Power Networking Tips
by Barbara Gibson, ABC
Barbara Gibson, ABC, is an
intercultural communication
consultant, trainer, and social
media coach based in the UK,
with clients worldwide. In
2008/09, she served as the
international Chair of the
International Association of
Business Communicators, a
15,000-member global net-
work. She is an Accredited
Business Communicator
(ABC), and is currently pursu-
ing a PhD in intercultural
communication. Barbara is a
frequent speaker for local,
national and international
conferences. You can find her
on any of the following social
media sites:
Twitter:
http://twitter.com/barb_g
Posterous:
http://barbgibson.posterous.com
LinkedIn
http://www.linkedin.com/in/
barbaragibson
bgibson@culturalresolution.com
http://barbgibson.x.iabc.com
+44 (0)208 133 8829
Copyright 2010 Barbara Gibson
We all know we need to network, so we dutifully have business cards printed, we join associations, and attend
events. Uncomfortable in a crowd of strangers, we stand around waiting for networking to happen, or we spend
the whole time talking with the colleague we came with. The problem is, while we know we should network, many
people aren’t sure how to do it. So here are some top tips – updated for the social media age -- for creating a
powerful network.
1. The Golden Rule of Network-
ing: Work for your network.
Don’t look at networking with the
idea of “what can it do for me?”
See yourself as a resource for
every one of your contacts. Be
a matchmaker. Send business
leads and job leads to your con-
tacts. Like most things in life,
what you get out of your network
depends on what you put into it
first. The most powerful network
is the one that is made up of
people who owe you favors.
2. Remember that everyone else in
the room has sweaty palms, too.
Concentrate on making other
people feel at ease, not on your
own insecurities.
3. Nametags help. Wear your
nametag on your right side, as
close to your face as possible,
with your first name printed as
large as possible. Always in-
clude your last name and com-
pany.
4. NEVER get caught without a
business card. Tuck extras in
your wallet, computer bag, glove
compartment, etc. Carry a stack
to every event, and keep them
handy. If you’re between jobs,
print simple ones with all your
contact info.
5. Learn to “work the room.” Don’t
gravitate toward people you
already know well. Don’t sit with
people you work with. And don’t
sit until you have to. Make it
your goal to meet at least ten
new people at every event.
6. Develop and rehearse a 30-
second “elevator speech,” es-
sentially, the answer to the most
common question at any net-
working event, “What do you
do?” It should include two or
three sentences that describe
who you are, what you do, and
the kind of contacts you hope to
make. For example, “Hi, I’m
Barbara Gibson. I’m a cross-
cultural communication consult-
ant and trainer. I work with
global companies to help opti-
mize the performance of interna-
tional teams, and help execu-
tives to manage and communi-
cate more effectively across
cultures.”
7. Be a networking matchmaker.
As soon as you meet a new
contact, begin thinking who in enjoyed it. I hope I get the
the room (and in your network) chance to meet you sometime
they should be introduced to. soon.” Again, include your card
or contact details, and plan for
8. As soon as possible after meet-
further follow-up. If you get the
ing a new contact, jot down
opportunity to meet in person,
notes on the back of their busi-
introduce yourself with a re-
ness card. Your notes (for your
minder of where you saw them
eyes only) should include mem-
before, and a mention of your
ory joggers (mustache, red
note. You’ll now have the be-
hair), reminders of where you
ginnings of a solid contact.
met, what you discussed,
things you have in common. 13. All the tips above also apply to
online social networks. The
9. The next day, transfer their
counterparts to nametags, busi-
details and your notes into your
ness cards and elevator
contact management system
speeches are fully completed
(don’t get scared off, this can
profiles that include enough
be as simple as the Contacts
information for people to get to
file in Outlook or other soft-
know you and see if you have
ware).
things in common. Every profile
10. Follow up! Send a short note should include a photo (close-
or e-mail to strengthen the up of your smiling face), and
initial contact. This is where your full name. Provide links to
your notes from #7 come in your website, blog or other
handy. For example, “I enjoyed social media profiles. The
meeting you at last week’s more you cross-pollinate, the
IABC meeting. It’s good to more your network will grow.
know I’m not the only cricket
14. List your professional associa-
fan in the group. I’ll keep my
tions and other organisations
eyes open for a photographer
you’re involved with in your
for that project you mentioned.
profile or in a key words list, so
Hope to see you again soon.”
other members can find you.
A word of caution: unless sales
Then do a search in each site
information was specifically
on those key words and link up
requested, your first follow-up
with fellow members. This
should not be marketing-
strengthens your off-line con-
oriented.
nection, and opens up addi-
11. Maintain contact. Develop a tional contacts in their net-
tickler system to remind you to works.
touch base at least every 6-12
15. Join groups in social networks,
months. Any contact counts.
and then join the discussions.
You can send links to articles
Provide information, links to
that might interest them, send
articles that would interest the
invitations or comp tickets to
group, and respond to the
company events, or better yet,
questions and comments of
send them a business contact
others.
that will benefit them.
16. Make sure you’re engaging with
12. You can do #s 9 and 10 even if
others, not using social media
you haven’t actually met! For
as you would a broadcasting
example, you attended a lunch-
medium. Commenting on other
eon meeting and the keynote
people’s blogs and re-tweeting
speaker is someone you’d like
and responding to other peo-
to get to know, but didn’t get
ple’s tweets will do more to
the opportunity to meet (or did,
build relationships than writing
but it was scarcely more than a
long posts that no one reads or
handshake). Try to get a card,
sending a series of one-way
or obtain a mailing or e-mail
tweets.
address from the event organ-
izer, and send a short note or A final thought: the best networking,
email saying “I heard your pres- whether online or off, is about rela-
entation at yesterday’s IABC tionships. Work at connecting with
meeting, but didn’t get the people, and the rest will follow natu-
chance to tell you how much I rally.