these tips to make the most of your
networking events.
Quality Over Quantity
Networking is not about meeting as many people as possible and getting rid of that whole stack of business cards. Business cards are no good if no one can remember a thing about you! Seek to make a few meaningful connections, rather than many meaningless ones.
It’s Better to Give Than to Receive
If you approach networking with a “what’s in it for me” mindset, you won’t get very far. Networking is about making long-term, mutually beneficial connections, not about achieving an immediate result. You can take a lot of the stress out of networking simply by approaching events with a “what can I do for others” mindset.4
If you are an active listener and thoughtful conversationalist, you will be well positioned to offer to help someone in a way that will be useful to them. Maybe you can make an introduction they’ve been looking for, invite them to speak at your upcoming event, or do something as simple as make a great travel recommendation for their next vacation.
When you help others, they want to help you – you’ll be the person who pops into their mind when their office has a law clerk opening, and they’ll be happy to help you out the next time you need advice or an introduction.
Break Out of Your Mold
Sit with or approach people you don’t know, and introduce yourself. This can be challenging. We’ve all had the urge to sit or mingle with people we already know, or to join a large group of students crowded around one talkative lawyer (minimizing the chances you’ll have to “wow” anyone with your conversation skills.) Avoid this urge! Instead, seek out individuals and small groups of people that you don’t know. Use your icebreakers and “what’s new” answers to strike up interesting and memorable conversations. Then use your research and questions to reach your objectives for the event.
Listening is Key
People love to talk about themselves. Nurture other people’s love for talking by being a good listener. Too often, we find ourselves thinking about what we’re going to say next, or drifting off to our personal to-do list, when we should be listening. Take care to be an active listener at networking events. By nodding, leaning in towards the person you’re speaking with, giving appropriate acknowledgments and reactions, and repeating certain things back to highlight your understanding, you can let the other person know you care about what they are saying.5
Active listening also means responding thoughtfully to what people are saying. Follow-up questions are a great way to demonstrate that you were really listening, and that you are interested in what the other person has to say. More importantly, try to find common ground and establish mutual interests. If an attorney’s story about the recent case she worked on was interesting to you, share your experience in moot court and thoughts on litigation. If the director of a legal department just got back from Madrid, where you studied abroad, strike up a conversation about Spanish food. Law practice areas, classes you both took or professors you both had, hometowns, sports you play or watch, travel experiences, books and movies, and other hobbies are all great topics to delve into to make a meaningful connection.
By being an active, engaged listener and establishing mutual interests, you’ll remember more about the person you’re speaking with, and they will remember more about you.6 Now, when they interview you at OCI, when you submit your internship application, or when you’re simply looking for professional advice, you won’t be just another nameless face.
Advice for Introverts
Do you think you’re too shy to be successful at networking events? We all have a stereotypical view of the type of person who is great at networking: the woman with a gregarious personality, confidently commanding attention and effortlessly making friends with everyone in the room. If you’re not this woman (and not many of us are), you might think networking just isn’t for you. You probably think you’ll make up for it by excelling in other areas: you’re a great writer, can catch a typo from a mile away, and pride yourself on having close relationships with a tight-knit circle. But the truth is: you don’t have to miss out on the benefits of networking just because you have a reserved personality.7
Research shows that extroverts, those with big personalities who are never at a loss for conversation, can actually overpower others by talking too much and listening too little. Introverts, on the other hand, have a natural inclination to listen closely, really hear what others are saying, and respond with thoughtful responses and follow-up questions. These skills can lead to more meaningful connections.8 And again, networking isn’t about making sure everyone in the room gets your business card – it’s about establishing mutually beneficial relationships.
So, if you’re an introvert, don’t automatically exclude yourself from taking advantage of networking opportunities. Instead, here are some helpful tips to make your networking efforts less stressful, and more successful:
~Focus on your strengths. Let go of the stereotypical “networker” image.
~Make the room feel smaller: seek small-group and individual conversations.
~Use your listening skills to engage in deeper conversations and ask thoughtful follow-up questions.
~Go to networking events with a goal to establish one meaningful connection – then you can allow yourself to leave.
Know When to Say Good-Bye
Excusing yourself from a conversation can often seem difficult and awkward. But keep in mind, networking events are called that for a reason: people are there to meet new people. It is perfectly acceptable to say, “It has been a pleasure meeting you. I’m going to mingle around the room now.” Shake hands and move on.
After the Event: Staying in Touch
A simple “nice to meet you” email is always appropriate. Aim to send the email within 24 hours and personalize the email by touching on a topic you discussed at the event.9 For example, “Thanks for the book recommendation” or “I appreciate your advice to take classes with Professor so-and-so.” You don’t need to have a specific purpose or goal in mind at this time.
If you would like to stay in touch with a person because you are interested in their work or their place of work, you think you could do them a favor in the future, or simply because you had a good conversation and have similar interests, it’s a great idea to keep in touch. You can do this by sending follow-up emails with specific questions or requests for advice, or invite the person to meet you for coffee. Generally, people will be flattered that you find them interesting and will be more than happy to keep in touch with you. If they are too busy, they’ll let you know – and that’s the worst that can happen, so put yourself out there!
See Page 43 for citations.
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