Networking is building relationships. It is universally accepted that people buy people before the service or the product. When a bond with someone is developed it is normal tendency for those involved to want to help each other in whatever way possible.

Respect, courtesy and good manners are prime factors when one attends business events, as these are attended by acquaintances and also new potential contacts. Thus, giving a good first impression is a major requisite.

First impressions and judgement in the first few moments are important in today’s fast speed sound-bite world. There are no second chances to make first impressions and therefore it is wise that at every new or established networking opportunity one should think that Angels S.H.I.N.E., meaning:

S-mile

H-andshake and say H-ello

I-ntroduce each other and establish good I-(eye) contact

N-ame – listen carefully to this and use it accordingly

E-nthusiasm and E-agerness

An “angel” carries different networking traits during a business event, which include:

• Being a generous spirit by giving full attention to the recipient

• Being a “host” and aiming to greet as many people as possible into the group

• Being in an open-formatted group

• Being friendly and welcoming by phrases like “Would you like to join us?”

• Being good at introducing other people optimistically

• Being knowledgeable and able to read body language

• Being on time

There are several situations were an angel may be spotted. An angel never butts into a conversation, especially in a closed group, but patiently listens and intervenes at the right moment. When an angel joins a group where he or she knows someone, and that someone does not introduce him/her, it is because that person has forgotten the names of the other people in that group. The angel will ask if they can introduce themselves.

After a networking contact has been established, it is important to make the follow-up call. An angel is reliable and keeps the promise to follow up and deliver the promised information that is useful and of mutual benefit to both parties.

The author of this article is Will Kintish, a leading UK authority on effective and confident networking, who will be visiting Malta between 3 and 8 March. On 4 March he will present a public seminar at the Westin Resort. Further details and booking information is available on www.mgimalta.com