Effective Networking I had a good conversation with a guy I met at a networking event about a week ago where he asked me what my feelings were on the best strategy for networking. He had been working on his PhD and had been in Academia for so long that he was interested in what my opinion was in regards to the most effective networking.
He explained that he had been told from one colleague that the best way to network was to use the "blitz" or "guerrilla" type of approach where you meet as many people as you can and only speak to each person for a small amount of time, as speaking to one person for too long may make you miss out on speaking to another. Interesting approach I thought, but I quickly thought of how many individuals I ran into at events that use this method and what my impression was of them. Needless to say, it was not good. In my opinion, when someone uses this method they appear fake, unauthentic, and insincere. This is a numbers approach, used in the traditional cold calling arguments by inexperienced, thoughtless sales managers. "The more people you meet (or call) the more chance you have of finding one that will help you (or talk to you)." Right...Do not forget the other aspects of that approach; the more you get labeled as a "robot" or "numbers approach person," the less people will want to talk to you... I do not claim to have the best networking approach, or even close to the best. In fact, I know I could work on my networking skills and I am constantly trying to improve. The methods I use are what I have found to be the most useful and beneficial. It involves a few things... First, I talk to people that want to have a conversation. But doesn't everyone at networking events go to network? You would think so, but the answer is no. You know the people I am referring to, as you have probably run into them. You don't run into them all the time but they are out there. They give the cold shoulder to you if they feel they know what you do, they stay in groups and try their best to not make eye contact because they might actually have to talk to you then! My advice when you run into people like this is to just politely excuse yourself and find someone
else to talk to, because in all honesty, they are not worth your time. Secondly, I talk to anyone who wants to talk to me and I give them as much time as needed, even if they have nothing to do with what I'm looking for at the events. Why do I do this? Well first off, it is common courtesy and polite to do this, and secondly you never know who they are, or who they know. Maybe because you took the time to have that conversation they remember you when they come across someone who needs what you do. In addition you will not be labeled as rude or stuck up to them or their friends or colleagues at the same events. The last strategy I try to employ as much as possible when networking is to get involved with the organization your using to network! After all, they are providing you with a venue to meet potential customers, partners, etc. We live in a society that revolves around so much taking and not much giving. I am heavily involved with two organizations I network at and I can tell you that getting involved works very, very well. In fact, I was told by a colleague at one of the events that it took him a full year to get anything out of the organization and the only reason he started getting leads out of networking there was because he got involved! Go figure... The bottom line is you have to give something to get something and more often than not you will get 10 times more than you have given. These organizations operate on a tight budget and do not have many people usually able to help. The ones that are on full time usually have their plates full and stacked on top of each other because of the lack of support from members. Think of all the benefits lending a few hours a week of your time can do for your networking. Oh and know those board members, or executives in the organization that you wanted to meet? Don't you think they take notice when someone else lends their time to help? Using these methods has helped me become well known in my area and in the networking organizations I attend. I have gained hundreds of new quality contacts and new business from these methods. I would strongly urge anyone looking for a networking strategy to employ some, if not all of these methods as they really work! The important thing to remember though with all networking is that it takes time. Those who show up for a few minutes,
shake a few hands, pass out a couple cards and leave do not get the business. The people who invest the time and have quality conversations are mopping it all up! I am glad this gentleman asked me this question because it's something I have been meaning to write about but I never really put any thought into it until I spoke with him. I hope that is beneficial to anyone reading and please feel free to contact me with strategies that have worked for you! If you are interested in attending or learning more about any of the networking organizations/groups that I attend, please see below for their respective websites.
- 128 Innovation Capital Group
- SBANE
- North Shore Technology Council
- North Shore Chamber of Commerce
- Inquisix
- Merrimack Valley Venture Forum |
