Tips from the top

“It’s incredibly important for people to build their network,” says Chamber of Commerce President and CEO Kit Cramer, who attributes the interesting directions her career has taken to connections she made early on through networking.

At one of the first chamber events she attended after coming to Asheville, she says, “I was watching the room. My job is to get people to sit down and then thank our sponsors. People were in chairs, chatting with their neighbors. Then the event sponsor came in, and he was working that room. He wasn’t going to sit down until the last minute.”

What you shouldn’t do, Cramer advises, is to randomly hand out business cards. “You have to have a genuine connection and a meaningful conversation. Then you must be willing to follow up,” she says.

Meridith Elliott Powell is an Asheville-based business growth strategist who works around the country and internationally. The author of four books on business topics admits that, when it comes to networking, “I’m a little bit passionate about it.”

“I believe down in my bones,” Elliott Powell continues, “you build your network, you change your life.” Despite the importance and value of networking, however, it’s becoming a lost art in our increasingly digital world. If you are willing to step outside your comfort zone, she says, cultivating in-person connections is a way to differentiate yourself.

Elliott Powell offers these tips to hesitant networkers or those who need a bit of fresh inspiration:

• It’s not about being pushy and aggressive. In fact, it’s not about you at all.
• Go into networking events prepared to learn about others; the value of networking is in the learning.
• Brainstorm four or five open-ended questions you can use to start meaningful conversations.
• Set a goal for every networking event. A good goal might be to interact with three new people and follow up with one of them.
• Go where your clients or prospective clients go. It doesn’t make sense to spend all your networking time with peers in your own industry.

And to keep it real, she also offers a list of don’ts:

• DON’T talk about yourself. Aim to listen about 80 percent of the time.
• DON’T talk to the same person all evening long or to people you already know.
• DON’T leave without a plan for following up with at least one person. “You are giving up your personal or work time to be there, so you want to make sure it’s productive,” Elliott Powell explains.
• DON’T wait until you need a job to build your network.
• DON’T expect immediate gratification.

“I sincerely believe networking is the single most important skill you can have to be successful in business and in life,” Elliott Powell concludes.

Sheneika Smith has advice for hopeful networkers as well. “Get your pitch down pat,” she urges. “Don’t be afraid: Put yourself out there.” Often, friends can help you identify strengths you may not even be aware you have, she says. Sit down with them and tell them about yourself. Ask them to review your resume and advise on how you could tell your own story better.