The old adage, “It’s not what you know, but who you know,” certainly rings true for those of us with jobs that entail attending social business functions. 

To be sure, working a room can be intimidating. The idea of walking into an enormous ballroom with hundreds of strangers can fill even the most stalwart professionals with fear and anxiety.  At the same time, however, it can be tremendously rewarding—on both a personal and a professional level. And let’s be clear, working a room is a requirement in most management positions, particularly those in L&D. 

Benefits of “Working a Room” 

There are many benefits of being able to work a room with ease and grace. Some highlights include:

• You can make invaluable business contacts, as well as start new friendships that may last throughout your life.

• It can be an ideal opportunity to cement relationships with customers and clients or correct misconceptions and problems that have surfaced in the relationship. It is often easier to do this over a cocktail than in the boardroom.

• It provides an excellent opportunity to gain market knowledge and “inside” information, and identify new market territories or key players.

• You can become a powerful ambassador for your own organization, often opening doors to promotion and career growth.

• You can increase your “social capital”—a most valuable asset in today’s networked society.

• A large percentage of jobs are secured through networking. In fact, networking referrals will typically generate 80 percent more results than a cold call.

• Most people you meet have more than 100 contacts who can potentially assist you in a variety of ways. Some experts insist that anyone you might want to contact is only five to six contacts away from you. 

Attributes of Skilled Networkers 

Most of us have networking role models. You know who I mean…those people you see at an industry conference, a wedding reception, or a school reunion who can work the room with ease and grace. They probably all have similar characteristics, such as:

• They treat everyone as interesting, special, likeable and witty.

• They make others feel safe, and part of the occasion.

• They introduce people to each other. They remember names and something about those they introduce. In other words, they shift from “guest” to “host” behavior.

• They have charisma. They smile. They draw others out.

• They are at ease with themselves.

• They are not vain or self-centered. They build self-esteem in others.

• They look at things from different angles.

• They have broad horizons.

• They are enthusiastic.

• They are curious and ask lots of questions—but their questions are non-invasive.

• They empathize with others

• They have a sense of humor and are able to laugh at themselves.

• They usually know what makes other people tick and are able to adapt their behavior to suit the style of the other person. 

Best Practices 

I firmly believe that good networking starts with a positive personal attitude and the knowledge that successful networking is built on a spirit of giving and sharing. Jon Warner in The Networking Pocketbook details how effective professionals build networks. Some tactics he suggests focus on thinking about others, including: 

• They have a “giving” disposition or abundance mentality.

• They are generally happy to ask others for advice and guidance.

• They listen to and learn about people carefully.

• They are regularly on the “look-out” for useful information that also benefits others.

• They have a well-ordered and organized networking system. 

Here are some tips to help you improve your networking skills—and support you as you work your next room.

• Use firm handshake and two to three seconds of eye contact when introduced. Remember that first impressions count, so use positive body language, smile, and show enthusiasm.

• Shift from guest to host behavior.

• Remember the graceful entrances and exits when joining and leaving groups or individuals.

• Use bridging technique in conversation. It will help you drive the agenda and convey your key messages.

• Keep one hand free to accept business cards and shake hands.

• Take a break from the social circuit once in a while to enjoy the buffet and have a drink. It is very difficult to shake hands, exchange cards, and hold a plate and a glass at the same time

• Remember to follow up with new contacts made within four to five days following the event. It's also a nice gesture to send a thank you note to host or organizer. 

I will cover more networking best practices in my ATD 2015 session, W214 - How to Work a Room: Smart Networking for Business and Personal Success. In addition, you will have an opportunity to assess your own skills as a networker.  I hope you will join me on May 20, 2015, at 10 a.m. See you there!