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You may or may not be familiar with the term networking, but you should be. The concept of networking is simple: It's planning and making contacts and sharing information for professional and personal gain. The key words in that definition are planning and personal. Networking has to be planned it doesn't just happen, and quality networking happens only when supportive or friendly relationships, as well as business contacts, are made.
Networking is a 24-hour process. You must always be on the lookout for people you
can include in your network, and whose networks you can join. Of course you shouldn't
expect to see results immediately. It may take years to see results, or it may bring
a phone call overnight.
1. SET YOUR GOALS. Decide who you want in your network. Will it be professors, friends, executives, or alumni, or a friend of a friend? Then plan how you will make contact with them. Some people prefer telephone calls to writing letter. The trick is to do what you are most comfortable with. Networking may also involve attending a conference, luncheon, or organizational meeting.2. PLAN YOUR STRATEGY. Make lists of names. Recontact people you have been out of touch with. Send a friendly note to them. And don't forget to make cold calls. Maybe you've read articles about "stars" in the profession or friends have told you about wonderful speakers or professionals they've heard or met. Make these people part of your network.
3. TAKE ACTION. Set a timetable to achieve your goals. Create a notebook to record who you've contacted or met and what the outcome or response was. Stick to your schedule and stay on track. It is a good idea to set aside a specific time and day of the week to do your calls and write your letters. Also, if you are attending a meeting or conference, set goals to meet a certain number of people or leave a certain number of business cards (Note: You don't have to be working to have a business card. As a student you can put one together that simple states your area of interest).
4. PREPARE. Before arriving, find out as much as you can about the group and what the agenda is for the meeting. It's often a good idea to make contact with someone who is hosting the event or meeting beforehand. Ask a question about the speaker or how long the event will last, and of course get the person's name you are speaking with. This way you will have forged a connection and will have a friendly face to look for when you arrive.5. PSYCHE YOURSELF UP. Your attitude is your most important asset. Refocus youR preoccupation with your anxieties by thinking about the other attendees. Pretend you are the host of the event and concentrate on others having a good time (this may mean getting the person you want to make contact with a drink, or asking them what they think of the event). Don't think of the people at the event as a mass entity but as individuals whom you can meet one-on-one. Keep to your goal and seek out those who you wish to make contact with.
6. TALK SMALL. Have at least three "small talk" questions in mind that will serve as conversation openers. ("How did you find out about this meeting tonight?" or "What are you hoping to learn from this conference?") Ask open-ended questions that draw people out, then turn their questions into two-way conversations.
7. SEEK EVERY OPPORTUNITY TO MEET PEOPLE. Don't wait until you actually walk into the meeting room to begin networking. If you notice a group in the parking lot or in the elevator, take the opportunity to strike up a conversation. "Are you going to the meeting? Did you have a hard time finding this place?"
8. USE YOUR NAME TAG TO YOUR ADVANTAGE. Attach your name tag to your right lapel. This way, when you extend your hand to meet someone, the person's eye moves easily to your name tag. Make sure the name is easy to read and stands out. When you meet someone new, use his or her name tag to establish common ground and strike up a conversation.
9. FIND KINDRED SPIRITS. Making eye contact is one of the most crucial tools for successful mingling. When you are seeking people to talk with, scan the reception area for eye contact and friendly smiles. A person who averts their eyes and turns away will not be approachable. Also, seek out people who are by themselves. Instead of going up to a group of five people gathered around the bar laughing, find someone on equal footing standing alone and looking uncomfortable.
10. SEAT YOURSELF STRATEGICALLY. If seats are not assigned at the event you are attending, use this opportunity to meet new people. Do not approach a round table where eight people are seated and only one or two seats are left. The group will already be engaged in conversation and may not notice your arrival. But is you approach a table where few people are seated, you'll find them eager to welcome you.
11. BE ORGANIZED. All you contacts won't do any good unless you organize them. Categorize your contacts and keep track of the calls you make.
12. FOSTER A GIVING ATTITUDE. Call contacts or drop a note in the mail every few months to say hello and to offer your help. For most people, a no-strings-attached phone call will be a pleasant surprise and genuine concern and support will pay off when you do need help.13. REMEMBER THE "LITTLE THINGS." Send contacts and colleagues copies of newspaper and magazine articles that you think will interest them. Include a short handwritten note that can be as simple as "F.Y.I." or "Thought you'd like to read this." If the article relates to your mutual profession, this will raise your credibility because it shows that you keep abreast of industry happenings. In fact, many professionals are so busy they often do not have time to read anything but a few major publications.
14. ALWAYS RESPECT YOUR CONTACTS' NAMES. Get an OK before you use a person's name as a referral to get to someone else.15. KEEP AN EYE ON THE CLOCK. Make Sure you call people at appropriate times that are convenient for them. Be aware of time zone differences. Don't wake someone up at midnight just to "touch base."
16. FOLLOW THROUGH ON PROMISES. If someone asks for a copy of an article you've mentioned, jot that request on the back of his/her business card and send them a copy within a week. If you offer to give someone a phone number, make sure you get it to her. Even if you haven't make specific commitments to your contacts, communicate to stay visible. Send them cards at holidays and articles. Think of creative ways to keep in touch.
17. THANK EVERYONE WHO HELPS YOU. At any given meeting, you're bound to come away with at least three tips. Thank the people who offered them, with a one-minute phone call or a brief handwritten note, to let them know what their help meant to you.
18. REMEMBER THAT NETWORKING IS A CHALLENGE. Always push yourself. Approach new people in the classroom, at meetings, or social functions and start a conversation even if you're in a bad mood. Taking the initiative really does pay off. Whether you're a novice or an expert networker, you get only as much out of networking as you put into it.
If you have a problem with any of the links provided, please e-mail us at aaf@siu.edu.
We want to make this site as useful and problem free as possible. Thank you!