186 Improve your Communication Skills conversation covers every stage before moving on. What can you
supply? Have you promoted yourself and your work clearly? What
are the other person’s needs? Ask: ‘How can I help them?’, ‘Who
do I know that might be of interest to them?’
Explore possibilities and opportunities. How could this
person help you? Don’t be afraid to share your needs and goals.
Doors might open in the conversation that neither of you had
previously noticed. The question ‘Who do you know who …?’ can
be a powerful networking question. Remember that you are
networking to ask, not to demand. Even if they look like a good
prospect, don’t sell.
The parting stage of a conversation should always involve
action of some sort. Lots of actions could end a conversation. You
could:
• invite the person to meet someone else; • make a gift of information (or food, or drink…); • agree to meet again; or • exchange cards. Exchanging cards The etiquette of exchanging business cards has become more
sophisticated in recent years. Business cards are gifts; treat them
as such and you won’t go far wrong.
Keep your cards in good condition. This applies to cards
you receive as well as your own. Business cardholders are a good
idea; one for your own, one for cards offered. If someone gave
you a gift, would you immediately stuff it away in your pocket?
Give your card respectfully. Choose who you offer your card
to. Give your card when it’s asked for; asking for a card is a
compliment, so treat it as such. Ask permission to offer your
card. If you give your card with respect, you will instil respect for
yourself. Above all, don’t leave a pile of cards on a table.
Receive cards with respect. The person offering is also
paying a compliment, by trusting you with their contact details.
Treat the card as a gift. Take it carefully; look at it; read it (aloud,
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