Smith Alumni Help Freshmen Practice Networking

Seven Tips for Mastering the Art of Making New Connections

Professional networking events can be daunting for newcomers who don’t know the rules, so the University of Maryland’s Robert H. Smith School of Business assembled a group of experts on Nov. 5, 2014 to guide incoming freshmen.

About 100 alumni and corporate partners familiar with the finer points of business etiquette attended the Smith Class of 2018 Networking Night, sponsored by AT&T and KPMG. The event worked almost like speed dating, with 400 students moving from table to table and meeting new professionals at each stop.

“This is a great opportunity for us to share with the world how we are taking our freshman class to a new level of excellence,” said Victor Mullins, the school’s associate dean for undergraduate studies.

After each 15-minute round, corporate recruiters offered feedback and encouragement. Ellen Board represented AT&T and Hayley Ford represented KPMG. Together, they shared at least seven tips for converting new connections into meaningful business relationships.

1. Dress for success. Strong first impressions start with appropriate dress and grooming. In professional settings, Ford recommends matching black or gray jackets and pants — or skirts of appropriate length for women. “If you are new at networking,” she says, “think about investing in a nice, inexpensive business suit.”

2. Jump in. When meeting someone for the first time, networkers should offer a firm handshake and give their full names. “Look the person in the eye while you’re saying hello and introducing yourself,” Board says. If latecomers approach a group after a conversation has started, they should wait for an appropriate moment to introduce themselves. “Be adaptable,” Board says. “Look around and see where you can insert yourself in an unobtrusive way.” Ford emphasizes the importance of acknowledging everyone in the group. “When it is appropriate,” she says, “make sure you introduce yourself to everyone at the table.”

3. Be present. Successful networkers make the people around them feel valued. Networkers should put down their electronic devices, listen to what people say and make an effort to remember and use names. “Smile and act like you are excited to be there,” Board says.

4. Keep it light. Social events should be fun, which means conversations should not be too formal. Participants should avoid negative comments or anything too polarizing. “Avoid topics like politics and religion,” Ford says. “You have to keep it light.” Winning topics might include travel, dining, sports, recreation or people’s professional backgrounds.

5. Find commonalities. As conversations progress, skillful networkers build on commonalities. “That’s what networking is about,” Ford says. “It’s not just about spitting out facts about yourself and going question to question.” Board says making memorable connections depends on the commonalities that people discover. “That’s how the conversation flows naturally,” she says. “And that’s how you are going to build and maintain connections with professionals.”

6. Widen the circle. Board reminds people not to dominate the spotlight. “Find topics that appeal broadly to anyone at the table,” she says, “so no one feels left out of the conversation.” Ford says skillful networkers are inclusive. “If you feel like four of the five people in your group are engaged in the conversation, and one person has nothing to say about the topic, it is great to try and bring that person into the conversation,” she says.

7. Weave in business. Great dialogue provides a foundation for networking, but Board says there is a difference between having a conversation and networking. “Having a conversation is the initial thing,” she says. “But then you have to move on to networking — intertwining the thing you are discussing with that person into what he or she does professionally.”