It’s Better to Network, Than Not Work

By Barbara Bartlein

A friend of mine recently lost her job after twenty-two years at Kinko’s. Twenty-two years! She informed me, “It never occurred to me that I wouldn’t retire at that job. I don’t even know where to start looking for my next position.”

The problem for most people making a job change in the middle of their career is that the “old” ways of obtaining a position no longer work. That is, you usually don’t find a higher-level job from the paper or sending out resumes. You find it by networking and connecting with people. Networking is really the marketing of YOU. Savvy career folks work hard at networking throughout their careers to build a “power rolodex” that they can access for advice, referral, and services.

In the fun book, How to Work A Room, Susan RoAne (the mingling maven) outlines several remedies for those that find it difficult to network for business and personal success.

1. Redefine the term “stranger.” Yes, I know, you were told to never talk to strangers. But when you are at a professional meeting, you already share interests or background with the other people in the room. Use the common denominator as an opener for the conversation; “How long have you attended the Garden Club events?” “How do you know the award winner?” “Have you attended meetings here before?”
   
   
2. Practice a self-introduction. What you say depends on the type of event that you are attending. At a business function, it is customary to give information about your career and position. At a social event, it is common to talk about your relationship to the host/hostess or your involvement in the event. A good introduction includes your name, a bit about you and why you are at the occasion, for example, “I’m John Jones. I am related to the mother of the bride.” “Hello, I am Susan White, I am from the NY office.”
   
   
3. Move from “guest” behavior to “host” behavior. Guests at an event wait for someone to greet them, take their coat, and initiate conversation. Hosts are much more active and make an effort to start conversations, meet people, and introduce others. In other words, hosts have something to do. Volunteer to help; staff the registration table, direct people to the room, hand out information. You not only will meet people, you will be popular with the planners.
   
   
4. Respond to rudeness as you would the flu…fly the coop! You may be afraid that some people will be unfriendly or openly rude. Well, that might happen. You may extend your hand in friendship and have them turn away. The best response is to simply move on. It’s more about them than you. Quickly initiate a greeting with another attendee.
   

Some Additional Strategies:

• Avoid the Grand Entrance. There is no such thing as being “fashionably late” to a meeting. Base your arrival time on the starting time of the event and avoid a conspicuous entrance.
  
  
• Use the buddy system. Make a deal with a friend and go to the meeting together. You can introduce each other to people, which will help break the ice. Brush up on your introduction skills and use openers that make people ask more questions.
  
  
• Read the nametags or ask for a card. Nothing makes people feel more special or more comfortable than when folks use their name in a conversation. Make a conscious effort to find out the name of whom you are talking to and then sprinkle it liberally in the exchange. You will also be much more likely to remember their name that way.
  

Practice working the room at every business and social event you attend. Remember: It’s not who you know; it’s who knows you.

The author wishes to thank Susan RoAne for her assistance with this article. For more information on How To Work A Room, see www.susanroane.com.

Sign up for Barbara's FREE email newsletter at www.barbbartlein.com. Barbara Bartlein is the PeoplePro™. She helps businesses sell more goods and services by developing people. She can be reached at 888-747-9953, by email at: barb@barbbartlein.com or visit her Web site at www.ThePeoplePro.com. Published in Networking Today, March 2002.