the few people who will become strategic partners with you in creating a better future. You’re looking for resonance. Much like a funnel, you might need to meet with 20 people to find 10 who are willing to talk further and then 4 or 5 with whom you will develop deep rapport and synergy. If you’re lucky, at least one of those will become a lifelong friend. 

Generate some questions and practice them.

Develop a powerful call to action. A 2016 blog shared a great formula and example for this. Since then I have enhanced it and created a builder for my clients and students. The enhanced formula is below:

I am looking for introductions to [who], who are experiencing [pain/challenge/initiative 1] and [pain/challenge/initiative 2] so that I can [solution/skill #1], [solution/skill #2], and [solution/skill #3] so that they can be/do/have [ultimate business outcome #1], [ultimate client/customer outcome #2], and [ultimate emotional outcome #3].

It’s ideal if instead of memorizing, you can hone one statement and become comfortable delivering it naturally. Then as you get comfortable, expand your database for each component for a different audience or to promote a different skill or outcome. It’s like doing Madlibs on the fly. The key to inspiring people to help you are the associated outcomes. The thing that makes your mission and value crystal clear and memorable is the emotional outcome. As logical as we think we are, most of our decisions are driven by emotions. Also, when someone confides in another about their work pain, the tendency is to share the emotional context of a story. This is what clicks for people the most, leading to a moment where you can say, “I know someone who complains about technology breaking” or “I know someone who would love to triumph in their finances!” This is where the magic happens. 

Before you walk into an event, take a moment to ground and calm yourself. There is a meditation I teach my students and clients that enables you to slow your heart rate and embody your highest self, which makes you more confident and magnetic. There are a lot of meditations out there, any number of which will be beneficial. It matters less with what kind of meditation you do and matters more that you do it. Take some deep breaths. Remind yourself that no matter what, you are loved and whole. You are deserving of your ideal outcome. Then visualize what you intended yet again. 

In the next couple of weeks, we’ll cover more about how to ace networking in the moment, and how to carry the energy forward to make magic happen. 

Please share with us your stories of applying these tips.

Karen Huller, author of Laser-sharp Career Focus: Pinpoint your Purpose and Passion in 30 Days (bit.ly/GetFocusIn30), is founder of Epic Careering, a corporate consulting and career management firm specializing in executive branding and conscious culture, as well as JoMo Rising, LLC, a workflow gamification company that turns work into productive play. 

While the bulk of her 20 years of professional experience has been within the recruiting and employment industry, her publications, presentations, and coaching also draw from experience in personal development, performance, broadcasting, marketing, and sales. 

Karen was one of the first LinkedIn trainers and is known widely for her ability to identify and develop new trends in hiring and careering. She is a Certified Professional Résumé Writer, Certified Career Transition Consultant, and Certified Clinical Hypnotherapist with a Bachelor of Art in Communication Studies and Theater from Ursinus College and a minor in Creative Writing. Her blog was recognized as a top 100 career blog worldwide by Feedspot. 

She is an Adjunct Professor in Cabrini University’s Communications Department and previously was an Adjunct Professor of Career Management and Professional Development at Drexel University’s LeBow College of Business She is also an Instructor for the Young Entrepreneurs Academy where her students won the 2018 national competition and were named America’s Next Top Young Entrepreneurs.