October 2009 NEWSLETTER

Networking, networking, networking. We've all heard about it and we're sure you're all doing it - but are you doing it right? Trying to develop new business contacts the wrong way can be just as damaging as not trying at all, if not worse. You want to (net)work smart, not hard, so make sure you're making all the right moves.

1. If you only get in touch with a contact when you need something-a job, a reference, etc.-their desire to help you will be quickly vanish. Remember, these people are under no obligation to lend you a hand, they want to get something out of the relationship too. What to do? Make a point of sending an e-mail periodically to just say hello, ask how your contact is doing, or send her something interesting.

2. Before you get into an extended conversation with a contact, figure out what you want for yourself. Whatever it is, figure it out. If you don't, you'll not only fail to get valuable information, you'll ruin the contact who will now see you as unfocused and listless.

3. You may think you know a contact well, but unless you're seeing or corresponding with her regularly it's better to play it safe. If you come off as presumptuous, you come off as rude and drastically diminish your chances of getting help. And keep it short. If they want to and have the ability to give you more of their time, they will open the door for you.

4. Everyone likes to feel special, or at least recognized, so make sure that you know at least the basics about your contacts before you approach them, unless you're in the most casual of networking situations.

5. You need to be outgoing and persistent while networking, but you certainly don't want to be a pest. Make sure you're reading the verbal and non-verbal signs for indications that your contact just isn't into it anymore.

6. You've gone to all that trouble to make the contact - why let it go to waste? Don't let two weeks to slip by before you get back in touch. Sending a thank you letter or email within 24 hours of your meeting will go a long way towards keeping you on their radar.

7. A lot of networking takes place at parties or events. Don't look like a fool. Ignore the hors d'oeuvres. If you happen to be near a waiter bringing them around, take one. Don't pursue the waiter. Don't lie in wait for him. Pay attention to the networking, not the cocktail weenies.

8. Networking is a two way street. If you're reaching out to your contacts every time you need a something without ever giving back, people will stop being so willing to help. If your network sees you as a resource, they'll be more inclined to nurture and maintain this mutually beneficial relationship.

9. Etiquette - good or bad - can extend from table manners to punctuality to your approach to social networking. A common etiquette mistake - and one that will quickly land you a top spot on the blacklist - is to share a person's contact details without their permission. Check in with them first. Always. Even if you're doing them a favor.