LOST TOUCH? Call or e-mail and say, “Isn’t it about time for our annual lunch?” That invitation lets both of you off the hook for waiting so long to re-connect. It’s never too late to reach back and re-vive a good relationship. Take the initiative to re-activate your relationships now.
FEELING SHY? You’re not alone. Almost 60% of Americans say they’re shy. You don’t have to be born with the gift of gab. Learn the rules – the “netiquette” of networking – and get the tools – the skills of networking that take you from Hello to Goodbye – and your shyness will diminish. Find a role model. Ask your mentor for tips.
CAN’T REMEMBER NAMES? Our research indicates that 97% of people have trouble getting names. The problem is that the name exchange takes only five seconds! Do it this way: repeat your contact’s name (It’s nice to meet you, Bob.); ask about or comment on the name (Oh, I can remember your name; my cousin’s name is Bob.); ask for the last name again (Tell me your last name again. . . .). Then hang on to Bob’s name long enough to introduce him to someone else at that event.
WANT TO GET MORE FROM NETWORKING EVENTS? Prepare to be spontaneous. On an index card, jot down three things you want to find learn or connect with – your GETS; turn the card over and write three things you’re enthusiastic or excited about – your GIVEs, conversationally speaking. When someone says, “What’s new?” give something or ask for something. Good conversations search for commonalities and needs. Bring up topics you’re truly interested in, knowledgeable about, and looking for both in your leisure life and your professional life.
THINK NETWORKING IS NOT WORKING? Networking is a professional competency. In organizations, power comes from being an information broker – someone who can stimulate collaboration and make things happen. This power has nothing to do with your place or the organization chart. So get out of your cubicle and build a deep and broad circle of contacts.
From Make Your Contacts Count: Networking Know-How for Business and Career Success (2nd Edition, AMACOM) by Anne Baber and Lynne Waymon. For a free e-newsletter, visit www.ContactsCount.com. Baber & Waymon are also authors of The Networking Competency Assessment that measures networking skill in 8 Competency Areas.
