Make your networking WORK

They always say "It's not what you know, it's who you know." And they're right. Meeting the right people and building an ongoing relationship with them is vital both in business and in life. But how do you actually go about it?

Alex Cureton-Griffiths, Shanghai's "Mr Networking" is here to help. He's helped individuals, SME's and multinational companies improve their networking, interpersonal and lead generation skills.

It’s a Jungle Out There: The Animals of Networking

Shanghai is a concrete jungle, and there’s awhole zoo of animals you can meet at your average networking event. Put on your best David Attenborough impression and take a look below: you might be one of them…

Pin Stripe Tiger

You’ll find this species at many networking events around town – they can easily be distinguished by their unique pinstriped coat markings and hunger for building their collection of contacts. Just when you think you’ve escaped, you may hear their mating call the next day as they call you up from Honest Joe’s Financial Services and keep you on the phone despite your protests.

How to deal with them: If you see a pinstripe suit, stay away. They’re often financial services and you’ll be receiving annoying phone calls from them forever more.

Read more »

Fire your intern and fire up the iPhone. Cardmunch is here

iPhones aren’t just for looking cool any more. If you’re an avid networker like me, check out Cardmunch. It’s a free app by LinkedIn that takes pictures of all the business cards you collect and stores the names, address, phone numbers, etc on your phone.

So far, so boring. You’ve no doubt heard of programs like this before. Why do I recommend Cardmunch then?

  • It ties directly into LinkedIn. Invite someone to your network with two taps of your finger
  • You can easily export your data from the Cardmunch website
  • Because it’s on the website as well as your phone, there’s always a backup
  • It has a rapid fire mode, so you can scan many cards quickly
  • Best of all: it’s human-powered. All of the data from the cards is typed in by humans on the other end, so accuracy is a lot better than the competition.

In short, it’s all kinds of awesome, and if you’re a networker with an iPhone you need it now. Did I mention it’s free?

6 Ways to Get Out of Conversations, Fast

Have you been in this situation? You’re in between conversations at a networking event and you see a solitary figure standing waiting for someone to talk to them. Like the good Samaritan you are, you walk over and start chatting, only to find them a thundering bore whose idea of a good conversation is a detailed description of their dog’s recent operation. Or a guy in a pinstripe suit trying to sell you financial services. Or someone raving about how amazing their first day in China is. You get the picture.

You really need to get out of the conversation. But how can you do it without looking like you’re running away? Here are six techniques that’ll get you out of the conversation and save your sanity in no time flat.

“I NEED TO CHECK IN WITH A CLIENT OVER THERE”

Just gesture vaguely to a large crowd of people on the other side of the room and move on.

“I SKIPPED LUNCH TODAY, SO I REALLY NEED TO GO ORDER SOME FOOD”

Only works at events where there’s food, and there’s always the possibility the other person’ll follow you. Use with caution.

INTRODUCE THEM TO SOMEONE ELSE

Not the kindest option, but unless the other person is completely horrible they should have some redeeming features. Remember to mention something about each party in the introduction and make your excuses when they’re into the conversation.

“WOULD YOU LIKE ANOTHER DRINK? I’M JUST GOING TO HEAD TO THE BAR”

While there’s the off-chance that they’ll accept and you’ll have to head back to pass them their drink, you can still claim that you bumped into someone at the bar and you have to get back to them. To be on the safe side, ask them if they want another drink when they’re nowhere near finished — it’s polite and they probably won’t request one anyway.

SET THE ALARM ON YOUR PHONE

This one works if you already know you’ve got to talk to boring people and have time to prepare. Just set the alarm to go off after a certain amount of conversation and act like you’re answering a phone call. It looks a lot better than picking up your non-ringing phone and claiming someone’s calling.

REALLY NEED THE RESTROOM

Not the most elegant way to exit a conversation, but useful as a last resort. Depending on how oblivious the other person is, you might need to employ a bit of acting skill too. You can blame it on the food at the event or something in the drinks.

Of course, unless you never want to see the other person again, it’s good form to say “great meeting you, just in case I don’t bump into you on the way back” instead of immediately walking (or running) off.

So now that you can escape the conversations from hell, you can spend more time connecting with interesting people and doing more business. Just beware — now that you know these tactics, watch out if people start using them on you!

