Twelve Tips for Holiday Season Networking Debra Feldman

Here we are approaching the calendar year-end home stretch. While job hunters may worry their progress will slow down at holiday time, many hiring managers and decision makers actually are in a crunch. For you savvy job seekers, now is a great time to unequivocally demonstrate that you're a roll-up-your-sleeves kind of team player, ready, willing, and able to dig in and join their organization now.

For job hunters who are networking-challenged, holiday time is a chance to invite someone you need to or want to know to join you for a festivity - offer them a ride, provide directions, give them an admission ticket, remind them of its time and date, etc. Early December is really a super time to get out and circulate, to network in person, over the phone, via email and through holiday cards. Bonus tip: proper follow up on your December networking (new, casual, and existing contacts alike) gives you an opportunity to inquire about post-holiday plans in January - stay on those radar screens!

Most executives (especially all you right-brainers out there!) should breathe a sigh of relief, because the holiday season offers so many occasions to make small talk about easy-to-open subjects like family, travel, shopping, parties, the weather, etc. People typically find lots to share around the holidays on familiar topics which can be used to break awkward silences or warm up an exchange. Each minute you extend and deepen your conversation brings you closer to identifying a possible or planned restructuring, new initiative, acquisition or divestiture, retirement - leading indicators of fresh, unadvertised opportunities - the "hidden" job market.

Try my dozen tips below to whet your taste for networking, break the ice, rev up your contact-making opportunities, get the confidence juices flowing, and maximize your holiday time interactions. The moment after you exchange standard greetings and politely inquire about each other's welfare is the time to launch into a purposeful discussion with your eye on the prize. Happy Hunting! Happy Holidays! Happy Networking!

1. Do your homework. Before venturing into unknown territory get prepared for the adventure. Study your subject; get familiar with the layout. List the best and the worst possibilities and have ideas on how to handle each.

2. Be selective. Try to find out in advance who's expected to be present. Is this event worth your effort or should you allocate your time and money to a cause with more networking potential or a higher fun quotient?

3. Have a clear objective. What do you want to accomplish when you finally get in front of the target contact? Do you want their card, email address, telephone number or - better - permission to contact them afterwards or a referral to someone you need to meet? How are you going to approach them? What are you going to say? You'll fumble less if you plan your words ahead of time.

4. Just like a job interview over lunch is never about filling your stomach, a holiday networking occasion is never about the libations. It's for you to focus on learning as much as you can (and remembering all you can - note-taking should be minimal and discreet). That next drink may seem like just what you need to keep the party going, but it won't help you stay organized (it's not supposed to!).

5. An event is an invaluable, rare, face-to- face encounter in the age of emails, telephones, and faxes. This means creating warm, interpersonal chemistry, mutual trust, and credibility. Your first impression COUNTS. Keep those breath mints, smile buttons, and business cards handy!! Leave the casual at home and dress up for the occasion to mingle with movers and shakers in your industry.

6. Research those you know you'll be meeting. Check out the company vitals, bios of decisions makers, recent trends, and current events. Be ready to discuss at least one or two specific items or issues you've studied in depth. Explore the company website, recent trade rags, or online business databases to prep for social meetings.

7. Remember that you can't do much harm keeping your mouth shut. If you don't having anything to add, there's no need to talk. You can't hurt yourself staying quiet and nodding: a friendly smile and pleasant eye contact acknowledges that you're listening appreciatively. Better to leave no impression or a neutral one than to damage your reputation because you talked out of turn or offended someone unwittingly. (Caution: you may be sober, but you never know what others could be hearing...then repeating.)

8. Be determined but efficient. Don't waste your time or anyone else's; be patient and courteous. If there's a certain person you want to meet, it's much easier to get introduced by a mutual contact than to walk up cold and introduce yourself.

9. Remember the golden rule: it's better if you can do something helpful for your introducing contact - one hand washes the other, what goes round comes round, etc. Never forget a favor.

10. Write timely thank you's for assistance, introductions, referrals, advice, etc. Not only does this display your sense of courtesy but it makes your contacts feel appreciated. Gratitude is rarely, if ever, assumed.

11. Where possible, find a partner to work the room. You'll be surprised how much easier it is to meet new people when you approach an individual or group in tandem. The dynamic of two strangers introducing themselves is astonishingly smoother than when a single new person attempts to break into a throng or get involved in a discussion.

12. Quality is more important than quantity. It's better to invest your time really sharing with a few carefully chosen contacts than to take away a boatload of superficial interactions. Don't break off a productive discussion to start another one just for another notch in your belt! Your goal is to be remembered for the right reasons, for someone to get involved enough to take action on your behalf. You need to be more than a name on a card or resume: become a resource they'll keep on their radar for appropriate referrals and recommendations.