Networking 101

Originally published on LinkedIn.

You're in a room full of strangers at an event. You're probably feeling apprehensive about how to approach people, make a meaningful connection, and not be totally awkward. No big deal. The good news is almost everyone dreads this stuff - even extroverts. But with some preparation and thoughtfulness, you can totally rock your next networking opportunity.

Start off right
Ditch the question: What do you do?
Instead try: What brings you here?
I love this question because it cuts straight to the chase...
Why are you here and how can I help you?

Listen with the intent to help
I talk with a lot of people who assume that they have nothing to offer - and that's just not true! Everyone has the potential to help, even students, job seekers, and people early in their careers. Your contribution could be:

• A job lead
• A connection with someone else
• Suggestion for another event
• Knowledge about your industry/work
• Information about educational opportunities
• A friendship

Listen with the intent to learn
As you're hearing about their reason for being at the event, chances are good that you'll find out what the person does or wants to do. Follow up with questions like:

• What do you like about [doing whatever it is they do]?
• What excites you about [fill in the break]?
• What do you find challenging?
• What are you looking to do next?
• What do you want to learn?
• What did it take to get into [field or industry]?

Don't afraid to talk about non-work topics!
Be memorable by finding a personal connection. I usually start with something generic that's a good launching point, such as:
What do you do for fun?

You never know what you might learn. I recently shared with someone that I love to be creative in my personal life through cooking, gardening, and sewing - she immediately related to my gardening obsession and we had a great conversation. Shared experiences are the foundation for trust, and trust is essential for the person wanting to establish a relationship.

Make your pitch
Throughout this conversation, you'll have plenty of opportunities to share about yourself. Practice your pitch in advance to make sure it's brief, informative, and engaging. Be able to explain yourself 30 to 60 seconds - the more someone drones on about themselves, the less likely a connection is forged!

• Check out this great article on Elevator Pitch Examples and Writing Tips.
• LinkedIn Learning offers a 13 minute course on Giving Your Elevator Pitch that I think is fantastic and on-point.

Keep it going after the event
If you want to stay in touch with the person, make the ask:

• I've loved getting to know you! What's the best way to stay in touch?
• Can I connect with you on LinkedIn?
• Let's get coffee sometime - how's your schedule look in the next couple of weeks?

However you decide to communicate, make sure you take some time during the days/week after the event to follow up with a note that references something specific from your conversation. Consider setting yourself periodic calendar reminders to follow up and maintain the relationship. And finally, make sure to say...