“It’s not what you know, it’s who you know.”

Yes, it’s a cliche, but there is a reason a statement becomes a cliche: because there’s some truth to it.  Every good networker knows that having the right contacts (and having a great relationships with those contacts) can be a huge component of career success.  When looking for new positions, industry information, or potential clients, having a vibrant professional network is critical. 

The first step to building that network is to reach out and make connections.  The bigger your network is, the more likely you are to know someone who can help you land a new job or introduce you to an important decision-maker.  There are many opportunities to meet new people, from formal networking groups to informal business receptions.  Unfortunately, at these event most people tend to congregate in the corner with the few acquaintances they already have.  That doesn’t help at all! 

If you want a strong network, you should always be looking for new people to add to it.  Reaching out to new people, and making a great first impression with them, is a simple process when you remember these three steps:

1)  SHE is the key.

I first learned this tool from author Joe Takash.  It’s an easy way to remember the three most important pieces of body language that come into play when meeting someone new.

 Smile – Smiling is a universal facial expression.  When you approach someone for the first time, make sure you have a smile on your face.  It shows that you are friendly and are open to communication.  A smile on your face also encourages the other person to smile too.

Handshake – Reach out and give them a firm handshake.  It doesn’t have to be overpowering, but let the other person know that you are confident in yourself (and be careful not to give the “dead fish” handshake).  

Eye-contact –  Look them in the eye for at least a few seconds.  When a person whom we have just met can’t make eye contact with us, we don’t trust them.  A feeling of distrust is the worst kind of first impression you can make on someone. 

2) Tell your story clearly.

When you first meet, be sure to introduce yourself clearly, and depending on the context of your meeting, tell them a little about yourself.  While you are doing this, keep in mind that they don’t live inside your head, so make sure you tell a simple “story”.  Don’t jump around too much or use jargon and terminology that they wouldn’t understand. For example, if you work with a very specific piece of technology or software in your profession, don’t assume that your listener will understand it.  If you aren’t understandable, they’ll tune you out.

3) Ask questions.

Many people are nervous and shy about meeting new people because they are afraid they won’t know what to talk about.  There’s an easy way around this: ask the other person questions so they’ll do all the talking!  Instead of feeling pressure to come up with conversation topics, simply take an interest in the other person and ask them questions about themselves.  While finding out about their story, you’ll find connections and topics that will spur further conversation.  And when you take an interest in other people, they will often reciprocate and ask you questions.  Voila, instant conversation.

These are just the beginning pieces of a great networking relationship.  It’s still important to follow up and deepen the connection you have with the people in your network.  Apply these steps, however, and you will find your professional network developing quickly; and your professional success will quickly follow!