BREAKING THE ICE
(CONTINUED FROM PAGE 54)
Networking is about having the courage to put one’s self out
in front of strangers, with a mindset of offering something of
value to the other, whether that is one’s service, business or,
simply, friendship. “There is nothing better, or easier, than
walking up to a person, offering your hand, introducing yourself
and asking: ‘What brings you to the event?’” says Johnson.
For Dianovich, networking is a great way to determine if
potential clients are a good match with the brand’s core values.
“We like to ask about their clientele, environment and what
kind of experiences they offer clients to open the conversations
about their properties and projects. This is also a good way to
“Obviously, networking is a
great way to accelerate your
personal development and
seek new career opportunities,
but if your sole intention is
‘what can I get out of this
relationship,’ then you are
missing the mutually beneficial
component.”
— GARRETT MERSBERGER, Kohler Waters Spa, Kohler Co.
see if we are aligned in our philosophy, and helps in developing
the menu concepts we should propose or create and get a feel if
there is a real basis for a partnership to be built,” she says.
Mistakes to Avoid
Authenticity is the cardinal rule of networking. “Be fully
disclosed. Don’t be covert in your networking. Let people know
who you are, what you are up to and what you are interested in
connecting about,” Johnson says.
Dianovich says people sometimes make the mistake of being
too personal or informal very early on in the networking
process. “It is best to let the relationship evolve and not overshare,” she says. “We also find that a hard-sell is always a
mistake. Our brand is very textural, very ingredient- and storydriven as well as based on being true to who we are. When we
offer our truth and let it unfold with discovery, it is often
received best.”
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PULSE
■
September 2016
When networking, talk less and listen more.
Similar to Dianovich, Mersberger thinks self-promotion or
forced selling is a big no-no. “Obviously, networking is a great
way to accelerate your personal development and seek new
career opportunities, but if your sole intention is ‘what can I get
out of this relationship,’ then you are missing the mutually
beneficial component,” he says.
Wolfe, on her part, says nothing turns people off than
someone monopolizing the conversation. “Don’t make it all
about you or be pushy. Listen more than you talk,” she says.
Michaelis, on the one hand, advises respecting each other’s
time and making the effort to follow back up to continue the
conversation. “Make sure to keep your interaction brief. Invest in
the relationship through follow-up meetings and conversations
and give them a reason to help you or come to the table with
something mutually beneficial,” she says.
Practice Makes Perfect
When it comes to networking, the only real way to get
comfortable doing it is to do it at every opportunity you can.
(CONTINUED ON PAGE 58)