Never Fumble for your Cards Again

Fumbling for your cards waste time and be a lot of trouble. So, just before you get to the event, transfer a batch of cards to an empty pocket. Then when someone asks for a card, all you have to do is reach in and whip one out. Less time, less hassle and much cooler than not being able to find your card case.

To make sure they don’t get mangled, don’t sit down too much between the pocket/card transfer and handing your cards out, especially if you keep them in your back pocket as I do.

Dress for Success: What to Wear at Networking Events

By Andrew Law

What you wear at a networking function can enhance you and your business or do the opposite, depending on how you go about selecting your attire.

The first rule in business related to clothing is dress for success. Whatever your profession, dress in quality clothes and be neatly presented. They don’t have to be the latest brands and hugely expensive clothes, but rather smart and of a good standard.

If you look around a conventional chamber event, lounge suits are most typical with businessmen. However if you’re in IT or a creative industry such as photography, a more relaxed style is appropriate — this doesn’t mean jeans and a T-shirt, but perhaps a quality dress shirt with chinos or slacks.

If in doubt about what to wear, remember it is far better to be overdressed than underdressed.

Plan ahead — call the organizers and find out the dress code. If it is an annual ball the dress code may be black tie, i.e. dinner jackets for men, cocktail dresses for ladies.

There is nothing worse than turning up to a black tie event in a lounge suit or casual attire.

It could be a seasonal event, like a Halloween party or St Patrick’s Day, in which case the organizer may ask you to wear a colour such as black or green. If you don’t know about the rule you may feel slightly out of place and not feel part of the event.

Remember, what you wear projects your image (and your company’s image) to others. It is something you have control over so “why chance it?” as an old business colleague of mine once opined.

4 Factors in Creative Business Cards

Let’s face it: most business cards are dull, dull, dull.

Companies follow the same old formula: get a white piece of cardboard, print your logo, name, position, etc on it, hand it out. Yawn. It’s just another white rectangle amongst many — and what does that say about your company?

If you want to show people that your company is dynamic and forward-thinking, start thinking outside the box when it comes to your business cards. They’re often the first exposure people get to a company, making them an excellent marketing device — yet few people follow through with this.

Enough theory. How can you make your cards blow people’s socks off?

Color

Look through a stack of other people’s business cards right now. What do you see? Which cards leap out at you? Color can say a lot about a person or company, so exploit it to the fullest.

Formality

Director of this, Manager of that. Sure, we know your position, but it doesn’t really zing does it? Why not “Head Honcho,” “Big Cheese” or “Sales Dude?” It’s a great conversation starter and puts a more informal, human face on your company. Works well for smaller companies in creative industries, perhaps not so well if you’re the CEO of Bank of China.

Shape

Even rounding the corners can create an impression. But why not go the whole hog and get your company logo cut into your card? Just don’t change the dimensions too much, otherwise it’ll get mangled when it’s put into a card wallet or someone’s pocket.
See The Psychology of Shapes for more info.

Usefulness

Why would I ever want to look at your card again? Sure, if I’m in the mood to buy your service, maybe I’ll dig it out — if I can remember who you are. On the other hand, if you put genuinely useful information on your card, it’ll get etched into people’s minds each and every time they dig it out of their wallet. I’ve heard of people putting rulers and London Underground train maps on their cards, and I’ve even seen cards with little tools that you can press out like a Swiss Army knife. Being useful means a great first impression, gets people talking and means people will SEE your card more often, meaning wider brand exposure and deeper branding overall.

This advice won’t work for everyone. If you’re working for a stricter, more traditional company then having bright orange cards with flashing cutout monkeys might not be the way to go. Yes, a novel card design may shock some of the more buttoned-down people out there, but for some companies that’s not such a big deal. Which is better, really? To blow a few people’s socks off and risk offending a couple of prudes? Or languishing, forgotten, in a pile of business cards?

Links

Rapportive: Better Gmail for Networkers

I’ve been using Rapportive for a few months now – it ties into your Gmail account and shows you info on anyone who e-mails you (including their profesison, LinkedIn profile, Facebook profile, recent tweets, etc) in place of where the ads would usually be. Great for keeping up-to-date on your contacts and getting the inside scoop on new people who contact you.

Small screenshot - click to zoom

7 Tips for Networking Event Organisers

Shanghai is absolutely chock full of networking events, taking up most of the calendar and covering just about every niche. However, not all events are created equal. We’ve collected a few tips for those already organising events or planning to plunge into the world of events planning. Most of these tips focus on networking events, of course, but could apply to all sorts of other events too.

