Good Ole Fashion Face-to-Face Networking

Networking is the “process” used for establishing a mutually beneficial relationship with other people whether that be for business or personal enjoyment.  Some will argue that business networking is done differently but I beg to differ.  If you have a hobby that you are passionate about, you want to meet and connect with people that have that same interest to exchange ideas and laugh over roadblocks.  Same is true of business.

Leaders in networking have self-confidence and don’t worry about being perfect.  Top 5 things that leaders do:

  1. Get rejected the most often.  That doesn’t make them a failure, they just “ask for the sale” more often than other business people.
  2. Makes mistakes.  After all, we are human.  Learn from those mistakes and move on!
  3. Make the final decision & COMMIT! Don’t continually second guess yourself.  Great leaders communicate with a sense of belief in what they are doing and with positive expectations toward the achievement of their vision.
  4. Show courage on the outside–even if they don’t always feel it on the inside.  Everyone is afraid sometimes.
  5. Find happiness and contentment in their work.  Life is short.  My extensive research indicates that we are all going to die sometime.  Do your best, follow your heart, and when you win…CELEBRATE!  If you should lose, just start over the next day.

How To Handle Uncomfortable Networking Situations

They are rude. It’s about them, not you – they are probably absorbed in something else or trying to act confident. Rarely do they intend to be rude. Let them save face, smile, say “enjoy the rest of the event” and move on.

You forgot a name. This happens all the time. Admit you forgot and make a joke about your temporary mental lapse. Be kind to others – don’t expect them to remember your name. Wear your tag and use subtle reminders in the conversation to help others place you.

Someone is clinging to you. Offer to introduce them to someone. Be compassionate, you are doing them a disservice if you let them use you as a security blanket all night – they will only gain confidence through practice.

The high pressure sales pitch. Run! (or, offer constructive feedback. “If you don’t give me space, I’ll feel too pressured to consider your product”)

Got a Limp Handshake? What Does it Mean?

What does a Handshake tell you about a person, and how you should proceed…Handshakes fall into 9 categories:

1. The Fettuccine handshake – Some folks will have you a limp, soft paw that feels like overcooked pasta. They are pessimists who need reassurance before anything else.

2. Squeeze the Lemon handshake - Some folks will squeeze your hand like a vise. These people, usually men, want to show strength and power- possibly to cover up an inferiority complex. Meet their needs with flattery.

3. Get a little closer handshake - The arm and elbow are bent and the right hand stays close to the side. This is the handshake favored by politicians and others who are hesitant to take risks. Use caution with these folks.

4. The Serial handshake - is used by folks who never miss the opportunity to shake hands. As soon as they meet you, they thrust their hand forward and shake with vigor. They seem insecure, so use more insistence than usual.

5. The Dead Fish handshake - This is not really a handshake at all. The hand is thrust forward and the fingers do not move. These people are saying “I don’t want to get involved.” Approach slowly.

6. The Robot handshake – The hand is offered quickly and automatically. These people are indifferent and self-interested. When dealing with them, show how what you’ve got to offer is indispensable to their needs.

7. The Jackhammer handshake – These hand pumpers have a lot of willpower and tend to be inflexible. You’ll have to be even more determined than they are.

8. The Prisoner handshake – These folks hold your hand and won’t give it back until they’ve got your full attention. These people may be opportunists. Emphasize what good fortune it is that you’ve met, and pursue your objectives.

9. The Normal Handshake – This open, honest handshake means you can trust your instincts with the person who gives it.

Tips For Networking Events

  1. Know your strategy and goals
  2. Bring plenty of business cards
  3. Practice opening sentences (be natural)
  4. Wear Badge on right hand side so it follows the line of sight when shaking hands.
  5. Listen more than you talk
  6. Ask yourself how you can help them reach their goals
  7. Keep conversations short during networking time – no more than 5 minutes, unless you meet someone absolutely fascinating or you are seated next to them at a meal.
  8. WRITE NOTES on the back of the business cards telling you exactly if or how you want to follow up with this person.
  9. OK to bring a buddy, but resist the temptation to hang out with them.  Two people are not approachable.  Divide and conquer, then go back and introduce each other.
  10. Absolutely NO high pressure sales pitches
  11. DO THE FOLLOW-UP!

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