Networking: is it all sloppy handshakes and forced smiles?

21st Jun 11

"Hi my name is Katherine and I really really like you!"

Go on I dare you to introduce yourself to the stranger sitting/standing next to you with the phrase Hi my name is (insert your name here) and I really really like you. Kind of awkward isn’t it? Well that was how we kicked off one of the more interesting sessions here at the IABC World Conference in downtown San Diego.

Yes we are in a friendly Californian town and Americans can be somewhat extravert compared to us Australians but there was something a tad too personal and presumptuous in this approach. Luckily it all turned out to be a bit of reverse psychology as our presenter honed in on the importance of establishing a relationship as a prerequisite to valuable information exchange.

Networking is such a cliché and more often than not we experience the negative extremes of someone either shaking your hand (sloppy and with just fingers - yuck) and within seconds shoving their business card at you or the person who looks over your shoulder while squeezing the life out of your hand.

Strangely despite being sociable creatures many of us are not adept at interacting with others with ease, style and for mutual benefit. Our networking expert, Karen Susman, gave some great tips that can be valuable both in work or personal settings:

The Handshake – hold firm and with full hand, smileThe Event (conference/cocktail function/lunch) – play the host (even though you are notThe Conversation – start them by asking open ended questions and don’t forget to listen to the answers 

The Introduction – say what you need and ask for helpThe Business Card Exchange – read their card and ask a question

Having put some of these tips to the test during the IABC Conference I can assure you that they not only help you by giving your confidence in a room of 1,200 people you have never met before but they enable you to build relationships that are more meaningful and valuable.

A worthwhile session and a worthwhile Conference ….. and I am not just saying that because I was the Conference “host”.

Katherine