Not so long ago, I was sitting in our booth at ISSA/INTERCLEAN having a discussion with a new contact. Throughout our half-hour chat, a number of people waved as they walked by or stopped in to say hello. So many, in fact, that it prompted my new colleague to ask, “Is there anyone here you don’t know? And how can I meet them?” We laughed about it at the time, but it made me think.

In my 10 years with the publication, I’ve developed quite a large and diverse network of colleagues. To do the same, I’d suggest keeping an open mind and a positive attitude, and following these six tips:

• Networking with people who are different from you means understanding and accepting that to connect, it may take some adjustment on your end. If you do this, the benefit will be a whole new perspective to situations.

• Add value without expecting anything in return. In other words, don’t just think about what you can get out of the relationship. Make sure you have something to give, as well. This guarantees there is value to both parties and lays the groundwork for a strong bond.

• Don’t be afraid to step outside your comfort zone when reaching out to new people. Even if you’ve never spoken to them in the past, give them a call to introduce yourself — just make sure you actually have something of genuine value to share. Then, when you see them in person, follow up by reintroducing yourself and reminding them of the original discussion.

If you’re emailing, keep the message short and simple. When you can, include a complement such as, “I was impressed how you handled X and I’d love to learn more about it.” Then provide a clear next step — “Can I call you?”

• Always be prepared to start a conversation so there are no awkward silences. And instead of just comparing notes — “What do you do? I do X.” — have a compelling story ready or discuss a business book you recently read. Strive to be memorable.

Connecting with another individual is easily done if you create a memorable experience. When you first meet someone, ask them something that is unique to them. For example, ask them to share the wildest experience they’ve ever had. Then, whenever you talk with that individual, keep things personal, interesting and fun. You’d be amazed at the discussions that follow.

• If you’re looking to build a large network, keep the contacts organized. List their information along with how you met and notes about the relationship. This will be important as you build relationships with a diverse group of contacts.

• Keep meetings brief and end them on a positive note. Something such as, “It was such a pleasure speaking with you. I’ll definitely follow up on X, Y and Z.” Then, actually follow up. Because you’ve maintained a light and fun relationship, it’s not out of the question to touch base just to say hello.

These are simple techniques to adopt, but done well, they can be very successful.




POSTED ON: 11/24/2015