How to Network
Overcome abiding "rules" and self-doubts including:
- Don't talk to strangers.
- Wait to be properly introduced.
- Good things come to those who wait.
- Better safe than sorry.
- I have trouble meeting people, I'm shy.
- I don't have anything interesting to say.
- Why would anyone want to listen to me?
Narrow down your definition of what is a "stranger" and visualize yourself mingling with the professionals in your field, confidently participating in conversation.
Practice a self-introduction. You need to have planned and practiced self-introduction so that it is clear, interesting and well-delivered. It should be tailored to the event and there is no need for it to be lengthy...8-10 seconds will suffice. Offer your listeners essential information: Your name, school and what you do/are interested in, your purpose at the event.
Move from the role of "guest" to the role of "host". Guests want to be offered a drink, introduced around the room; hosts begin conversations and introduce people to one another.
The fear of rejection is a self-fulfilling prophesy! -"GO FOR IT", and everything will turn out okay.
To work a room you should always have a purpose. Ask yourself what you wish to accomplish, both on a professional level and a personal level.
Networking allows you to build a resource pool of people, ideas and advice.
Show "Active Listening" Through:
- Eye contact, nodding, smiling and/or laughing
- Asking relevant questions, making statements that reflect similar situations
- Body language that is open and receptive.
Good Questions to Ask at Industry-Student Mixers:
- What type of work do you do? What is your latest project?
- How did you end up in metallurgy? materials science?
- What is it like to work for _____________ company?
- I'm interested in -----field-----, have you done any work in that area?
- Do you know anyone that has?
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To Leave a Negative Impression:
- Use "put-down" humour.
- Have one drink too many.
- Monopolize people's time.
- Wear inappropriate attire(low-cut dress, T-shirts...).
- Overload your plate, overload on cigarettes or cigars.
- Size people up by their titles.
- Exhibit loudness.
- Use a hard-sell approach.
- Complain (about the room,
- food, other people...).
- Isolate yourself with your friends - you are missing opportunities!
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To Leave a Positive Impression:
- Adopt a positive attitude.
- Focus on the purpose of the meeting.
- Use a pre-planned self-introduction.
- Think of small talk in advance; "A bore is someone who has no small talk... Silence is not golden - it is the kiss of death."
- Be a good conversationalist. This includes being a good listener; encourage people to talk about themselves and listen with both your ears and your face.
- If you have business cards, bring them along!
- Make eye contact. Eye contact is critical, but try not to stare. In North America the comfort range for eye contact is seven seconds, followed by looking away for the same time span. Different cultural groups have different standards.
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Techniques to Getting Introduced:
- The Buddy System: Introduce your crowd to their crowd.
- The White-Knuckle Drinkers Technique:
Look for someone who is alone, say hello and strike up a conversation. Often these people are more uncomfortable than you are and are delighted with practically anything that you have to say.
- Nametags:
Use the nametag information to start your conversation. Sometimes nametags are coded (member, non-member) so that you can make yourself an unofficial greeter of guests and new members.
- Opening lines:
The best opening line is "Hi" or "Hello". Some other good ideas are to comment on: the room, the food, the organization, the traffic, the guest of honour, the weather. You can make an upbeat statement; ask an open-ended question; make a positive self-disclosure.
- "Break and Enter":
This takes chutzpah (gutsiness) and sensitivity,
- Avoid approaching two people who are in an intense conversation;
- Approach groups of three or more, give facial feedback to the conversation, and once you feel yourself included, join into the conversation;
- be open to others who "want in".
- Moving on:
You should spend no more than ten minutes with any one person, the idea is to mingle. When you wish to leave, simply say "Excuse me, it has been nice meeting you."
REF: "How to Work a Room", by Susan Roane, Warner Books 1988.
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Technical Program