As a veteran CNN journalist and international campaign manager, my editors and constituencies demanded stories with facts and platforms that produced results. As an HR professional, I expect you do too.
So, now as a communications consultant, the 'real' approach is what I always strive for no matter what I train/coach/consult around. It’s been especially important as I have guided thousands of people through my Networking Master Class. Over the years, I have lived in such far-flung places as Cairo, Bucharest, Paris, Atlanta, Washington and now Cork, Ireland. I know how to network effectively because I’ve had to test my techniques firsthand.
This is my approach; with dedication and deliberate application, it will bring you success.
BEFORE THE EVENT
1. Be Google-worthy
Make sure when someone Googles you they find something. And the what they find is current, friendly and relevant.
If you’re not on LinkedIn, do it. This is your virtual office you can invite people to. At the very least, make sure you have a photo in your profile and your summary is a compelling story of you, not a boring CV listing. Add photos, articles, clippings, etc. And yes, post, post, post. This is where you can really come alive.
Twitter. This is your online 'email system.' People can follow you, you can follow them back and then you can DM. Just like email but faster. It’s lively and more and more professionals are using it as a way to instantly meet up.
All the rest. Facebook is like your online living room. Do you want everyone in there with you? Do you have a professional account and a personal account? Up to you. Instagram, Pinterest, Tumblr, Periscope, Snapchat? YouTube? Do any and all of the rest as you have time and inclination. But at the very least – do LinkedIn.
2. Register, Research, Reach-out
Most networking events offer online sign-up and registration lists- virtual communities you can join even before you go to the event. If you research the lists, you can find people to reach out to beforehand. You can cross reference them on LinkedIn or Twitter too. I inquired at a recent Networking Master Class I led and a few hands went up with stories of how positively this worked for them. One person was, in fact, going to have a coffee with a new person he reached out to via the registry of an upcoming conference- before the actual conference took place.
DURING THE EVENT
1. Go early. Go alone
If you don’t know anyone, you can always find the host if you come a bit early. (Remember to research and reach-out beforehand to the host.) If you come with a friend, you may be inclined to stick to your safe person, which can limit you. Stand up tall in a ‘power posture’ and then talk to the registration people, the photographer, the drinks servers. Ask them to introduce you to someone. If you’re early, they probably will have time to help you.
2. Don’t 'work the room'
Zipping along from person to person and handing out cards is meaningless. Better to have a nice conversation with the host or one other person who is a veteran in the group than to flutter around aimlessly.
3. Ask. Don’t tell
Be ready to say what you do in about four seconds. A one-liner is the way to go. The idea of a 30-second elevator pitch is so 2003. And it’s much friendlier to take an interest in the other person. Be curious. Ask questions. Ask follow-up questions.
4. Offer to help
Some call this section, 'adding value' – but in the spirit of keeping it real and not sounding so business-y, I say, 'try to find ways to help.' If you know of a book that might be a good read for someone, recommend it. Likewise, recommend a good mechanic or some other product or service that may be useful to the person you’re talking to.
AFTER THE EVENT
1. Follow-up and follow-through
If you did recommend a book, add the link to where that book can be bought in your follow-up email. You should follow-up as quickly as possible, the next day if possible. In your email, be friendly, don’t sound desperate. No matter who these people are, you are another human so don’t overly genuflect. Just be nice.
Emmy-winning veteran CNN correspondent and anchor Gina London is now a communications consultant and campaign strategist
