Networking: Just do it!

So you've heard that networking can help you as you build your career, and you've decided to take the next step. The first thing is to remember that you can do it-you have the power. The next time you're at an event, use some of these easy-to-implement, no-nonsense ways and practice your networking skills.

Establish a Stretch Goal: Decide how many people you want to meet, and make that your goal. Be realistic; your goal should be achievable, but also should require you to push yourself and really try.

Introduce Yourself: A great way to network is simply to introduce yourself to anyone who is standing alone.
• Engage them by being curious about them; ask something about who they are, what they do, who they work for, who they know, what they hate about these types of parties-strike up a conversation!
• Ask for business cards so that (a) you can remember their names, (b) you have a record of who you talked to and how to reach them, and (c) you can use the back of the card to write down what you want to remember about them, and any next steps you'd like to take.

Establish a "Relationship" Stretch Goal: Grow your relationships with the people in attendance who you know already.
• What new information do you want to share with them? Think creatively.
• What specific questions would you like to ask them? Get interested and let the conversation flow.
• Decide on a good next step for both of you (a meet, a meal, a phone call, etc.).
• Give the people you talk with your undivided attention. Get engaged by asking questions you don't already know the answers to!

Keep It Going: When the conversation lulls with one person, move on politely. Saying, "Excuse me, there's someone I want to meet (that person standing alone over there)," is perfectly acceptable. Smile and then walk away.
• If you run into someone you've already met and can't remember their name, simply say, "Hello again. Remind me of your name." And remind them of your name.
• If you find yourself back with someone you didn't particularly care for, ask if they've met anyone especially interesting whom you might like to meet. Or point out someone you found interesting. Or do both. And then move on.
• Strangers include new friends you haven't met yet. So find someone who looks interesting and tell them so.

Check Your Progress: When you don't know what else to do, check your Stretch Goals and see how you're doing.

Remember, networking is always easier when you're feeling fresh, so don't put it off until the very end of the event. Most importantly, have fun! Enthusiasm is contagious, and if you play your cards right, you'll soon be the one who everyone else wants to meet!

Traits of Successful KPMG Networkers

1. Quality vs. quantity — The number of people you know doesn't matter. It's the quality of your contacts that does. Who are the decision makers? Influencers? Whom can you help, and how?
2. Slow down — No one gets married on their first date-business relationships take time too! Get to know people from a business perspective and a personal perspective.
3. Go low tech — In some cases, a quick phone call can be more efficient than many e-mails. Pick up the phone and even find time to meet face-to-face. E-mail is excellent when sending documents or directions-don't overuse it.
4. Diversity — In the financial community, a diversified portfolio is preferable. The same is true of your network. Mix it up!
5. Introductions rule — When someone takes time out of their day to make the effort to introduce you, it's the ultimate compliment. This separates name droppers from the genuine networkers.
6. Practice 3rd party networking — Take the time to introduce two people so they can benefit from meeting each other. You get to re-connect with someone when you don't need anything; become a "networking node."
7. Zen — Include positive people who add value to you and your network while keeping your distance from those who distract and de-energize you.
8. Avoid 911 networking — Build relationships BEFORE you need them; otherwise, you're just a people user.
9. Make random "hello" calls — When someone comes up in a conversation or comes to mind, make a random "hello" call. You don't need to have an agenda or a reason; simply share that they were in your thoughts and you wanted to connect.
10. Un-learn shyness — Research shows that we learn shyness. As a child you wander over to someone at a playground, introduce yourself, and play. As we get older we experience rejection so we learn to "shy" away from being friendly. If shyness is a challenge for you, start a conversation with a stranger in the elevator just before you have to get off. Say something quick — "great tie" or "have a nice day." Too often shyness is misinterpreted as indifference, and you don't want to send that message. Think friendly.

Top Ten Networking Tips

10. Build it before you need it.
• Don't get caught up in focusing only on what will get you through the day.
• Create a firm-approved project that forces you to learn new skills.
• Take on leadership roles in outside organizations.
• Spend time with those who are doing the jobs you would like to be doing.
• The more people you know, the more opportunity will come your way.
Remember: The people you know, know people you don't know.
• Network with everyone - cousins, brothers, acquaintances, the mailperson.
• Find a role model. Observe their behaviors.
• Just do it. Set a goal for yourself of meeting one new person a week.

9. It's what you give, not what you can get.
• It's what your team accomplishes because of you, not for you, that will help you make your mark as a leader.
• Don't schmooze-always try to have something to say.
• Don't come to the party empty handed. You need to give to get.
• People who offer their help or support without expecting anything in return are rewarded with devout followers.
• People who are focused on what they can get rather than on what they can give only experience short-term success.

8. Don't skimp on the details; they can make a huge difference.
• NO mass e-mails-ever!
• Be present and get engaged. Stop eating lunch at your desk, and challenge yourself to eat lunch with one new person each week.
• Become effective at entertaining at home.

7. Do Your Homework.
• Prepare a one-page synopsis on the person you are about to meet.
• Become involved with the things that are of most interest to them.
• Figure out what keeps them up at night, and be the solution.

6. Follow up!

5. Listen better than you speak.

4. Become an information HUB.

3. Master the art of small talk.
• Conversation currency - become a story teller
• Be aware of your non-verbal communication (body language).
• Ask open-ended questions and avoid asking, "Why?"
  • Tell me more...
  • How so?

2. Think "out of the box" when building your networks
• Librarian
• Lobbyist
• Journalist
• PR specialist
• Restaurant owner

1. Be interesting!
• Have a unique point of view. Be a person of substance and content.
• Analyze trends and opportunities; be out front
• Ask stupid questions - you'll be amazed at how much you can learn!
• Engage in unusual experiences that provide interesting conversation; e.g., take flying lessons!
• Develop a niche.
• Build your brand.
• Write articles and get published.
• Host a local cable TV show.
• Look for op-ed opportunities.
• Become quotable.
• Hire a publicist.