Leadership and Networking Training
A prestigious degree is a door opener; however, a young executive must offer something more than basic technical knowledge. What sets your executive apart from the rest? How would your executives answer these simple questions?
- Is it appropriate to send a “thank you” via e-mail after a business meeting?
- Does it matter if a man or a woman initiates a business handshake?
- Who is expected to pay the bill at a business lunch or dinner?
Business relationships are developed in a variety of social situations, including power lunches, cocktail receptions and private dinners, fundraisers or even a rousing game of golf. Knowing how to put others at ease is a corporate asset that can dramatically impact a company’s bottom line.
Polished executives are individuals who know the value of executive intelligence (social skills), and have taken the initiative to fine tune their skills. According to research done by Harvard University, Stanford University and The Carnegie Foundation, 85% of job success is based on a person’s ability to put others at ease, leaving only 15% of a person’s job success to technical knowledge. I feel certain you will agree…People Do Business With People They Trust.
The Art of Networking
Start out with a Positive Attitude. Walk through the door with confidence, having decided in advance that you will meet three new contacts and reconnect with established clients rather than spending most of the time talking with those you already know or just left at the office a few hours prior.
Nametags Are Useful. Typically, the nametag is worn on the right side, below the shoulder. However, some companies prefer the nametag be worn on the left side because the company logo is on the right. Check the company policy in advance.
Stand Up. Rising to greet someone shows respect for the person whom you are meeting or greeting.
Introduce Yourself. Clearly state your first and last name as you extend your hand for a handshake. If you would prefer a shortened version of your name such as “Bob” or “Jim”, let the other person know by saying “Hello, my name is Robert Jones but I go by Bob”. Be cautious not to use a nickname that might appear juvenile such as “Skippy” or “LaLa”. Instead, choose “Melissa” over “Missy” and “John” over “Johnny” at a networking event.
Don’t Assume You May Give Another Person a Nickname. Some use this technique to appear cordial or familiar, but it is a dangerous assumption.
Introducing Another Person. A client always takes precedence over a member of your own company, including the CEO. When making an introduction, always mention the client’s name first.
Forgetting Names. It is not uncommon to forget a person’s name, especially someone you have recently met. If you forget a person’s name, do not hesitate to be honest and say, “I’m sorry, I have just gone blank. Would you please remind me of your name?”
A Memorable Handshake. Always offer a proper handshake when you greet someone and then again when you close a conversation. A firm but not aggressive handshake is appropriate for both men and women. Strive to be the first to extend your hand as a gesture of respect to the other person.
Mix and Mingle. Upon arrival, it is appropriate to greet the host of the event, acknowledge those you know and introduce yourself to others you do not know or do not know well. Spend 6 to 8 minutes in light conversation and excuse yourself with a handshake and continue to mingle with other guests.
Holding a Drink. Carry your beverage in your left hand in anticipation of shaking hands with fellow guests. A cold and clammy handshake from a cold drink does not present a good first impression.
Do Not Overindulge. A successful event has little to do with how much you eat. Your primary goal is to meet new contacts and strengthen relationships with those you already know. Spend little time grazing the buffet table or ordering alcohol from the bar. Moderation is the key. Opt for a soft drink or water rather than wine or a mixed drink.
Less Is Best. Just as liquor should be limited, so should heavy perfume, excessive jewelry, facial hair and tattoos.
A Conversation Requires Closure. A pleasant “goodbye” is mandatory. Always end a conversation by saying something similar to “It was nice to see you.” Never say, “Let’s get together soon” unless you intend to follow through.
Skip the Men’s Black Suit. A basic black suit is not a universally flattering color. Consult with a professional that will give you honest feedback on the color of suit that is most flattering for your color, size and height. Consider navy, slate or dark gray while avoiding brown as a color choice.
Hand Out Business Cards with Discretion. Refrain from handing out business cards in the same manner you would offer free ice cream coupons. Concentrate on making a favorable impression and rely on a business card for reinforcement.
Don’t Forget To Write. A brief, handwritten thank you note to the host of the event will make a positive impression that will be appreciated and remembered well into the future.
©2009 The Protocol School of Texas
For permission to reprint or reproduce all or part of this information, please contact Diane Gottsman at
dg@psotx.com.
