Networking and the art of making yourself memorable

I recently had the privilege of speaking at a Nevada Hotel and Lodging Association emerging leaders event at the Palazzo. 

The audience was comprised of leaders in the hotel and lodging industry, and I’ll be honest: talking about networking isn’t easy for me. I am an extroverted introvert. I’m social, but I overcome a lot of internal pushback whenever it comes to being outgoing.

But after nearly 24 years in my own business, I’ve done a lot of networking and learned quite a bit. 

I chose this speaking opportunity because in all my years of doing something unnatural for me, I’ve probably learned things those who are natural networkers haven’t because I come at the subject differently. I personally feel, if I can network anyone can. Here are some of the key take-aways from my talk. I hope they help.

Making yourself memorable

I’ve learned that networking is less about prospecting and more about how you can be of value to others. This is key to being memorable and staying top of mind with people you meet. Most people know when you’re just there to sell, and it’s usually a huge turn-off. When I network, I focus on adding value to relationships. My goal is to give others something helpful. A line I like to use is: If you’re helpful, you’re hired (eventually).

Wear bold colors

In order to be helpful, you still need to be seen. Literally. You don’t want to be stuck in the sea of neutral-colored office-wear. Don’t be afraid to wear something that makes a statement, be it large or small. For me, I love finding something a little elaborate or outrageous at a thrift store; at networking events I might wear contrasting glasses or a big colorful hat. It can be subtle, too. Men, for example, can wear a bright tie with a dark suit.

Push your comfort zone 

If networking doesn’t come naturally, survey the room and find someone you know. Then find someone you don’t know and introduce yourself to that person. Then, after you say “hi,” introduce them to someone you know. This is a great way to help others and to become memorable. And here’s a bonus tip: When speaking with others, be a good listener and ask a lot of questions. I also like to say: If you’re interested, you’re interesting.

Follow up quickly (but do it right)

Just like food at a restaurant, leads get stale fast. So, you must follow-up shortly after the event. However, remember that desperation repels opportunity. Asking for a quick follow-up meeting looks desperate. Don’t be that person.

Instead, you can follow-up by connecting on social media. Comment on posts, and maybe connect them to someone else. A couple more ideas: if you have a podcast, invite the person to be a guest, or if there’s a follow-up event, ask to meet for coffee before it. This makes the next meet-up ridiculously convenient and natural.

Business card etiquette

I’m in my 50s and have been doing this for a long time, and today business cards are a little old school, so invest in a digital business card. It’s also good to keep in mind that not everyone wants to connect the way you do. They may want to share cell phone numbers or take a photo of your business card. Be flexible.

Another tip: never thrust your business card on someone. It’s much more valuable if your card is asked for. So, how do you get them to ask? Ask for their contact information first. I have a little strategy for this: I get to know a little about them through conversation, then say something like ‘I may know someone who can help you’ and ask for their contact information.

Focus on adding value

If you struggle with networking, I recommend two books: Barking up a Dead Horse: Avoiding the Wasted Time and Effort in Business-to-Business Sales, by Tom Batchelder, and How to Become a Rainmaker: The Rules for Getting and Keeping Customers and Clients, by Jeffrey Fox. (Both books were recommended by my friend, Joyce, a leader in banking.)

Let’s remember, you have to give before you get. Always think of something you may be able to share that might be valuable to someone else. It doesn’t have to be big, maybe an app suggestion or if you know they’re a coffee lover, send a list of coffee shops you like in a social media message.

When I network, I focus on being a connector. Introducing people is my favorite thing to do. It has helped me to build many friendships through business relationships over the years, an added value for me, in addition to business success.