Learning to Network: 21 Tips for Successful Networking

More and more is being said about the importance of networking for making contacts that can ultimately help establish successful collaboration or meet a potential client. Some Latvian companies have already taken to organising business breakfasts or afternoon sessions - but how productive these are from the standpoint of expanding a quality contact network is another question.

In the best case, it is a pleasant chat and exchange of business cards; in the worst case - enjoying refreshments alone or in a group of colleagues while observing from the sidelines. Do we know how to network? What should follow after such a networking event? Where is the real gain?

Photo from www.levo.com

Searching for information, advice, and answers on various English-language websites, I eventually formulated a series of tips that could help in making contacts more successfully - and above all in maintaining them. Perhaps some of them will be useful to you too.

1. Don't be afraid to start the conversation first. Begin with even a remark about the weather or the venue; a question about whether they are here for the first time and what they expect from the event; an offer to introduce yourself; or a request to help introduce you to someone else present.

2. During the conversation, focus on the other person. Find out what drives them in life and at work. Ask, listen, observe.

3. When meeting someone for the first time, use their name several times during the conversation - thereby "recording" them in your memory while at the same time creating a more familiar atmosphere between you.

4. After the meeting, within no more than 48 hours, send a LinkedIn invitation to the people you met at the networking event who seemed interesting and with whom you would like to stay in touch.

5. During networking, instead of the dry question "Where do you work?", try asking questions that would reveal your conversation partner's interests, convictions, passions, and hobbies.

6. Don't come to a networking event with a list in your head of what you need from those present - come instead with a sense of what you can offer them.

7. Once a connection has been established in conversation, ask your partner which follow-up method would suit them best - by phone, email, LinkedIn, or otherwise.

8. Don't rush the relationship-building process; trust takes time. In other words, don't be too pushy - some people, particularly in our part of the world, find that off-putting.

9. Ask for help. Even with something trivial - borrow a pen to write something down, or ask someone to pour milk in your coffee. Of course you can do or solve all of that independently, but think of this action as an opportunity to start a conversation.

10. Don't try at all costs to infiltrate the group gathered around the leaders or key people at the event. Find a small cluster of people and become the conversation leader within that group - drawing listeners around you.

11. Don't monopolise one conversation partner. Get acquainted, establish contact, exchange business cards, and move on - turn to the next person, approach someone else present.

12. Prepare an elevator pitch (a 30-second self-introduction) in case there is an opportunity to introduce yourself publicly at the networking event. However, don't use it during networking conversations - that is the time for getting acquainted and making initial contact, not for selling.

13. Remember: at any such event, most people don't know each other and will be glad of the person who takes the first step or starts the conversation.

14. Sign up to speak at a seminar or conference. Networking will be much easier afterwards, as everyone will already know your name, role, and company name. Be ready to answer questions.

15. Help or offer to help. Share interesting articles, books, or insights you heard at another seminar or event.

16. Before heading to a networking event, glance at the morning news to be informed about what is happening in Latvia, in the industry, or in the area where the event is taking place.

17. Avoid questions that begin with "do you" and require a short "yes" or "no" answer. Use "tell me about..." instead.

18. Agree sincerely, disagree gently. Tolerance and diplomacy are valued in networking.

19. It is better to arrive at a networking event slightly early than late. If you are last, everyone will already have found their conversation partners and it will be hard to join in.

20. Control your body language - smile, stand or sit in open positions, i.e., do not cross your arms or legs, do not put up "barriers". Enter the room with confidence, greet those present and the hosts from the organisers' side.

21. Be an interested listener - maintain eye contact, nod. And when you are the one speaking, share your idea or opinion with passion.