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Handshakes and Hugs: A Networking Refresher

by Betsie Gambel
Founder, Gambel Communications

Now that we are vaccinated and restrictions about gatherings eased, I thought it might be helpful to offer a refresher on networking. Afterall, it’s been over a year since we have had a chance to non-Zoom network, so our social skills may be a bit rusty.

Many people call me a “networker extraordinaire,” and while I appreciate that portrayal, I am the first to admit that networking takes work. You don’t acquire a “Rolodex” in the thousands without perseverance.

And what better time to hone your affable attributes than a waning pandemic? Much like social media platforms today, networking “in the flesh” requires a certain strategy. No, it’s not just schmoozing, but rather a deliberate art with a projected outcome. Call it “schmoozing with benefits,” if you will. Years ago author Ilise Benum crafted her “Art of Schmoozing” list, and I have shared it with staff and emerging business leaders countless times. Here is my variation of that list.

1. Be discriminating. While it might seem like things are opening at a snail’s pace, we are making progress with more and more events happening, from Chamber business card exchanges to professional development workshops to exhibitions at museums. Pick and choose those that are most aligned with your business and lifestyle goals, as well as your COVID comfort level. Do background research on who will be at the event and make a point to introduce yourself to relevant business contacts or potential clients. Also check what pandemic precautions are in place.
2. The event is secondary. Arrive before the event begins and stay after it ends. This is when the real opportunities occur. Same holds true for social events like galas. Attending the more intimate patron party – even if virtual – can be much more beneficial than the all-inclusive main event.
3. Begin conversations. Discuss topics of interest. How ‘bout Drew’s retirement? What restaurants are open in the French Quarter? How do you feel about the proposed Jazzland, Fat City and River District Neighborhood projects? Take your cues from social media; talking only about yourself and your business can be boring. Get down to business once you have established a rapport.
4. Circulate. Don’t feel the need to stay with one conversation or in one place (for me it is usually anchoredat the entrance). Make your way around the room, at least one full circle. This is why getting to a meeting or event before it starts is important. This should be easy since we are all yearning for hugs, handshakes or fistbumps, having been isolated for months.
5. Don’t sit with people you know. Tread down uncharted waters. Introduce yourself to each person at the table and exchange business cards as appropriate. Make the contact count. You don’t want to end up with a stack of cards that you toss when you get back to the office.
6. Eat your heart out. Food is a great way to begin a conversation. What’s good on the buffet?  May I help you juggle your plates? Oh, no-not another chicken dish! Food lines are often less intimidating than approaching a group.
7. Contact is more important than contacts. Sure, collecting business cards may give you a sense of accomplishment, but it is what you do with them that is important. Add them to your Outlook (or better yet use an app such as Business Card Reader); shoot them an email; and for those with the most promise, steward the relationship by sending articles of interest, scheduling coffee, or inviting them to your office. Follow up to maximize your valuable networking time.
8. Bond through social media. Connect with your new contacts on Linked In, Facebook, Twitter, Instagram, Clubhouse, and other social media platforms. If used strategically, you can learn a lot.
9. Have business cards (and pen) easily accessible. Load your pockets, place in a nametag protector or in an outside flap of your purse. It is more efficient to do the exchange right then and there. Or keep your phone handy and enter contact info right away. There’s no time like the present.
10. Take notes. Whether it is about the speaker or reminders about whom you meet, notes are wonderful memory joggers and can serve you well when you follow up. Use your Smart Phone’s recording feature or notes app, or if you prefer the written word, tuck a notepad in your pocket to make it easy.
11. Be memorable. Wear something distinctive like a colorful face mask, tie, or hat. This serves as a conversation starter and as the subject of any follow up communication (“I was the one wearing the fleur de lis face mask”). Other ways to be memorable are to sign on as an event sponsor, ask to introduce the speaker, say the blessing, lead the Pledge of Allegiance or even ask a question during Q and A.
12. Listen and ask questions. Yes, have your elevator speech ready but more importantly learn about your new contact. Take cues and respond. Can you fulfill each other’s needs? Can he/she introduce you to people you may want to know? What do you have in common?

While the opportunities for COVID connectivity may still be a bit lean, they are getting better each day. By all means, be careful and follow protocols in place. When you finally do go out and about, you will be ready with these networking nuggets.