Working It

If you're over eighteen, someone somewhere has told you about the value of networking. It's the best way to find another job, to get new clients, etc. And it is.

You've probably also heard that networking has evolved from "what's in it for me?" to a "what's in it for us?" attitude. In short, the new improved philosophy is to create mutually beneficial relationships with likeminded people. Unfortunately, what no one explained is just how to go about it. That's where Susan RoAne comes in.

In How to Work a Room, The Ultimate Guide to Savvy Socializing In Person and Online, RoAne explains how to make the most of every business and social situation. With wit and humor, RoAne takes you step-by-step through the process of networking from facing your fears to preparing small talk to developing relationships.

Filled with practical advice, How to Work A Room is a great handbook. In the first section, Get Ready!, RoAne talks about the five roadblocks to meeting people and how to overcome them. For instance, most of us learn it's better to be safe than sorry. Wrong! As RoAne suggests think of risk as a challenge, "If you don't take the risk and reach out to new people, you never make new friends or new contacts. Most of us are strong enough to withstand a temporarily chipped ego."

Many networking books tell you it's important to shake hands and make small talk. RoAne explains how to shake hands. Practice a firm, not fierce, handshake. She also shares a few secrets for a lively conversation. Hint: go to every event prepared with three pieces of small talk.

As you've probably guessed, How To Work A Room already is one of my favorites. I learned a lot from Susan RoAne. And I bet you can too.

(Thanks to Julie Jansen, speaker and networking maven, for bringing Susan RoAne to my attention. I'm reading RoAne's Secrets to Savvy Networking right now. If history repeats, look for a follow-up Spotlight.)