"YOU’RE HIRED!"
THE BUILDING BLOCKS OF JOB SEARCH
by Michael Goldberg

Rules and Regulations for Successful Networking
By Michael Goldberg

I was recently reading the Pool Rules and Regulations for a golf and country club in town. You may not belong to one (I don’t), but you can probably imagine how strict the rules must be to even enter the pool area. At the gate, you have to show a picture ID, have your bags checked (no food or alcohol), sign an agreement stating that you understand the rules and regulations, get dusted for prints – the usual. It’s like being at the airport. It’s a safety and liability thing so they really cover their bases. Have comfort in knowing that the rules are strictly enforced by the lifeguard on duty. Hey, at least everyone splashing around you knows what they should and shouldn’t be doing.

When networking at a business meeting or event, wouldn’t it be great if everyone splashing around you knew what they should and shouldn’t be doing? If registration was treated the same way as entering the pool area, more of us would know the rules of the game. Imagine if everyone that attended association events, networking groups, chamber mixers, conferences, conventions, and cocktail parties had to read, understand, and sign off on the Networking Rules and Regulations? We’d do a ton more business and be much better swimmers overall. In fact, more of us would just jump right in. Without knowing the rules, it’s no wonder so many sales folks, business owners, and job searchers are fearful and uncomfortable when it comes to wading in even the shallow end of the pool. Below are some networking Rules and Regulations that might make the list. Swim at your own risk.

Proper attire required (no Speedos).
Determine ahead of time if the event requires business, casual, or very casual attire. There’s enough on your mind, why let your appearance and fashion sense be one of them?

Must be equipped with business cards, a pen, and other related swim gear.
It amazes me how many folks I meet at business functions don’t have a business card with them. Business cards breed business and seasoned pros know that. Or they should.

Know who you will be swimming with.
Do you know who rounds out the guest list? Have you determined ahead of time if your prospects, clients, referral sources, colleagues, associates, counterparts, competitors, or advocates will be in attendance?

Networking only, no selling allowed (no splashing either).
I’ve mentioned this in previous issues – networking and selling are two different animals. Use this event to meet and greet others, make a good connection, and take it from there. Otherwise, expect a loud whistle to be blown and to be escorted off the premises by the lifeguard on duty.

Be prepared to ask questions – about them.
Know what questions you will ask of all those you’ll be meeting. It’s the best way to start a conversation, learn about other professions and industries, and attract people to you. If you’re authentic, genuine, and a little lucky, you may have questions asked of you. Imagine that!

Greet and introduce others with passion.
I love introducing people I know to other people I know. It helps provide an easy connection for others, I’m helping the cause, and I feel pretty good about myself. What can be better than that?

If there is a connection, ask for their business card.
Don’t be shy. If you’ve spent time with a quality contact and you’re interested in continuing the conversation at a later date, ask for their business card. They might just ask you for yours. How else are you going to re-connect?

Hand out your business card (when asked).
I only hand out my card when asked. It seems rude to me to offer a business card to someone who may not want it. If they wanted it, they would ask.

Have a buddy system and help others.
I’m all about helping others get their feet wet and encouraging them to swim. It’s a nice thing to do and a big part of making a splash at the event. It’s also a lot of fun (and sometimes safer) to network with a buddy – especially if they’re looking to meet the same folks as you.

Mention your Call to Action – when asked.
Know what your purpose is and only share it when asked. If you don’t know or can’t share your purpose, it will be difficult making solid business connections (swimming metaphor aside).

Spend more time listening and less time talking (especially right after eating).
We spend way too much time thinking about shat we’re going to say next rather than listening to others. If we listen and learn enough, we may have something more worthwhile to say.

Know when the conversation is over and mingle with other swimmers.
Ask for a card and say your good-byes once the chat is over. That is, if it’s worth chatting again. If not, say your good-byes and offer them an opportunity to meet or introduce you to others. Or offer to do the same for them.

You must make a friend (or two) and have fun!
Once you meet a few great people and get the hang of a few of these swim strokes, you become much more comfortable in the deep end and it becomes more fun. Heck, you may even get some business out of it.

Establish these Rules and Regulations as your standard and help provide a safe and enjoyable swimming experience for all! Thanks for your cooperation.

Michael Goldberg is a speaker, trainer, and the President of Building Blocks Consulting. He helps organizations achieve measurable growth in sales, service, and leadership. Michael delivers seminars, runs sales meetings, and conducts training programs on networking, leadership, public speaking, customer service, and job search. He can be reached at 732-446-2233 or via e-mail at megoldberg@building-blocks.net.