And yes, unfortunately I have experienced all of the below (as a networker, not an organiser)

1. Cut down on the seating

This may seem odd, but it’s one of the key factors a lot of people miss when sorting out a venue. While sitting down may be good for an individual, it can really damage the group dynamic of an event, since if people are comfortably sat down, they’re not mingling. With tables, things only get worse. Approaching a group sitting around a table chatting is a lot more intimidating for most people than approaching someone standing up.

2. Go easy on the distractions

Prize draws are lots of fun, but they can really interrupt the flow of an event. Everyone has to break off their conversation to listen to the MC, and nothing disrupts a conversation more than someone wandering away onto the stage to get their prize. Other factors are loud music, performances, speeches and anything else that stops people doing what they came to the event for. That’s not to say cut out distractions altogether, just bear in mind your audience and why they came to your event.

3. What’s good for the goose might not be good for the gander

Just because your event really works for locals doesn’t mean it’ll work just as well for the expats, and vice-versa. While it may seem obvious, I’ve been to quite a few networking events that try to get everyone involved in ice-breaking activities, something that can seem quite bizarre to foreigners.

4. The venue is vital

You wouldn’t expect a doctor to perform open-heart surgery in a butcher’s shop. Likewise, you can’t expect people to network in a noisy, stuffy, crowded venue. The venue can really make or break the event, so it’s critical you choose carefully. Avoid anywhere too loud, too isolated, too gimmicky, too small and with too much seating. Using the same venue for every event can be great since people don’t have to look up your event details every time. On the other hand, moving your event around can make things fresher.

5. Be flexible

Just because your event is scheduled to finish at 9pm doesn’t mean it has to be 9pm on the dot. Let things run their natural course before you throw people back onto the street or bring on the live band. Likewise, a lot of people don’t bother to RSVP for events — they just show up at the door. Don’t decide to cancel the event and not tell anyone just because no-one RSVPed.

6. Overprepare

Finding out the MC forgot about your event and that the microphone makes you sound like a robot can be pretty stressful, especially if it’s at the last minute. Get to the venue with time to spare, and use that time to get prepared. Test, test and test again.

7. Don’t skimp on the alcohol

Networking events always go better with alcohol. After a long day at work, people like to relax in the evenings and (for many people) a glass of wine or a cold beer helps. In the same vein, talking to strangers can be nerve-wracking, especially to new networkers. Having a drink or two can calm them down and give them something to do with their hands.

5 Hot Tips for Summer Networking

Shanghai is cooking this summer with temperatures in the high 30s and beyond. That doesn’t mean the networking stops though! Even though many people are out of town there are still lots of networking events going on. How can you make the most of them this summer?

1. Just do it
I know, I know. It’s hot, humid and horrible out there, but that doesn’t mean you shouldn’t be out networking. Yes, there may be fewer people, but that means less competition and deeper bonds with the people you do meet. Just take a deep breath, think cooling thoughts and leave your air-conditioned paradise!

Read more »

Saying NO to Online Networks

If you’re anything like me, over the years you’ve had your email inbox jammed with invites to online services like Ushi, Naymz and Affluence.org. It seems that every few months another wave of social networks comes along, fills up your inbox and then shrivels away within a few short weeks. How can you sort the wheat from the chaff and find the most useful online networks? Read more »

The Secret of Out-Networking Your Competition

Traditional networking events like mixers can easily become a bore. Go to a bar. Pay 120 RMB. Have two drinks and talk to the same kind of people as the last one. Rinse, lather, repeat. Oh, and don’t forget your competitors who are also there, getting their faces in front of the same crowd. This kind of event can only get you so far before you realise just how little business you’re getting from it.

So, what can you do about it? Shanghai has plenty of other events that are fertile ground for meeting new contacts and offer opportunities to mingle. Read more »

How to Get Started Networking in Shanghai

Why is Networking So Tough?

For anyone coming to a new town, be it Shanghai or anywhere else, networking is essential — after all, how else can you integrate into the community? The first networking event you attend can be like your first day at school — you don’t know anyone, you don’t know how to behave and you’re worried about what others will think of you. When you’re there for the first time with all the other strangers, the only thing you want to do is go home, even though you know staying is for your own good.

