Networking--the art of making contacts at business gatherings--is a skill that anyone can master, says Suzanne Darling, an interpersonal dynamics coach who advises top executives. Here are some tips from her recently-published book "Network for a Higher Net Worth".
Business cards. Always have plenty handy when you attend a luncheon or other event where you want to connect with "movers and shakers". "Exchanging business cards is the first step toward cementing a relationship with a high-powered CEO," sez Suzanne. "They can also be used as a toothpick if you eat one of those Greek phyllo-dough snacks and get spinach teeth."
Arrive early. Being an early bird allows you to stake out a spot at the function room's "power corner", Suzanne explains. "This is the spot just to the right of the open bar where people cannot ignore you as they fight for the free drinks."
"Hi--Renee Simmons, Amalgamated Widget."
Have your conversational "starter kit" ready. This will consist of several well-practiced opening lines that put the focus on a new acquaintance, while at the same time highlighting your skills. "You should rehearse questions such as 'Has anyone in your company ever been indicted, because I haven't!' to let people know that you are up-to-date on current business trends," Darling says.
Tip from the pros: Always bring your trophy wife to the arraignment.
Keep the Conversation Professional. Many a sale has been lost because someone has been foolish enough to bring questions of race or ethnicity into an otherwise professional setting. Darling recounts the following conversation she overhead at a recent business roundtable:
"Drop the mascara and nobody gets hurt."
Businesswoman: "The last time I took the shuttle to La Guardia I had to throw away a brand-new tube of lipstick! I think we should just drop an atom bomb on all those stupid Arabs."
Businessman: "You realize that I am a Muslim?"
Businesswoman: "These hor d'oeuvres are great! Try the scallops wrapped in bacon!"
The Ohio Players: Inventors of The Funky Worm
Alcohol--Friend or Foe? Be cautious when imbibing in a professional setting or you may rue the consequences. "Generally speaking, you should limit yourself to two glasses of wine at a luncheon," Darling advises. "If you do over-indulge, remember--to correctly perform the funky gator you should lie on your stomach, while for the funky worm you should be on your back."
recommend this
email
print
link to this page
Comments: 6
I never remember my business cards, so I have to avoid spinach.