Networking is a skill best learned through practice. And while our resident content strategist Erika Rykun has written a guide on what not do in your first conversation with someone you’d like in your network, we thought it would be best to expound on the challenges you may face when networking and how to navigate through them. After all, much of B2B outbound selling is all about establishing a solid network. That said, here’s a list of common networking challenges and what to do when you find yourself in a tricky situation.
Introductions
Now, introductions can be a challenge. For one, not everyone is comfortable during networking events. You’re outside your comfort zone, and you may find it difficult to establish your footing. This can easily make establishing a connection with a stranger feel like a monumental task.
So take a step back, and breathe. The best way to deal with social anxiety is to be aware of your own issues and to take positive steps in correcting them. Remind yourself that feeling uncomfortable is a sure-fire sign to know that you are still learning. Indeed, the entire act of networking is a learning process many of us struggle through, and one way to address it and improve your confidence is to take better care of your own mental health.
This will provide you a sound foundation for interacting with others and learning how to better network, as psychologists at Maryville University point to the complex connections between mental health and acquiring knowledge. Being aware of all of these things will help you manage the jitters, which in the long run will make you a more confident and effective communicator.
As for the introduction itself, start by discarding the preface and other fluff. This means skipping the “hellos” and just going in with your name and a firm handshake. This demonstrates confidence and assertiveness. Once you’ve got the ball rolling, try not to dominate the conversation by flooding the other person with facts. Be an active listener. By listening intently, you’ll have an understanding of how to further the conversation, which will yield better results in the end.
Socializing in Groups
So, you arrive and notice that everyone already knows each other and have split into pocket conversations. How then will you manage to incorporate yourself into these groups?
Georgetown University’s Dr. Andrea Bonior reminds us that cliques are an indication of pre-existing relationships, but this doesn’t necessarily mean that these people don’t want to meet you. The two are not mutually exclusive. So how do you go about this?
First, find an open group, one where you won’t necessarily have to force yourself into the conversation. The next thing you have to do is to wait for a lull in the conversation, which is your window to go ahead and introduce yourself. The thing to remember here isn’t entirely on what to do, but more on how. That’s because the mindset you have to have is important, given that rejection is quite possible in situations like these. If rejected, try not to take things personally, and move on to the next group. Treat this as an experiment. Trial and error is the name of the game, and you’ll find yourself in a group in no time.
Small Talk
But what do you do when you do find yourself in a conversation? What do you talk about? It’s unwise to talk trade right off the bat. While it may be in your best interest to inform them of the exciting new opportunities for broad market penetration via multi-tier B2B marketing, it certainly isn’t in the best interest of the conversation. Although it may not be all that engaging to talk about the weather, do know that small talk is the seed that you are planting that’ll lead to a more productive endgame. Think of small talk as an investment you have to make to ensure a healthy and professional connection.
For small talk, it would be best to avoid intricate or elaborate questions. Keep it simple. Ask them how they know the host or about the organization they represent. Doing this keeps them engaged. Keep it up, and the conversation should flow naturally to business.
Exiting Conversations
Now, not all conversations will be productive and the best way to handle that would be to exit as to not waste the time of both parties involved. So how do you go about this?
A Forbes article on ending conversations without being rude lists things like excusing yourself to take a call or a quick trip to the restroom. While these may work, they aren’t really the best way to go about your exit, as it may seem like an offense to whom you’re currently talking to.
Instead of drawing up excuses, what you can do is to make a quick, painless exit. Be straightforward and let the other person know that you’re glad for the quick chat, but you’ll now be moving on to other conversations. This is a more earnest way to go about things and will go a long way in building stronger connections in the long run.
Piece intended only for the use of adaptive-business.com
By I. Wolfe
I. Wolfe
Latest posts by I. Wolfe (see all)
- Forming and Maintaining Client Relationships in 2020 - September 16, 2020
- The Most Challenging Networking Situations and How to Navigate Them - October 2, 2019