What is the purpose of the initial contact?

I like to keep the initial contact friendly, upbeat, and light. Primarily to meet the person, bring yourself to their attention, and make an upbeat contact. That way they will remember you in a positive light when you meet again or your name comes up in a discussion later.

Your networking strategy should be to meet strangers who you can help or who can help you. Networking is nothing more that the ' ... exchange of information, ideas or resources.' as John Naisbitt taught us in 'MegaTrends' years ago.

The whole process starts with a clear and precise statement of your networking objective. What specific information are you seeking to help you do your job faster, better, cheaper or smarter? Are you seeking information that can support your job search? Or, are you seeking information that can help you grow your business or the business of your employer?

Once you define your objective, the goal of your initial networking interaction with a stranger should be to learn enough about that person to begin to answer the question, 'Is this person someone who can help me or who I can help?' To do that, talk less and listen more. Tell less and ask more.

Best wishes for networking with More Power & Success!

I like to keep the initial networking contact friendly and upbeat too, but focused. You only have a few minutes to make a positive first impression and learn enough to begin to answer the question, 'Is this person someone I want to get to know better?'

Small talk or friendly chit-chat is harmless and easy, but takes time away from your networking objective. At most any event that provides a platform for networking, there's nothing wrong with 'cutting to the crash'. After introducing yourself, ask 'What do you do?' Listen to what the person says, ask follow up questions or comment as appropriate.

Then, it's your turn to deliver your 'Elevator Speech' in a focused, engaging and benefits-oriented manner. Once you determine that you do want to get to know the person better, you can exchange small talk during subsequent conversations.

Sounds good, Phil, what about in situations that are not specifically tagged as networking, but are more of a social function that brings people together to network. Do you approach those differently or the same way?

I am always focused on creating relationships. I am always turned off by the hard sales person and I think that most everyone is, but if you can create a friend...you can turn that into more later.

Sell yourself first, I say.

This is some good information. I try to just make some kind of connection. Where were you born? Where did you go to school? What is your business?

If I can make a connection then I can better remember the person and at the next encounter we can start by remembering that we both have something in common.

Works for me.

Jim C.

Paula, the type of event usually influences the the type and amount of appropriate networking. At a COSE or Chamber of Commerce event, everyone there is in business and came to network. So, brief and focused networking works best.

At a more social event, like a group's summer mixer or cocktail party, less intensity should work. At a non-business event like a neighborhood picnic, you can still network. But, less is more and casual prevails.

Regardless of the situation, networking pros know to tell less and ask more, talk less and listen more. They also know not to mix networking with marketing or selling.

Networking is all about sharing information and creating relationships. Relationships with people who you can help ... or who can help you. People who are hard selling at a networking event quickly annoy and turn off others and wind up on the networking amateur list - or, even worse, on the networking slug list.

Once you begin developing a casual relationship, you can move from networking to marketing to sales on subsequent conversations - if that makes sense.

One sure way to turn people off at a networking event and come off like a hard sell slug is to shove your business card at people. Networking pros don't give their cards to anyone. They wait for people to ask for them or ask if they can give them their card. This subtle use of 'permission marketing' projects an image of 'uncommon courtesy' and clearly differentiates you from the rest of the amateurs and slugs.

That is an interesting point, Phil. At every networking event I have ever been at, people are trading business cards at the first opportunity.

Okay, so what are your definitions of sales, networking, and marketing? What exactly is the difference?

Paula, people pass out business cards up front at networking events because they don't think about it, don't bother to ask first and they haven't taken my networking workshop. When you do, we'll discuss the difference between networking, marketing and sales.