CAREER ADVICE A little preparation for networking events can result in a new job

It's best to determine your goals before entering the room.
By M.B. OWENS
SCRIPPS HOWARD NEWS SERVICE
Career experts tell you that the best way to look for a job is through networking. It is estimated that between 70 percent and 85 percent of jobs are found this way.
But many job seekers do not know what to say and how to act when at a networking event. There are some techniques and behavior you can use when at an event that can make a difference.
People are often uncomfortable when meeting new people. Particularly when they are the one that has to initiate conversation. But, when at a networking event, if you want to be successful, you usually have little choice.
As in most everything you do, preparation makes a difference. There is no exception here. Establish what your goal is at the event. Do you just want to meet a few key people that can help you later?
Do you want to get as many business cards as possible? Is there going to be one executive at the event that you want to meet? Do you want to just become comfortable mingling with people?
After determining what you want to accomplish, practice what you are going to say. Use friends or family as potential prospects. Converse with them in different scenarios. If you don't have someone to help you, practice out loud or go over in your mind potential conversations.
Common ground
When meeting people try and determine their interests. People like to talk about things that they like. Try and find "common ground." Don't just talk about yourself.
If you are interesting and they enjoy talking with you, they will probably want to talk with you again and maybe offer help. If you are not working it is not always necessary to tell them that right away or even in your first meeting. Timing is important.
Don't go into a sales pitch right away. Be subtle. If someone is a hiring manager or lets you know they are looking for a new employee, a light sales pitch with follow up at a later time is normally the best approach.
If you are trying to meet as many new people as possible, set general time limits on how long you speak to each person.
If you know some people at the event, don't spend all your time speaking with them. However, remember to be polite to people you know and don't make it appear you are trying to avoid them.
Ask people you know to introduce you to others. Conversation after introductions is usually a lot easier than just approaching someone outright. Talking early after arriving with these acquaintances can help you warm up.
Exchange cards
Make sure you know how to get in touch with key people. Exchange business cards. If you are not working have a card with your name, address, phone number and e-mail address.
Throughout the event show you are positive and confident. Be friendly to all you meet. You never know when someone can be of assistance. If you make a bad impression or are rude to a person, it is hard to change his opinion later.
Many people you meet will be involved with other activities and events. Try and have them invite you. See if you can become involved. There are many activities that can you meet people that can lead to a new job.
A major key to success is to enjoy yourself at network events. If you hate to attend them, you will look for reasons not to go. The more you attend and the more people you know, the more comfortable you will become.
XM.B. Owens is president of a career consulting company. Visit www.usajoblocator.com.