Everyone feels this way at first, and for some that feeling never quite goes away. Even experienced networkers sometimes feel like fish out of water. For people who are just starting out though, that feeling is stronger than ever.

Believe it or not, you’re already a master networker. Every time you’ve made a friend or chatted to your neighbours you’ve been networking. And, unless you lived a miserable, solitary childhood, you doubtless had friends at school, all of whom you had never met at some point. So, what changed? Why are adults usually more nervous to network than children? If anything, it should be less stressful. After all, nobody’s going to laugh at you for falling off your bike or because you can’t tie your shoelaces. Read more »

Networking in China: An Introduction

2009 was a tough year for most of the world: Familiar brands went under, economies collapsed and the job market was in freefall. Some countries fared better than others, China chief among them. While consumers in the west are still tightening their belts, many businesses are looking to China to find customers, outsource production or expand their marketing efforts. But how can you build a network of contacts to enter the Chinese market? And once you’re there, how can you build relationships with the locals on the ground? Read more »

Dare to be Different: How to Stand Out when Networking

When it comes to networking events, many people think that wearing a suit is the way to go. After all, most events are business focused, right? But if everyone else is wearing a suit, how can you stand out and be remembered?

I was speaking to someone the other day who said she’d met me ages ago at a BritCham Sundowner. How did she remember me? She mentioned I was wearing a shirt with a floral pattern and it really stuck in her mind. I think last time I wore this short I was referred to (in a positive way) as a “hippie networker” — as someone who’s unafraid to stand out and be remembered.

The question is, how can you stand out yourself? Read more »

5 Disasters to Avoid when Networking

5. Don’t forget your cards

We’ve all been there — taking a bundle of cards and then realising we’ve run out. Just don’t make a habit of it, and for god’s sake don’t tell us you “don’t believe in cards, because they’re just so impersonal, aren’t they?” What? You think we’ll remember you out of a room of dozens of other people if you don’t have a card? Read more »

When It Comes to Networking, Bigger isn’t Always Better

When it comes to networking events, which do you find are worth your time, effort and money? I’ve found that bigger doesn’t always mean better. Usually, the smaller events, like NextStep, Oriented.com and various chambers reap much greater rewards that the larger, jointly-organised events. So, what’s wrong with the bigger events?

1. Too much publicity – Great for events themselves, but not so great when you bump into all your competition. There may also be lots of people you already know, meaning more time catching up than mingling. (Not to say catching up is bad, but it can be easy to get bogged down) Read more »

LinkedIn Companion for Firefox

I’ve just been using LinkedIn companion for Firefox for the past few days. It’s been very useful so far, especially integrating with my webmail accounts to show me LinkedIn profiles of the people who email me.

  • See LinkedIn profiles for anyone sending you Web email
  • Search your LinkedIn network from any web site
  • Share articles you find on the web with your LinkedIn network
  • Bookmark profiles and searches for easy access
  • Find a job by seeing who in your network can connect you to hiring managers while you browse major on line job websites

You can find the extension here.

What other software or websites have you found useful for networking? Let us know in the comments!

9 Ways to Look More Confident

Your body says more about you than you think, and the most important time for it to say the right thing is when you’re networking, surrounded by opportunities to make a good first impression.

That’s not all. More confident body language can make you more attractive and just make you feel better generally. That’s because it isn’t just that a good mood causes good body language — the cycle goes the other way too.

So, how about those 9 ways to improve your confidence?

1. Have a strong firm handshake

Nothing conveys confidence like a robust handshake, and yet it’s something that many people have trouble with. A good handshake should be firm, dry and not too long. Read more »

7 Signs of Shyness (and what to do about them)

Shyness. It strikes us all at some point and can be great liability in building business connections, making friends, looking for love and a whole host of other things. Previously we dealt with looking more confident, and this time round we’re going to do the opposite and look at shyness.

You may be shy or completely outgoing, but here are a few signs that can make you seem like a bit of wallflower, and what to do about them:

1. Making and breaking eye contact

Making eye contact with someone only to break it as they acknowledge you sends the wrong signal, namely that you’ve registered them but don’t think they’re worth talking to. Maintain eye contact and move in for an introduction. Read more »

Alex’s interview on ITV-Asia

Alex on ITV-AsiaWatch Alex’s interview on better business networking on ITV-Asia

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