Art of Networking
Rules and Regulations for Successful Networking
By Michael Goldberg

I recently read the Pool Rules and Regulations for a golf and country club. You may not belong to one (I don't), but you can imagine how strict the rules are. At the gate, you have to show a picture ID, have your bags checked (no food or alcohol), sign a rules and regulations agreement, get dusted for prints—the usual. It's a safety and liability issue, so they cover their bases. But you can have comfort that the rules are strictly enforced by the lifeguard on duty. At least everyone splashing around you knows what they should and shouldn't be doing.

When networking at a business meeting or event, wouldn't it be great if everyone "splashing" around you knew what they should and shouldn't be doing? Can you imagine if everyone that attended association events, networking groups, chamber mixers, conferences, and cocktail parties had to read, understand, and sign off on the Networking Rules and Regulations?

We'd do a ton more business and be much better "swimmers." In fact, more of us would just jump right in! Without knowing the rules, it's no wonder so many sales folks, business owners, and job searchers are fearful and uncomfortable when it comes to wading in, even in the shallow end.

Below are some networking Rules and Regulations that might make the list. Swim at your own risk.

Proper attire required (no Speedos).
Determine ahead of time if the event requires business, casual, or very casual attire. There's enough on your mind—why let your appearance be something else to worry about?

Must be equipped with business cards, a pen, and other related swim gear.
It amazes me how many folks at business functions don't have a business card with them. Business cards breed business and seasoned pros know that. Or they should.

Know who you will be swimming with.
Do you know who rounds out the guest list? Have you determined ahead of time if your prospects, clients, referral sources, colleagues, associates, counterparts, competitors, or advocates will be in attendance?

Networking only; no selling allowed (no splashing either).
Repeat after me—networking, networking meeting. Selling, sales meeting. Got it? Networking and selling are two completely different swim strokes. Use this event to meet and greet others, make a good connection, and take it from there. Otherwise, expect a loud whistle to be blown and to be escorted off the premises by the lifeguard on duty.

Be prepared to ask questions—about them.
Know what questions you will ask those you'll be meeting. It's the best way to start a conversation, learn about other professions and industries, and attract people to you. If you're authentic, genuine, and a little lucky, you may be asked questions. Imagine that!

Greet and introduce others with passion.
I love introducing people I know to other people I know. It helps provide an easy connection for others, I'm helping the cause, and I feel pretty good about myself. What can be better than that?

If there is a connection, ask for their business card.
Don't be shy. If you've spent time with a quality contact and you're interested in continuing the conversation at a later date, ask for their business card. They might just ask you for yours. How else are you going to re-connect?

Hand out your business card (when asked).
I only hand out my card when asked. It seems rude to offer a business card to someone who may not want it. If they wanted it, they would ask.

Have a buddy system and help others.
I'm all about helping others get their feet wet and encouraging them to swim. It's a a big part of making a splash at the event. It's also a lot of fun (and sometimes safer) to network with a buddy—especially if they're looking to meet the same folks as you.

Mention your Call to Action—when asked.
Know what your purpose is and only share it when asked. If you don't know or can't share your purpose, it will be difficult making solid business connections.

Spend more time listening and less time talking (especially right after eating).
We spend way too much time thinking about what we'll say next rather than listening to others. If we listen and learn, we may have something more worthwhile to say.

Know when the conversation is over and mingle with others.
Once the chat is over, say your goodbyes and ask for a card. That is, if it's worth chatting again. If not, say your goodbyes and offer them an opportunity to meet others.

You must make a friend (or two) and have fun!
Once you meet a few great people and get the breathing down, you will be much more comfortable in the deep end and it could even be fun! Heck, you may even get some business out of it.

Of course, there are plenty more. This is a good start and a nice way to … get your feet wet. Establish these Rules and Regulations as your standard and help provide a safe and enjoyable swimming (networking) experience for all! Thanks for your cooperation.

Michael Goldberg is a speaker, writer, and the founder of Building Blocks Consulting. Michael is a past President, Ambassador, and Assistant Director of BNI and an adjunct professor at Rutgers University. His expertise is in helping sales folks gain more laser-like focus, attract more prospects to the pipeline, create more quality referral streams, and write more business. His book, You're Hired! The Building Blocks of Job Search, has helped scores of people in their career endeavors. If you would like to learn more about Michael, please visit www.building-blocks.net or www.MichaelGoldbergspeaks.com.