The secret of successful networking

How often have you attended an event packed with potentially invaluable contacts and ended up talking to people you already know? It's a common mistake. According to Judith Gilmore of Effective Communications, a consultancy that helps people professionally present themselves and their ideas, many of us are limiting our potential. "How many of us were raised with the advice, 'don't talk to strangers?' It's good advice to give to children but useless for the working world," says Judith. "We need to talk to strangers. "Too many of us still wait for somebody to introduce us. Throw out this conditioning and put in its place the ethos it's up to me to take a risk." It sounds simple, but in practice, many people find the idea of talking to strangers terrifying. "Many of us have a phobia about starting a conversation with someone we don't know," says Judith. "In your work you are at a disadvantage if you find small talk uncomfortable. How will you make that unexpected business connection or gather that vital piece of information?"Headquarters Hair Salon managing director Victor Pajak understands that networking can be daunting for some people. "When you're starting out, networking is not easy. To begin with, be an active participant in the industry - attend functions, arrive early so you can mingle, start conversations, listen and learn. "There's no greater compliment you can bestow on someone than to ask them about themselves. Always attend a function with an inquisitive attitude." The secret to effective networking, says Victor, is to be prepared to give as well as take - but don't be too blatant about the fact you are networking. "Good networking skills come with a desire to be of service to others. I am very open in conversations with other salon owners about how we operate at Headquarters. I am always happy to do someone a favour or provide information or advice because I know that, somewhere down the line, I might need someone to do the same for me. He adds: "Most networking opportunities are also social occasions, and no one likes a networker who works the room, pressing their card onto people, darting from one conversation to the next to see what they can gain for themselves." For anyone still nervous at the prospect of networking, Judith puts the risk aspect into context: "Compared to flying an aeroplane, driving a car or starting a new job, it isn't risky - so go for it."

Top Tips For Maximising Networking Opportunities

• Make the effort to remember names. When you are introduced to someone repeat their name immediately as you greet them.
• A handshake is the first non-verbal signal you give about yourself, so make it count. No one likes a limp handshake.
• Don't wait for people to approach you. If you approach someone who is standing alone they will think you are sensational.
• Use eye contact and follow this up with a smile. This is how to build warmth and a rapport with someone.
• Use open questions, such as 'How do you know the host?' rather than closed questions such as 'Do you work here?'
• Listening is a skill. While someone is talking, stay mentally alert and nod or make brief comments to show you are interested. People will think you are wonderful if you listen to them.
• For more advice go to www.effectivecommunications.co.uk