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Networking like a Nobel Prize winner: 10 contact tips to success
// By Simone Janson
Networking is important for the career, this is undisputed. But many people are simply afraid of it, or do not know how to start making contacts right: just let go of it? First observe and listen? That's the type thing in the end.
It really requires work
But it is also clear: Networking is not just nice smile and small-Talken, it requires the right work properly.
At the very beginning there would be, for example, the right preparation: If you want to network, you have to make clear which goals you are pursuing and who you want to meet. Because every interview is a kind of mini-application that you should be prepared for.
Preparation is everything!
This means researching as much information as possible about potential interlocutors in advance - from the professional position to personal interests that can be experienced in social networks.
Also in the conversation is full commitment required: You have to listen, answer - and quietly ask even if you have not understood something. This gives his interlocutors a good feeling.
Status questions and follow-up
But it is also important in the conversation to always remain at eye level - status questions should of course be clarified. And when the conversation is over, there is no end to the networking, much more it is only now really going on: It follows the follow-up.
Of course the sorting and systemisation of business cards - but not only: It is also important to keep a book on the information exchanged and to keep an eye on interesting business partners.
Small talk like a Nobel Prize winner
The physicist Richard P. Feynman reports that he nearly lost the Nobel Prize because he was afraid that he would have to talk casually with princesses and diplomats at the reception afterwards. Fairs like the dmexco, the 16. and 17. September again in Cologne, many people are facing similar problems:
Although the largest industry gathering of the German online marketing scene offers almost unlimited opportunities for networking, without the right strategy it is difficult to establish good contacts. We show how to do it.
Make your own goals clear
At the beginning there is the preparation: Who wants to network, has to make clear what goals he pursues and whom he wants to meet. Because every conversation is a kind of mini-application, for which one should be prepared. This means researching as much information as possible about potential interlocutors in advance - from the professional position to personal interests that can be experienced in social networks.
What is the best way to get in touch with these contacts? There are various ways, for example rather casually at the trade fair stand, specifically with an appointment or at events. At trade fairs like dmexco, many important conversations are also held at parties: the best way to find out which events are particularly interesting is through a personal network and social media. “Goal-oriented planning is particularly useful for introverts. You will benefit from your analytical skills, ”says the introversion expter Dr. Sylvia Löhken.
How do you get into conversation?
Once this first hurdle has been overcome, it is time to start: How do you start a conversation? “In the business world, inhibitions are expensive. While one is unobtrusively networked with a lot of people, the other, perhaps even more interesting, remains reserved - and therefore below his possibilities, ”says sales trainer Oliver Schumacher. He recommends looking for common ground in conversation partners and listening rather than speaking.
For example, with the question: "How did you find the last lecture?" or “Have you already taken something from the event?”. He finds the attitude “let's see who I can sell something to today” rather harmful. Better be: "Let's see which interesting people I will meet today." For Schumacher, what matters most is sympathy. Because: “People buy from people.”
Please no phrases
The management trainer advises against lapses learned from outside the box Dr. Cornelia Topf from. Ideal: “You should think of two or three specialist topics, be it the weather. But you shouldn't bore others with your own specialty. Humor helps! ” Many people's fear of small talk has a simple reason. "Actually, they want to be loved," Topf knows from her experience. So help not to take yourself too seriously.
Questions are best for starting the conversation because they signal interest. They even work on people who soak up every conversation approach like a sponge because they don't answer. It depends on the type of question. Closed questions like “Don't you find the event very exciting?” Are rather bad. “What can you answer? Actually only yes or no - and in both cases the conversation ends before it starts, ”says Topf. To get a longer answer, it makes more sense to ask open questions such as “how”, “why”, “why”, “what for”, “for what” or “what do you think?” kick off.
Attention chatter reflex
What can be avoided, however, is what the management trainer calls a chatterbox reflex: “The more insecure people are, the more they talk, get on the nerves of others and achieve exactly the opposite of what they want. Good small talk is about listening and the other person talking. Nobody likes head teachers and frequent speakers. ”
Events with many friends are ideal because networking is easier here: You can simply ask someone to introduce someone else. For this to work, the old rule applies: “Don't ask what others can do for you, but what you can do for others”. After all, networking is always a give and take - only in this way can everyone benefit from the mutual recommendation marketing.
The fear of embarrassment in small talk
Many people are not only concerned about starting a conversation. The fear of embarrassing yourself through ignorance is almost even greater. So what to do? Pretend hypocrisy where there is none? Just nodding understanding? Everything is wrong, says management trainer Topf and is calm. “When it comes to small talk, honest interest in the other person is important.
And nothing profiles them as experts more than the interested inquiries of a layperson, to whom he can explain everything. So Topf recommends escaping to the front, for example like this: "Excuse my ignorance, but what exactly does this app they are talking about do? ” Then of course you have to follow your counterpart and, if necessary, ask further questions of understanding - a challenging task.
Dealing with persons of respect
It can be difficult to talk to someone who is particularly respected or who has a higher status. Visibility coach Nathalie Schnack advises to establish eye level: “Make sure that in this situation you are as important as the other person. The same applies to your target. Treat the other respectfully and positively! ”
In any case, according to Schnack Status, nothing is constant, but is constantly renegotiated by unconscious signals. And precisely because, for example, at an event, it is not always clear who has which status, it can make sense to wait and watch before you take action - as the psychologist Chris Wolf suggests: “I will let myself Time and empathize. Then at some point there is a very pleasant small talk and everything is good. The 'trick' here is just serenity. ”
Offensively encourage exchange of business cards
Even if networking is easy, it does not have to be very productive. Even at large trade fairs like the dmexco, everyone is having dozens of conversations. But when the event is over, much is quickly forgotten in the face of the sheer mass of impressions. This is where efficient follow-up helps, keyword contact management.
At the end of a conversation, you can calmly address the exchange of business cards - this also has a signal effect for all other participants. It helps to take notes of the content on the business card immediately afterwards. If you want to make it easier for network partners to remember, you can have your picture printed on your own card. Because later it is difficult to link names with faces and topics. A business card scanner or the Xing scan function for mobile phones help to assign the card to a social media profile with a photo. You can then use Xing or LinkedIn to research other starting points for cooperation. Sales trainer Oliver Schumacher recommends: “If you pick up the phone after the personal conversation, starting the conversation is much easier. Because now there are first similarities, namely the entertainment at the event. This will likely make the called party listen more interested and benevolent. ”
Better the right than too many contacts
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