Schmooze to success

Real leaders may be ordinary people with extraordinary determination, but everyone has to start somewhere.

As the economy declines, experts say it’s now more important than ever to master the art of the schmooze.

“The main thing is you need to completely convert your thought process and learn to enjoy the (networking) process,” said David Haeberle, a clinical assistant professor of investment banking and entrepreneurial finance. “That’s the way networking in life is.”

Job fairs and meeting new people can be nerve-wracking, especially for those who are shy. But even quiet students need to find a way to connect with recruiters, Haeberle said.

“There should be no difference meeting new people at a party or meeting new people at a career fair,” he said. “Meeting that person doesn’t do any damage; it’s not like they can do anything to you. The fear factor needs to be getting over.”
But not all people agree.

Jacqueline Whitmore, etiquette expert and author of “Business Class: Etiquette Essentials for Success at Work,” said being shy is not a problem for students who are trying to build a network.

Shy students should be able to go up to a potential employer with a firm handshake and great eye contact, just like extroverted students.

“If you’re shy, show the employers that you’re very bright, you’re energetic, you’re eager to work, you’re interested in their company,” Whitmore said. “You just have to realize that you are selling yourself. Employers will look at your ability to do that.”

Whether a student is a social butterfly or a quiet mouse, the animal within them must find a balance of qualities.

A student’s personality and knowledge of the company are what it takes to land an interview, Haeberle said.

“If I’m going to hire somebody, I want to interview somebody that I’m going to enjoy, somebody I can work next to,” he said. “It’s got to be an honest effort to build a personal relationship and to establish that relationship with people that you’re networking with. If it comes across that you’re sucking up or schmoozing just to get to the next level, you’ve failed.”

Making a first impression is key, too.

Employers will take note of what potential employees wear, Whitmore said.

She recommends that men go out and buy a new dress suit; women should wear a jacket to cover their arms, she said. Subdued colors such as black, gray, blue or tan generally work best.

“Something that is very professional, tailored, makes you look your absolute best,” she said. “First impressions are worth a thousand words.”

Students should also be armed with a crisp, error-free version of their resume, Whitmore said. (Don’t have one? That’s no excuse: Whitmore says students should never say, “I’m working on one.”)

For an extra dose of professionalism, she also recommends that students carry multiple copies of their resume in a leather-bound folder.

“Your accessories are a reflection on you,” she said.

Other tips: Arrive as early as possible to a job fair and do research to show an understanding of the company’s business and challenges, she said.

“Never, ever, ever go to a job fair and ask an employer, ‘Tell me about your company,’” she said. “That is the kiss of death. They assume you have not done your research, and they will just go ahead and write you off the list right then and there.”

All leaders in the business world had to begin somewhere, Haeberle said. Networking is just the first step in landing an eventual job.

“Enjoy the process and enjoy meeting new people,” he said. “That’s what it’s going to take.”