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Networking like a Nobel Prize winner: 10 contact tips to success

Networking is important for the career, this is undisputed. But many people are simply afraid of it, or do not know how to start making contacts right: just let go of it? First observe and listen? That's the type thing in the end.

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It really requires work

But it is also clear: Networking is not just nice smile and small-Talken, it requires the right work properly.

For example, the right preparation would be right at the beginning: if you want to network, you have to be clear about what goals he is pursuing and whom he wants to meet. Because every conversation is a kind of miniCastingfor which one should be prepared.

Preparation is everything!

This means researching as much information as possible about potential interlocutors in advance - from the professional position to personal interests that can be experienced in social networks.

Also in the conversation is full commitment required: You have to listen, answer - and quietly ask even if you have not understood something. This gives his interlocutors a good feeling.

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Status questions and follow-up

But it is also important in the conversation to always remain at eye level - status questions should of course be clarified. And when the conversation is over, there is no end to the networking, much more it is only now really going on: It follows the follow-up.

Of course the sorting and systemisation of business cards - but not only: It is also important to keep a book on the information exchanged and to keep an eye on interesting business partners.

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Small talk like a Nobel Prize winner

The physicist Richard P. Feynman reports that he nearly lost the Nobel Prize because he was afraid that he would have to talk casually with princesses and diplomats at the reception afterwards. Fairs like the dmexco, the 16. and 17. September again in Cologne, many people are facing similar problems:

Although the largest industry gathering of the German online marketing scene offers almost unlimited opportunities for networking, without the right strategy it is difficult to establish good contacts. We show how to do it.

Make your own goals clear

At the beginning there is the preparation: Who wants to network, has to make clear what goals he pursues and whom he wants to meet. Because every conversation is a kind of mini-application, for which one should be prepared. This means researching as much information as possible about potential interlocutors in advance - from the professional position to personal interests that can be experienced in social networks.

What is the best way to get in touch with these contacts? There are various ways, for example rather casually at the trade fair stand, specifically with an appointment or at events. At trade fairs like dmexco, many important conversations are also held at parties: the best way to find out which events are particularly interesting is through a personal network and social media. “Goal-oriented planning is particularly useful for introverts. You will benefit from your analytical skills, ”says the introversion expter Dr. Sylvia Löhken.

How do you get into conversation?

Once this first hurdle has been overcome, it is time to begin: How do you start a conversation? “In the business world, inhibitions are expensive. While one is unobtrusively networked with a lot of people, the other, perhaps even more interesting, remains reserved - and therefore below his options, ”says sales trainer Oliver Schumacher. He recommends looking for common ground in conversation partners and listening rather than speaking.

For example, with the question: "How did you find the last lecture?" or "Could you take something from the event?" He finds the attitude “let's see who I can sell something to today” rather harmful. Better be: "Let's see which interesting people I will meet today." For Schumacher, what matters most is sympathy. Because: “People buy from people.”

Please no phrases

The management trainer advises against lapses learned from outside the box Dr. Cornelia Topf from. Ideal: “You should think of two to three specialist topics, be it the weather. But you shouldn't bore others with your own specialty. Humor helps! ” Many people's fear of small talk has a simple reason. "Actually, they want to be loved," Topf knows from her experience. So help not to take yourself too seriously.

Questions are best for starting the conversation because they signal interest. They even work on people who soak up every beginning of a conversation like a sponge because they don't answer. It depends on the type of question. Closed questions like “Don't you find the event very exciting?” Are rather bad. “What can you answer? Actually only yes or no - and in both cases the conversation ends before it starts, ”says Topf. To get a longer answer, it makes more sense to ask open questions, such as “how”, “why”, “why”, “what for”, “for what” or “what do you think?” kick off.

Attention chatter reflex

What can be avoided, on the other hand, is what the management trainer calls a chatterbox reflex: “The more insecure people are, the more they talk, get on the nerves of others and achieve exactly the opposite of what they want. Good small talk is about listening and the other person talking. Nobody likes head teachers and frequent speakers. ”

Events with many friends are ideal because networking is easier here: You can simply ask someone to introduce another person. For this to work, the old rule applies: “Don't ask what others can do for you, but what you can do for others”. After all, networking is always a give and take - only in this way can everyone benefit from mutual recommendation marketing.

The fear of embarrassment in small talk

Many people are not only concerned about starting a conversation. The fear of embarrassing yourself through ignorance is almost even greater. So what to do? Pretend hypocrisy where there is none? Just nodding understanding? Everything is wrong, says management trainer Topf and is calm. “When it comes to small talk, honest interest in the other person is important.

