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It's that special
time of year again. Odds are that very soon you'll be mingling
with people you barely know (or know all-too-well) at some sort
of holiday get-together. Whether you' re attending out of
courtesy, tradition, or business desperation (it's been a tough
year for many) doesn't matter. What DOES matter is that you
understand how holiday networking differs from the networking
you'll be doing in January.
Holiday networking is less aggressive, slower-paced and more
subtle. Think "market research" instead of "close
the deal" and you'll have the right mindset. Yes, making
connections that lead to sales is still a primary reason for
attending social functions, but around the holidays it's less
obvious. The social "dance" is longer.
So when preparing for your holiday party
"performance," practice the role of Santa instead of
Scrooge, and you'll do just fine.
How would Santa act at that lavish bash in your office building
next week?
First, remember that Santa
is friendly and approachable to EVERYONE. He's not a snob or
someone who's solely focused on influential, powerful people.
You'd do well to adopt that attitude yourself. You'll enjoy
yourself more, feel less stressed, and who knows? You may meet
someone with unexpected influence or connections.
If you're one of the many people who'd rather have teeth pulled
than talk to strangers, rehearse a few "safe" opening
lines.
"So how do you know (the host/hostess)?" or
"Don't I know you from somewhere?" are non-threatening
ways to begin a conversation, with the added benefit of allowing
you to look for connections. And "How has your day
been?" is much more likely to initiate small-talk than the
usual "How are you?" ("Fine, thanks.")
exchange.
Second, Santa is a great
listener who's really focused on other people's wants and needs
and not his own. He invites confidences and listens more than he
speaks. Can you imagine Santa thrusting his business card on
someone he's barely met? (I DO have one of his cards, by the
way.)
So ask a lot of "who, what, where, when and why"
questions. Try to spend the first five minutes of any
conversation talking about the other person. You already know
about yourself; you want to gather information and make friends
with others. Besides, it's very flattering. Someone who's
interested in others is invariably seen as someone worth
knowing. (So tuck a few business cards in your pocket
beforehand!)
Finally, Santa is welcome
and appreciated at any gathering because he brings gifts. No,
you don't need to carry in a large red bag filled with
personalized company pens or magnets. But before the party,
think about who you're likely to meet and what you can offer
them.
Have you read a great book? Do you know what's being built
across the street? Did you discover a helpful new product or
service? Then don't be a Scrooge! Spread the news. Offer the
information.
Better yet, do you have a personal connection to someone party
attendees would like to meet? Then be prepared to offer their
name and/or business card.
And when talk does turn to business, keep it light and keep it
brief. If you have helpful ideas to pass on, or discover a
connection you'd like to strengthen, ask for a business card and
permission to call at work. Then steer the conversation back to
more fun, personal topics. (Just remember to follow up
afterwards!)
With preparation, you can enjoy meeting new people and
reconnecting with old colleagues in mutually profitable ways.
And you might just become as popular as Ol' Saint Nick.
Copyright 2003, Diana Ratliff. All rights reserved.
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About the author: Diana Ratliff believes your advertising
should work as hard as you do. Visit http://www.dratliff.com
to learn how a website "makeover" can increase your
sales and improve your image. And visit http://www.businesscarddesign.com
to learn how to design a
business card that is kept, remembered, and used by your
prospects! |
