Published December
2003
Social
functions:
an opportunity
to build network
Q.
The holiday season always brings with it many business-related social
functions that I find difficult to enjoy and appreciate. Actually, each
invitation fills me with a sense of dread. How can I shed these feelings
and attend these functions with a more positive attitude?
A. Building
new relationships is an important skill for anybody who wants to build
their business or advance their career. A great place to start is at social
functions put on by various business, special interest and industry associations.
You may consider
yourself painfully shy, but realize that to be in a professionally responsible
position, you have, on several important occasions, successfully overcome
your reluctance to connect with people.
Think of business
networking as an opportunity to make new friends. To make the most of
business networking functions, here’s advice I’ve gleaned from several
relationship-building experts:
- Toss away
your fears. If you approach networking worrying that people will
not like you, will laugh at you or reject you, it will show in your
body language. Replace those fears with confidence and you’ll come across
as a smiling, eye-twinkling and happy individual that anybody would
be happy to meet.
- Understand
your mission. Tuck away any thoughts of family or work problems.
Your only purpose is to get to know other people.
- Give and you
will receive. Have a game plan, including a few stories and a 20-second
individual “commercial” to present to others. Open yourself to encourage
others to “give back” to you.
- Perfect your
“ice breaking” technique. When meeting a person unknown to you,
make eye contact, smile, offer your hand and your name, and listen when
they return the courtesy. Then — and this is the hard part — say something.
You don’t have to be witty or even insightful. At least, sound friendly.
- Compliment
the person on something they are wearing or an accomplishment you know
about. Ask open-ended questions as, “I know very little about project
management consulting, can you tell me more of what you do?”
- Listen, repeat
and summarize. (“That is a very responsible position, can you tell
me why project managers are so much in demand these days?”)
- Search for
conversational “hot buttons.” Whether talking about business, career
issues or even personal matters, try to identify a personal passion.
Watch their eyes. If they light up, you’ll know you’ve hit a conversational
“hot button.”
- Leverage your
time. Since your goal is to meet as many people as you can, accomplish
your information gathering in three to four minutes. Gently break contact
by making eye contact with your next prospect. Politely excuse yourself
by saying how much you enjoyed meeting the person and, if they are a
promising business opportunity, promise to call in a few days to arrange
a longer meeting.
May your next networking
function be more enjoyable, productive and, most importantly, fun.
Eric Zoeckler operates
The Scribe, a business writing service with many Snohomish County-based
clients. He also writes a column on workplace issues in The Herald on
Mondays. He can be reached at 206-284-9566 or by e-mail to mrscribe@aol.com.
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