And nothing profiles them as experts more than the interested inquiries of a layperson, to whom he can explain everything. So Topf recommends escaping to the front, for example like this: "Excuse my ignorance, but what exactly does this app they are talking about do? ” Then of course you have to follow your counterpart and, if necessary, ask further questions of understanding - a challenging task.

Dealing with persons of respect

It can be difficult to talk to someone who is particularly respected or who has a higher status. Visibility coach Nathalie Schnack advises to establish eye level: “Make sure that in this situation you are as important as the other person. The same applies to your target. Treat the other respectfully and positively! ”

In any case, according to Schnack Status, nothing is permanent, but is constantly renegotiated by unconscious signals. And precisely because, for example, at an event, it is not always entirely clear who has which status, it can make sense to wait and watch before you take action - as the psychologist Chris Wolf suggests: “I will let myself Time and empathize. Then at some point there is a very pleasant small talk and everything is good. The 'trick' here is just serenity. ”

Offensively encourage exchange of business cards

Even if networking is easy, it does not have to be very productive. Even at large trade fairs like the dmexco, everyone is having dozens of conversations. But when the event is over, much is quickly forgotten in the face of the sheer mass of impressions. This is where efficient follow-up helps, keyword contact management.

At the end of a conversation, you can calmly address the exchange of business cards - this also has a signal effect for all other participants. It helps to make notes about the content on the business card immediately afterwards. If you want to make it easier for network partners to remember, you can have your picture printed on your own card. Because later it is difficult to link names with faces and topics. A business card scanner or the Xing scan function for mobile phones help to assign the card to a social media profile with a photo. You can then use Xing or LinkedIn to research other starting points for working together. Sales trainer Oliver Schumacher recommends: “If you pick up the phone after the personal conversation, starting the conversation is much easier. Because now there are first similarities, namely the entertainment at the event. This will likely make the called party listen more interested and benevolent. ”

Better the right than too many contacts

Good networking does not mean having an infinite number of contacts, but in some situations it is exactly the right contact. Sylvia Löhken therefore advises that contacts be continuously expanded and maintained over a longer period of time: “That means keeping a regular record after the events: Who did you meet? What do you find interesting? What information about your conversation partner do you want to keep? Only then can you see the real benefits and your relationship work will bear fruit. ”

The tips of the experts show one thing: anyone who believes that a few casual conversations are enough to successfully network is wrong. Especially at a major event such as dmexco, good preparation and follow-up work is essential. This means researching in advance exactly who you would like to meet where and where to keep a close eye on contacts and conversations. Only in this way can an event be used efficiently. And in conversation: Just do not be too shy, but always calm and respectful.

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Checklist: 10 tips for networks at major events

How do you network properly? Especially at anonymous big events this can be difficult. We have put together the most important tips for you.

  1. Salutation: Whether "you" or "you" depends on the framework. Those who dozens create closeness, those who win choose for more distance. Choose the form of address that makes you feel more comfortable.
  2. Go easy on every conversation: you can only win!
  3. At an appointment: Prepare yourself. Inform yourself about the interlocutor and possible topics. Be punctual or give notice of delay.
  4. Topics: Talk about technical topics, but avoid personal problems
  5. Even if you have a goal: Do not fall into the house with the door. Building a professional network takes time.
  6. Show respect: Let others finish, listen attentively and with concentration, do not interrupt. Switch off your mobile phone silently or completely to be able to pay full attention to the conversation.
  7. If the conversation is unproductive or even annoying the conversation partner: Wait a reasonable while and remain courteous before you go on an excuse - eg going to the toilet - the distance. The more inconspicuous, the better.
  8. Faux pas committed: Excessive excuses only make matters worse.
  9. Business Card: If your business associate offers a business card, be sure to look at it shortly before putting it away. Your own business cards should look neat and not kinky.
  10. Follow-up: Keep a record of whom you talked about when and when. Write down position, birthdays and interests. If you still lack facts, research them. Social networks like Xing provide a lot of information and note functions.

 

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2 responses to “Networking like a Nobel Laureate: 10 contact tips for success”

  1. Thomas Eggert says:

    Contribution in Lead Digital: Making contacts for success via BERUFEBILDER - Exciting contributionCsJ47NBxCr

  2. REGIS GMBH says:

    Contribution in Lead Digital: Making contacts for success via BERUFEBILDER - Exciting contributionFikNjHMZSc

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