Networking: Jucandoit!

Good morning, Wavers. I have spoken before about the importance of networking in building and growing your writing career. It's part of the Five-a-Day (Write, Promote, Network, Learn, Live Well). But sometimes networking can give writers an anxiety attack. When do you network and when do you not network? Network all the time at any opportunity. But say you are going to an event specifically designed for networking. How can you handle the anxiety, shyness or overwhelm-ment that can be attendant to such things?

Today we have a guest blog written by Keith Tutera, the newly hired Creative Director for The Script Department. If you've seen our new website and marveled at the look and the catchy copy, you have Keith to thank. He's young, he's hip, he's hilarious and he can network like nobody's bidness. Indeed, part of his job description is making connections and growing relationships. And we couldn't have hired anybody more skilled at doing just that. So today Keith has a few words for Wavers who know they should be networking but may need some tips and motivation:

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So you’ve managed to gussy yourself up, find parking, and make an entrance without face-planting. Now what? For those of us who weren’t endowed with networking chops from birth (i.e. most writers), attending a networking event can be intimidating, even downright scary. EEK!

Fear not, Wavers, with a little bit of courage and a lot of common sense you’ll have them eating out of your hand. But like any good scout you must come prepared. And that doesn’t just mean having stacks of freshly printed cards on impressive card stock a la American Psycho. You’ve got to be mentally prepared.

Begin your night with some simple visualization exercises. Envision yourself meeting lots of people, having a great time, and exchanging lots of cards. Concentrate on your breathing as you do this, and as you begin to feel the excitement and confidence build — hold onto that feeling, and (here’s the tricky part) EXPECT to feel it again when you arrive. Your successful night will become a self-fulfilling prophecy.

For those of you who are reading this thinking that sounds like some California flim-flam hocus-pocus (ok, I am writing this from Venice Beach), allow me to offer an alternate suggestion — laughter. It can defuse tension in pretty much any situation.

Consider the following:

Last night my friend Linda and I attended a networking event for the Ivy Plus Society as guests of our friend, Adam. Being that neither of us are Ivy Leaguers (I myself went to UT, a “Public Ivy” and Linda went to UA, a fine institution, but nonetheless, no Ivy) we were both mildly intimidated. Especially since we were all arriving separately. Would they smell our non-Ivyness a mile away and pin us with The Scarlet Letter? Would we be tarred, feathered, and ridden out on a rail?

So what did we do about it? Did we fret, lament, and pull our hair out in neurotic anticipation? No, we made jokes. Linda told me that if anyone asked where I went to school, I should look them straight in the face and tell them that I just got my Associates degree from El Camino Community College. I laughed about that the entire drive to Hollywood. And if anyone asked where she was from, I told her to tell them that she grew up on a pile of dirt and was a 100% self-made woman. She got a kick out of that one.

And do you know what happened? We got to the insanely crowded venue in such good moods that we were relaxed and good to go. And we ended up meeting a bunch of really, really nice, interesting people. And we never even had to use our lines. In fact, I think one person asked me where I went to school the entire night and when I told her she was complimentary and kind.

Now, on to some networking tips:

Establish rapport first
Play it cool. Make sure there’s a vibe. When there isn’t - and someone thinks there is - you feel like you’re, well, being networked. It’s kinda hard to describe if you’ve never experienced it, but to suffice it to say it feels like an invasive procedure.

Once you’ve established a rapport, use it to network
About 99% of the people I met last night were lawyers, and I wanted to meet entertainment industry folk. So you know what I did? I asked some of the lawyers I got chummy with if they knew anyone there in the industry. Genius, right? Guess what — it worked. Introductions were made and it went very smoothly. But you gotta go with your gut — if I’d asked someone who wasn’t feeling it, I could have received a very awkward, “uhm...well...uh...”

Don’t be afraid to be bold - push yourself out of your comfort zone
At another event last week I walked by a group of people, one of whom I overheard saying that he had just posted an ad on Craigslist for a script doctor. I took a big swig of my beer, steeled myself, and went over and handed him a Script Department card and introduced myself in front of the whole group. He was super cool - as was the whole group - and before I knew it the rest of the group was asking me for cards, too. But this isn’t for everybody - it’s important to know your limitations. Whatever you do, do it with confidence, or don’t do it at all.

Should you drink? How much?
Ahh...the ubiquitous alcohol — a blessing and a curse. I recommend drinking enough to grease the wheels in the beginning, and then enough throughout to keep them greased, but not so much that they fall off the car. This is business, remember? The last thing you want to be is the guy that got sloshed and started getting handsy with the wrong girl. You know, that guy.

Above all else, DON’T BE PUSHY. And READ THE SIGNALS. They’re there
I met a guy at an event a few months ago who wanted me to teach an online course on his website. Faintly interested, I asked him to send me the link to his site, and told him that I would follow up with him if it seemed like a good fit, but [hint, hint] that I had a lot going on. No sooner did I get the words out of my mouth then he asked if it would be ok to follow up with me in a week or so. No, it’s not ok. I just told you I would follow up with you IF I were interested.

So get out there, Wavers. You have something to offer - remember that.

Position yourself as a center of influence - the one who knows the movers and shakers. People will respond to that, and you'll soon become what you project.
~Bob Burg

Originally from Washington, DC, Keith Tutera is a proud Public Ivy Graduate of the University of Texas at Austin where he earned a Master's Degree in Advertising. Having worked at illustrious ad agencies like DDB, McCann Erickson and Deutsch, Keith is an award-winning copywriter and master networker. The Script Department couldn't be prouder or happier to have him on board.

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