Networking

My role as an Account Executive involves more than a fair share of networking events. Some of these are with groups I have an existing connection with, however many others I am flying solo,

I hear many professionals, especially those earlier in their career, question whether they are good at networking. Whilst it’s true that the more events you attend, the more comfortable and less fazed you become, there is no true measure of success.

We will all have our personal idea of how good looks and feels. Of course an event you really enjoy and gain a lot from will be.  Sometimes just getting through an event you didn’t particularly enjoy feels pretty positive, a decent result against the odds! Sometimes it is worth just hanging in there, even when your instincts are guiding you otherwise!

I’ve had full days of networking, different events on the same day. I’ve been on top form at the morning event and nowhere near it at the afternoon one, and vice versa. That “social battery” really is a thing and getting it highly charged is the challenge. Being keen is one thing but being keen and energised is key? These events can be hard work (regardless of how enjoyable) so never underestimate the energy consumed by chatting and listening intently for hours!

The first key point in my experience is there is nothing at all to fear. Having said that, there will always be a decent percentage who do. No bad thing, that automatically elevates you from being one of the least confident in the room! Just do what you can do to  support those who look a little lost, it’s the nice thing to do and that person will remember the person who eased their anxiety and got them engaging. It also gets you off to a good start too, into a flow of discussion.

As for strategy, my best advice is to not have one! If you go to an event on a mission to tick certain boxes, it will almost certainly appear that way. Perhaps I secretly envy those who can work a big room and shake many more hands than I do, maybe I am in the minority with my approach. However my personal view is whether there is a room of 50, 100 or 250 people, I seek to make a handful (literally) of good connections, those with whom there will definitely be a follow up. I tend to enjoy a smaller gathering personally, the law of diminishing returns applies for me in a bigger room. I suppose I just like a more relaxed setting where quality discussion is possible.

If you go with a hit list of who you must speak to, you are unlikely to succeed – and even if you do, you will probably have to churn through a lot of people to reach your targets. That means a lot of quick chats and dealing out business cards like a croupier! Yes you will meet many…but you will connect with few.

I tend to just go with the flow and treat everyone how I expect to be treated myself. Often, indeed probably more than half of the time, I will spend time with those who may be less relevant to my business. However I speak to them in the same way (and for as long) as I would a prime target. Not only is this common courtesy but remember that every single contact is a potential bridge to someone you are keen to link with. Everyone knows someone you would like to know.

Ultimately what works for me though might not work for others. We also have to factor in our personal insecurities, no matter how confident. Mine is my height! I am perfectly happy being 6 foot 4 most of the time, however manoeuvring myself around a packed room is one of the exceptions. If I had a super power for networking, it would be a shrink option to around 5 foot 10 during events!! I think that would work better for me than feeling like Gulliver 😂

If networking and attending events is key to your career or even just advantageous, I can assure you that you will gain at least as much back as you put in. You will be looking forward to rather than fearing what is coming up in your calendar before long!