I’m sure you’ve been here before.  It’s the night of that professional mix-and-mingle you’ve had on your calendar for over a month, and now, after a good day’s work, you’re rolling down I-240 rehearsing your elevator speech.  You run through the typical stuff: your name, where you work, what you do, what sets your product or service apart, and so on.  Then, when you arrive, you engage in a pleasant evening of business banter.  If you’re fortunate, you might even make a few connections.

In networking spaces like these, sales talk feels a little more natural.  You don’t want to be too heavy-handed, of course, but to some extent, everyone expects to hear your best pitch --- as you do theirs.  But how do you network at events that don’t function so clearly as networking opportunities?  For instance, your daughter’s soccer game may not strike you as the most fertile ground to gather prospects.  Nor would your friend’s dinner party appear to be your best chance to build rapport with a potential client.

For the more informal connection opportunities that you encounter, consider the pointers below as you amp up your networking efforts.

Come to Others’ Aid:

  1. Provide a helpful tip --- whether business-related or not.  In the course of discussion, you may recognize that your conversation-partner has a need that you’d be able to meet.  It might pertain to your specific product or service, or it could be a more general, light-hearted question, like what TV series to tackle next or how to master a certain recipe.  This is a great first step for forming a relationship --- professional or otherwise!

  2. Sincerely sing their praises.  If you notice something positive in the person with whom you’re speaking or in the organization that they represent, be explicit about your plan to communicate that to others.  A referral is perhaps the greatest review you can give to a person or company.

  3. Be a quick and cheerful volunteer.  Be willing to lend a hand with the most basic of tasks --- whether it’s picking up trash following the PTO gathering or handing out Gatorades and Chick-fil-a sandwiches after the kids’ basketball game.  Even if people don’t notice, you’ll begin to develop the disciplines of a servant-leader.

  4. Actively listen.  Maintain eye contact; nod in understanding; ask follow-up questions.  These are just a few of the countless ways you can indicate to someone that you see them, hear them, and value what they say.  Be quicker to ask others about themselves than you are to talk about yourself.

  5. Exhibit excitement.  If you’re enthusiastic about what you do, others will feed off of your energy and will be more likely to seek out your services.  A simple change in posture and added skip in your step can make all the difference in attracting positive attention from others.

 

Stay in Touch:

  1. Find mutual friends.  If you live in the “big small town” of Memphis, odds are you and just about anyone you meet will know at least one of the same people.  Capitalize on that connection!  Having a relationship in common may open doors to spend more time with the person you’ve met.

  2. Pinpoint shared passions.  Early on, you might discover that you possess similar interests.  Try to highlight those, as they often serve as building blocks in both personal and professional relationships.  For example, if you favor the same coffee shop, use that as both the venue and the justification for your next meeting.

  3. Do your homework.  Now, let me be clear: this next suggestion is not intended to promote or condone cyber-stalking.  But if you are interested in learning more about someone’s professional background and involvements, try to locate them on LinkedIn or read their bio on their organization’s website.  You might discover a point of connection that you can bring up the next time your paths cross.

  4. Swap numbers.  If they appear to be interested in learning more, offer your contact info to them.  This doesn’t have to be as formal as supplying a physical business card, but they may want one of those as well, so be prepared.  Then follow up in a prompt manner to show that you value their time and want to prioritize getting to know them.

 

Refine Your Skills:

  1. Practice makes perfect.  If the thought of networking makes you nervous, fear not!  With time and repetition, you’ll become a pro at it.  Don’t feel like you have to plunge into business talk right away; ease into it through more natural conversation.  You certainly don’t have to force the issue --- as a matter of fact, the more organic the discussion, the better.

  2. Sincerity is key.  It’s a vital ingredient in effective networking.  People can easily tell when someone is more focused on scanning the room for their next prospect than they are on sustaining their current conversation.  In networking, establishing and investing in a few quality professional friendships is far more beneficial than bouncing around from contact to contact, unable to cultivate a true connection at all.

  3. Create opportunities.  If you wish to broaden your network even as you deepen existing relationships, keep an eye out for events that will afford you chances to do so.  Even better, take the initiative to host such gatherings.  They don’t have to be as large or as formal as an official networking event, but something like a dinner party can help you to progress toward this goal.

  4. Be perceptive.  Often, it’s as important to know what not to say as it is to know what to  If you can tell that there isn’t any interest, don’t launch into business-speak just for the sake of it.  An ill-timed sales plug can alienate a potential contact.

Ample opportunity awaits to sharpen your networking prowess.  And you don’t have to wait for the next after-hours professional event.  You can begin now by applying your networking skills and cadence to all sorts of social settings.  Use these tips as a starting point as you look to broaden and deepen your circle!