How to Make Your Networking Purposeful and Effective

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By Nishtha Chugh, Toastmasters International

Have you ever been at a networking event and felt as if you were in the middle of a busy fish market?  In the melee, people are scurry around waving shiny business cards like bait at the end of hook.

However, what makes networking events somewhat different from fish markets is that the rules governing the former are closer to speed dating than trading in the produce from the sea. When networking, the fish needs to like you back before you can take it home. And just like dating, it starts with the first impression.

Image: Yay Images

We have an innate human desire to impress others, whether at dates or networking events. This is rooted in our evolutionary need to forge strong connections with our peers. In pre-historic times, being part of a group was fundamental to our survival as it protected us from predators and other threats. Two millennia later, success in career and social relations is the new definition of survival. We seek professional and social validation from our peers, and networking events are our new savannas.

The reasons behind our need for strong and positive first impressions may be explained by science, but they can be delivered effectively using the art of social skills.

Here are some tips to help you engage in purposeful and effective networking.

Impress with your mic technique

Meeting strangers in a formal setting with the intent to make connections is in fact a form of public speaking. You may not be on the stage facing an audience but, in essence, you are performing the same role. In both instances, you are presenting yourself or your ideas and seeking endorsement and validation from your peers.

An effective way to make a first strong impression with an important group is to use the microphone technique. When introducing yourself to the group, imagine standing on a stage (or on live radio) with a microphone. This mental exercise helps in two ways: first, you are likely to speak in concise sentences with a better selection of words, and second, your voice and cadence will sound more measured. You will be surprised to see how employing this technique purposefully can instantly prime your audience to tune into what you have to say.

Remember to use the power of a pause

What are your most memorable movie scenes or speeches? Would you describe them as powerful and moving? Watch them again and you will notice that their impact and profundity, likely, is down to the well-timed pauses in their delivery. Pausing before and after important ideas helps to create emphasis and significance. This not only allows the audience to absorb the message more intently, it also makes the speaker appear more confident and powerful.  They are an essential tool in your speaking and networking.

Most importantly, pauses help people to avoid using filler words like ah and um which are often seen as a sign of weak communication, poor preparation, or lack of confidence.

Pronounce names (as they should be)

Our workplaces and social circles are becoming increasingly diverse. Shifting attitudes towards culture and identity in recent years means a growing number of people from diverse backgrounds are choosing not to anglicize their names in our predominantly English-language-driven workplaces. People like to hear their names or at least see peers make an effort to spell or pronounce them correctly. It helps affirm their existence and reinforces their sense of self. Proactively asking a person to help you with the pronunciation of their unfamiliar or challenging name can be the simplest yet most powerful way to show respect and establish positive association. It’s worth remembering that requesting people to repeat their names is still more polite than asking them for a shorter name or a nickname.

Gestures vs. words

An analysis of TED talks a few years ago revealed that the most viral speakers used an average of nearly 465 hand gestures. The least popular speakers, on the other hand, used half as many. Even with the sound off, speeches with more hand gestures received higher scores from test volunteers on trustworthiness and charisma than those with fewer gestures. In other words, what was said was less impactful than how it was said. In another study, researchers found that using hand gestures increased the value of the spoken message by sixty percent. Combining verbal and nonverbal cues enhanced information processing and recall.

When addressing a small group or an audience allow your hands to complement your spoken communication. Hands indicate intention. Using them effectively and purposefully can help establish trust and credibility with your peers.

Maximize your listening skills

Positive first impressions and interactions do not consist of confident verbal and non-verbal speech alone. Constructive engagement in small groups, like those in networking events, also depend on your ability to listen effectively. At Toastmasters International, we emphasize the need to develop listening skills as much as speaking skills.

To establish a connection with your group it’s important that you listen not just with your ears but your eyes too. This means active and attentive visual listening by paying close attention to the person you want to build a rapport with. Making eye contact with them, observing their posture, facial expressions, and body language will help you gain insights into their intentions and emotions. This also reflects authenticity and sincerity on your part.

Be memorable for a good reason

Events like networking require repetitive and seemingly mundane exchange of basic information such as names, vocation, and interests. In professional settings people often balk at the idea of saying anything unusual or adding ‘colorful’ details when introducing themselves. But these elements are exactly what can make you stand out, appear instantaneously interesting and leave your peers with something to remember you by long after you’ve met them. The key is to do it skillfully and within context.

To illustrate, here are a couple of examples. Steve Jobs once introduced himself at a commencement speech by saying ‘’he had never graduated from college.” Businessman Richard Branson once greeted a gathering with “Hi, I’m Richard Branson, and I once dressed up as a female flight attendant on one of my airlines just to entertain the passengers and fulfil a bet.” Steffi Graf, in true tennis star style, once opened with: “I’m Steffi Graf, and my backhand is so fierce that it has its own fan club.”

One of the most powerful tools to create a positive and memorable impression is to Incorporate a humorous fact, surprising statements, or a professional anecdote into your introduction. Even if your new contacts don’t immediately lead to opportunities those people will remember you. And that means when an opportunity does arise you will come to mind immediately.

In summary

Attending networking events is an excellent way to make potentially useful new contacts. Armed with the strategies we’ve discussed you’ll be able to make the most of each and every event you attend.  As a result, you’ll find yourself developing strong relationships that will be beneficial to both parties.

Nishtha Chugh is a member of Toastmasters International, a not-for-profit organization that has provided communication and leadership skills since 1924 through a worldwide network of clubs. There are more than 400 clubs and 10,000 members in the UK and Ireland.

Members follow a structured educational program to gain skills and confidence in public and impromptu speaking, chairing meetings and time management. To find your nearest club, visit Toastmasters International.

The views and opinions expressed in this blog post or content are those of the authors or the interviewees and do not necessarily reflect the official policy or position of any other agency, organization, employer, or company.