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Freshman Networker
Key phrase: I'm new to this!
Their motivation is to gain knowledge and understanding.
Freshman Networkers are new to networking events in several ways,
sometimes for combined reasons. For example, a Freshman Networker
might be newly graduated from college or a business school and brand
new to a career. S/he might have changed jobs to a new profession
and have plenty of experience in work, but not in this particular
kind of work. Another example might be someone who is new to networking
in general, someone who is attending his/her first social event
or conference. In all of these cases there is a sense of newness,
perhaps even overwhelm, with all the people and all the information
there is to absorb. Even experienced networkers can feel like a
freshman when they attend an event they've never attended before.
Freshman Networkers are often very excited about their new job
and are eager to tell others about it. They're also eager to make
sales because they want to perform well. They often want to "cut
to the chase" and get down to business right away, and have
trouble understanding why that doesn't translate to business. They
might even find others avoiding them because they're too eager.
But isn't that what networking is all about, making sales?
On the other hand, some Freshman Networkers can feel out of place
because they don't know anyone at an event. They can feel left out
or awkward because it's hard to break into existing conversations
or clumps of people who clearly know one another. At conferences,
Freshman Networkers can find themselves very absorbed in learning
the material at the sessions, poring over the session paperwork
instead of talking with people during breaks. Because they're new,
or beginners in one sense or another, it can feel challenging to
start up a conversation because they don't know what to say or don't
know how to introduce themselves in such a way as to be interesting.
If you're a Freshman Networker, or are feeling like one with a
new organization or event, it may be time to try some different
strategies.
1. Slow down and take your time. Get in the habit of keeping
your business card to yourself, and understand that you need to
get to know someone first before you offer or accept a card. Ask,
don't tell.
2. Let others know you're new: ask for help. You may meet
someone who will mentor you or help you in your career. Keep your
attention on meeting new people during every break and let them
know you're new: new to the event, new to the profession, new
to the organization. People are happy to help.
3. Networking isn't selling. It's a gracious way to earn
the right to a second conversation. You wouldn't marry someone
you just met just like you probably won't buy from someone you
just met. Take the time to let the relationship develop. The sales
will come in time, and they will be bigger sales when they do
happen.
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Back to a Beginner!
Linda H. was an experienced independent public relations
consultant who recently became the head of a bank communications
department. Suddenly she found herself in a brand new environment,
learning a new language, being expected to attend all sorts
of new meetings with people whose work she didn't yet understand.
She was supposed to be an expert but she felt like a beginner.
She found herself attending professional bank association
meetings and conferences as an outsider. Frustrated, she didn't
understand her sudden lack of initiative and shyness with
people. She was a pro, why did she feel so uncomfortable?
What should Linda do?
Linda is suddenly a Freshman Networker, and it feels awkward
to be a pro in one area but a newcomer in another. She needs
to use the same skills she built in her PR industry to create
the same web of connections she has in public relations. At
her command is her best weapon: her newness. By letting people
know she's new to the industry and is asking for help, she's
allowing herself to be served. People are eager to help and
will want to mentor her. In return, she can give them advice
from her public relations expertise, and everyone wins.
When people start over, some surprising things shift. At
mid-career, no one expects to feel like a complete beginner.
But when it comes to walking into a room full of pros in a
new industry; they're a Freshman again. They need to remember
how much of a gift it is to let others help them, and be open
about their learning curve. If they're generous in their willingness
to give back, in no time at all, they'll be a pro again.
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