The do’s and don’ts of networking

Q: What do visiting the dentist, spending your weekend with the in-laws and professional networking all have in common?

A: Each can be painful, but you know it’s probably for the best.

You’ve no doubt read business columns espousing the importance of networking. If not, I’ll summarise:

• Networking = good.
• Holing up behind your desk = bad.
• Do lots of networking.

The rumours are true: you need to network. However, through the process of learning to network (and I’m still learning), I’ve noticed some common do’s and don’t's that can help to make networking more enticing than fixing that tooth cavity.

Do: divide and conquer if more than one representative from your company is attending a networking function.

Don’t: talk amongst yourselves against the back wall. This isn’t after-work drinks at the Court House Hotel, and you aren’t a shy 20-something seeking an attractive – you get my point.

Do: prepare a 30-second pitch explaining your business, and be ready to use it whenever you meet someone. It might not be within the first five minutes of meeting, but if you’re at a networking function, they’ll eventually ask “so, what do you do?”

Don’t: tell an accountant you’re into “maximising online brand opportunities to facilitate greater customer engagement for clients.” You build websites, dammit! If it’s difficult to explain then use a simple example of your work instead.

Do: focus entirely on whomever you’re speaking with. Show interest and respect by asking a couple of questions about what they do, how they do it, or their thoughts on a topic.

Don’t: scan the room while they’re talking to find someone else more important / interesting / good-looking. They’ll notice.

Do: feel free to leave a conversation if it has run its course. Tell them it was a pleasure to meet them and that you have to introduce yourself to someone else now. They shouldn’t hold it against you – it’s what you’re both there to do.

Don’t: feel like you’re married to the wallflower for the night. If you feel really bad about leaving them all alone, introduce them to someone else first.

Do: share tips and recommendations. Offering them some valuable advice off the top of your head or putting them in touch with a quality supplier paints you in a positive light.

Don’t: say anything bad about anyone. If you’re asked what you think about someone and it isn’t good, feign ignorance. If you’re really worried and feel you need to say something, a networking function isn’t the place to do it.

Do: talk about things other than work. Acceptable topics include hobbies, sports, kids and recent holidays.

Don’t: bring up the weather – it universally translates to “I’m out of interesting things to say, and I’m pretty sure you are too.” Obviously, avoid politics and religion too. You might not have a strong opinion, but someone else might, and they may unfairly judge you by it too. As Basil Fawlty said: “Don’t mention the war”.

• How to Network: A Summary
• Network. Lots.
• Divide and conquer.
• Learn a simple 30-second pitch.
• No-one likes a room-scanner.
• Work the room – don’t get stuck in one conversation all night.
• Talk about your recent holidays, unless they involved some sort of political activism or atrocity.

I’d be interested to hear your networking tips – feel free to comment below.

Duncan Watts is a Business Consultant for the 20/20 Group  in Cairns.