4 Fundamentals of Networking

Networking can lead to success if you know what to look out for and how to approach it.

No matter what responsibilities you have for an organization, you are involved and looking for opportunities to network. If you think about it, many networking opportunities can end with positive results. In the sports tourism industry, we all travel often and have done so for years. Therefore, most of us have mastered several techniques on how best to approach an individual. There are a few things to keep in mind, and, when appropriate, timing can make or break an instant connection. Not every person is a worthwhile connection, but if they seem open to making a new contact and conversation, it never hurts to engage someone. Below are four fundamentals to consider when networking:

1. Give a strong introduction.

A fitting but strong introduction can be an essential aspect of networking. Being long-winded about yourself and your work does not put your best foot forward. Instead, begin with a statement or question relevant to your situation. Ask if they are enjoying a recent trip or, more specifically, the destination. You may then quickly introduce yourself and give a short intro (no more than sixty seconds). If you receive short answers, see their interest waning, or they’re looking around searching for other attendees, take the clue and drop it. Do not take it personally, and remember the last thing you want to be is a hindrance.

2. Learn timing.

A few windows of opportunity always exist when approaching a possible new connection. For example, we all have downtime at a conference or trade show and find ourselves in a pre-function area or hallway. You may get lucky and spot a potential client, killing time. Another scenario could be those seated at the table you choose to sit for an awards luncheon. While waiting for other attendees to get situated, you may want to break the ice by commenting on the meeting room, your view of the stage, the convention center, or hotel itself. Again, stick to something relevant to your present situation. Another perfect moment you can use to engage in conversation is after the Emcee has made any announcements. Capitalize on the opportunity to ask your fellow tablemates to repeat what was mentioned. Then, you can segue the discussion into an introduction. I believe one of the safest times to connect is following a general session or food function. Usually, people are looking at a conference app or printed schedule to determine where they are headed. This can be a perfect time to help direct them where they are going and walk them to the next scheduled meeting or the trade show floor. Then you can easily make your introductions.

3. Have zero expectations.

When focused on expectations, there is a chance you can get hyper focus on your strategy too much. This can cause an awkward moment rather than having a natural flow to the conversation. Your colleagues will notice that your intent and discussion are not genuine. As an alternative, build trust along the way as it is better to go with the flow. Briefly mention your role but sincerely enjoy the chat. You will make a lasting impression that way. Once, a first-time conference attendee, new to the industry, asked me for tips on selecting the right breakout sessions to attend. I could tell he was eager to learn and serious about his experience. We chatted for a few minutes and exchanged business cards. I made sure he knew I would help him with any other questions he had. After all, our responsibility is to give back and help nurture the next generation of industry professionals. A day later, I saw him in one of the sessions I attended. He was ferociously taking notes, and you could see him hanging on every word of the speaker. His passion for learning was on full display. Several months went by, and a good friend needed to fill an entry-level position with a talented individual. I instantly thought of my fellow conference attendee as I remembered the vacancy was in his hometown. He had made a good, professional impression, and the role was a solid fit. Therefore, I felt confident when providing her with his contact information. He became one of her employees.

4. Always follow up.

When appropriate, exchange information. Be considerate in today’s climate and understand if a person does not wish to take your card for fear of transferring germs. You may send one another a quick email on the spot to exchange contact information instead. If you do, be sure to follow up. A simple thank you note is always an appreciated gesture. Bonus, use the follow-up opportunity to continue the conversation. If relevant, you may wish to thank the new contact for good advice. You might specifically mention how the direction, or a subject, was particularly helpful or enjoyable. Make sure they know that you would be excited to continue connecting and bouncing ideas off one another. If so, concentrate on a balance of information that is beneficial to them. Maybe even include an article link or a whitepaper relevant to your conversation that they may enjoy reading on the subject. It never hurts to ask.