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Networking 101

Posted on December 12, 2008 by Justin G. Roy

Great post on TECH cocktail the other day, 4 Rules for the Networking Rookie, where they highlighted an article from Silicon Valley Post.  The 4 rules, or tips, are:

  • Never, ever, underestimate anyone
  • Be genuine
  • Be patient.
  • Give before you get

This is good advice for any industry, from architecture and engineering to information technology.  Breaking into the “networking world” is not as simple as it sounds.  I have observed many people run into the room, pockets jam full with business cards, and shake hands with more people than a bottle of purell could keep up with. 

There is much debate over the “correct” way to network; there is typically a divide between the old way and the new way. 

Professionals who follow the old-school thought of networking try to collect as many business cards as possible to follow up with after the event.  Problem is, that person does not remember you.  Might as well save yourself some time and pull their information up on the internet and email them.

New-school networking involves actually talking to the person, finding out why they are at the event, who they are trying to meet, and what you can do for them.  Chances are, they are not attending to search for you.  However, this is a great time to help them, connect them with people they need to know, and solve their pain.  Is it an instant sale?  No.  But neither is the old-school way. 

It breaks down to this.  You either play the numbers game or the relationship game.  Numbers work for the present.  Relationships work for the lifetime. 

I ask you this.  Do you want a client right now for one sale, or do you want a client who will buy from you for life without needing a “pitch” every time?  Added bonus of the latter, he/she will introduce and endorse you to their connections. 

Seems like a no-brainer.  If you find yourself passing out cards, and not having a good time at a networking event, I propose the following challenge:  next event you attend bring 5 business cards, a pen, and a small pad of paper (to take any notes). 

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