I was recently asked to do a presentation for a
local ABWA on Networking Etiquette. After doing a few hours of research, I came to the conclusion that most of what most articles were saying, is what I have been advocating in previous presentations and articles. Here is my synopsis. I have also included a list of resources at the end.
The diction
ary defines etiquette
as conduct
or procedure required by good breeding or prescribed by
authority
in soci
al
or offici
al
l
ife.
To me – Good Networking Etiquette is
in simple terms, just the good manners your Mama taught you.
So with this definition
as
a guiding principle, etiquette is even more
import
ant
in
a networking
situ
ation
th
an
in others bec
ause
most who
are
in the "t
aking" end do not even re
alize th
at their beh
aviors -
and even
attitudes -
are m
aking it h
ard for those
at the
"giving" end to be gr
acious
about being consider
ate.
Are you –
·
In Sales
o
Sales Reps use networking to build relationships
with potential and existing clients, prospects, and vendors. Let’s face it; people do business with people
they know, like, and trust.
·
Looking for a job
o
According to the Wall Street Journal, 94% of new
job finders cited networking as their primary mode of job search.
·
Have a job
o
Think you don’t have to network because you’re
not looking for a job or in sales? Think
again. A recent poll by Inc.com found
that 48% of their readers believed that personal connections are the primary
factor that most often leads to getting ahead in an organization. No matter how qualified you are, unless you
have strong relationships with key players, your advancement opportunities are
limited.
Really good networking is about humility and serving others.
Showing interest in others.
Seeking influence for the sake of making
people’s lives better.
Here are some ‘Dos and Don’ts’ for Good Networking Etiquette –
·
Arrive on time or better yet, arrive early. Check out the location. Meet the host.
·
Wear a name tag.
Wear it on your right side so that it is visible when you shake hands.
·
Have plenty of business cards that are easily
accessible. (Men do not carry your cards
in your back pocket.) (Ladies – you do
not want to have to dig in your purse for your cards. Better yet, leave the big bulky purse in the
car. Either wear a jacket with pockets
or carry a small shoulder bag so as to keep your hands free.)
·
Eat before the event or arrive early, eat and
then network. To me there’s nothing
worse than someone eating and trying to talk about their business.
·
(I found this to be interesting in my research)
Most people do not like to talk while they are in the food and/or beverage the
line, but they do in the dessert line.
So a good place to position yourself is near the desserts.
·
If you have to have a drink, carry or hold it in
your left hand so that your hand isn’t wet when you shake hands.
·
Don’t know anyone at the event? No problem – Go introduce yourself to the
person who looks lost. “Good things don’t
happen to those who wait – They happen to those who initiate.”
·
When introducing yourself, say your full name
and your company name, especially in a business situation.
·
Women should extend their hand first, especially
to a man. Have a firm not a weak or
death grip handshake – web to web.
·
Have a 5 to 10 second infomercial prepared – KISS (Keep it Simple). Focus on the benefit or goal of your business. Have it well rehearsed so that it is will
sound natural.
o
For example:
“I help people keep in touch with their clients and prospects with
affordable marketing solutions.” And then
say – “And what do you do?” put the
focus back on them.
·
Focus on the person you’re talking with. Make eye contact at least 60% of the
time. Or you can look at their facial
features. Smile and nod your head. Your non-verbal communication will indicate
that you care and have a genuine interest in what they are saying.
·
Listen 80% and talk 20%. It’s not about you; it’s about getting to
know them. Ask thoughtful questions,
i.e. How did you get started in business?
Or What is the most interesting aspect of your business?
·
If you are interested in following up with them,
ask for their business card. Look at
it. Comment on it or ask a
question. Again show interest. Don’t automatically hand over your card,
although that is what most people do and expect. Wait for them to ask for it.
·
Spend a minimum of 10 minutes with each person
so as not to monopolize their time.
After all you are both there to meet people. To excuse yourself, find someone that would
be good for them to meet and introduce them.
Or simply say, ‘It has been a pleasure chatting with you, and ask it you
can follow up with them (if that is what you want to do).
·
If you receive a referral or lead from someone,
be sure to
send a Thank You note, even if the referral or lead doesn’t work
out.
Letting the person know you
appreciate their help will keep you top of mind when something else comes up.
In closing -
Understanding and applying good networking etiquette will empower
you to build and nurture your own network. These lasting,
mutually beneficial business relationships begin with projecting an outstanding
impression, but are sustained through trust and the investment of time and
effort to help others.
Practicing good etiquette will not only get
what you want, it will also help position
you in a different way in the
eyes of those who are at the "giving" end!
After all – Good Etiquette is the lubricate that
makes things move smoothly.”
Get
out there and Network!
In gratitude,
Annette
"Helping You and Your Business Look Good"
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