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NetworkingforArtistsPart#2:MakingConnections:
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byKeshaBruceon5/29/20138:32:32AM

ThispostisbyguestauthorKeshaBruce.Keshaisanartist,independentcurator,and
foundingDirectorofBaangandBurneContemporaryArtinNewYorkCity.Keshahasan
MFAinpaintingfromHunterCollegeandhasbeenawardedfellowshipsfromtheNew

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Imaginethisscenario:A work colleague has invited you to an annual art fundraising

event which will be well attended by a group of exciting, creative, and interesting people.
When you arrive at the event, you don't see a single familiar face in the crowd. Doyou:

A.)Do a 180 and get the heck outta there!

B.) Grab yourself a cocktail, circle the outskirts of the room, and then leave after 30
minutes.

C.)Take a deep breath, summon a bit of courage, and then dive right into the mix.

If you immediately answered C, the networking tips and advice I'm going to outline in this
article are probably already easy and fun for you, but if you're one of the networking-phobic
artists who broke into a cold sweat just reading the above scenario, this article is for you!

Let's face it, walking into a room of complete strangers isn't easy for most of us. Even those
of us who've attended dozens of these types of "networkingevents" might feel a bit anxious
about introducing ourselves to a room full of strangers. It's OK to feel nervous. It's notOK
to let your fears prevent you from meeting and connecting with new people.

In part #1 of this blog series about how artist can become better at networking, I spent time
outlining why and how we artists need to reprogram our brains when it comes to the
definition of networking. If you've read the first part of this series, you already know that I
don't subscribe to the traditional networking advice about "working a room", smooth
talking, handshaking, and throwing around a ton of business cards. What I'm talking about

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here is forming genuine relationships with people.

Armed with our new understanding that networking is really about exchanging ideas and
forming real connections with people, it's time to dive into the hands-on, practical aspects
of exactly how networking is done. In shorthow to meet people and start conversations
that really matter. A few tips for starting out:

Smile! So simple, yet so under used. First impressions aren't everything, but they do pack
a powerful punch. A furrowed brow and a scowl do not send a message that says "Hi,I'd
liketomeetyou!" In most social situations being perceived as open and approachable can
give you such a big advantage that it's definitely the one thing most of us could put more
effort into. Obviously some of us are naturally more "smiley" than others, but even the
smallest hint of a smile is a universal social cue that puts people at ease and lets them know
it's safe to make their approach.

StartaConversation.In a room full of strangers, picking who to talk to first can be a

tricky proposition. Often the easiest thing to do is to start by introducing yourself to the
event organizer. Not sure who's in charge? No problem, you can pose your question to any
random person in the crowd with the hope they can point you in the right direction. While
you're at it, introduce yourself to that person as well. Ask them how they are connected to
the event, or how they came to be invited. This is an easy, low-risk conversation starter that
doubles as a natural opportunity to introduce yourself.

PresentYourselfProfessionally.At some point after you've broken the ice, the people
you've just met will want to know more about you. Your job is to be prepared to answer
questions about yourself and your artwork-- with confidence and enthusiasm! Do you have
an "elevatorpitch" or a "10secondintro"? Whatever you call it, be prepared to share and
describe your artwork in a way that lets people know you're a competent, professional
artist.

BeConfidentNotArrogant. There's a fine line between confidence and arrogance,

but most of us know when we see it being crossed. It always feels "icky". It's one thing to
talk confidently about your work and upcoming exhibitions; it's another to go over the top
by bragging, insulting, or criticizing others in order to seem more important. True
confidence means you don't always have to be the focus of conversation and you don't need
to convince people of how extra awesome you are. You should always be your genuine self,

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but try to be gracious to the other people in the conversation. Share the spotlight.

GiveFirst. If early on in a relationship you can offer information, advice, or another type
of help, you'll find that the relationship grows and solidifies that much faster. As I
discussed in part 1 of this series, to be effective at networking you need to start seeing
yourself as a contributor. Instead of starting with "Hey,Iknowwejustmet,butcanyoudo
meafavor?" try "Hey!Ireallyadmirewhatyou'redoing.Sendmeanemailandletme
knowhowIcanhelpyougetthisamazingthingdone."

Never think in terms of what you can get. Make yourself useful and in the process look for
opportunities that are mutually beneficial. Then, if and when an exciting opportunity
appears, you will have already built a solid foundation for your pitch.

Networking is as much about giving as it is about taking. It's about listening, not talking.
It's not just about asking for help, it's about generosity of spirit and the willingness to
commit to helping others. Networking is about valuing what you have to offer this world
and not being afraid to shareit.

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ExchangeContactInformation. This last tip may seem like a no-brainer, but you'd be
surprised by how many artists get this wrong. Here's the thing: Passing out your business
card is only effective if you're also making a point to get business cards in return. Effective
networking means repeated contacts and encounters with an individual. That's how

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relationships are built. (To use another dating analogy, most folks don't go from first date
to wedding date in one move. Usually, there are many "dates" in between.)

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If the person you meet accidentally loses your card or is too timid to pick up the phone or
send an e-mail, how will you be able to contact them again? Having their contact
information gives you the power to make the first move towards building and maintaining
the relationship. What if the other person doesn't have a business card? No problem. Hand

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them one of your business cards and let them jot down their information on the back. Just
make sure you don't accidentally give that card away to the next person you meet!

Now that we've covered some basic steps for breaking the ice and networking in a way that

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feels genuine and honest, the next post in the series will cover some basics of how to followup and start building upon the connections you've made. In other words, what to do with
all the contact information and business cards once you finally have them in your grasp.

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RelatedPosts:
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27monthsago

viafaso.com

Kesha, these are such important tips to remember. Thank you.

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41

It is amazing how much power the smile has. Perhaps you could start an artist
smile campaign...?? :) So many of us forget to smile.

MichaelCardosa

27monthsago

viafaso.com

Hi Kesha,

Thanks! Basically, be nice, smile, pay attention to what people are saying to
you and where possible, ask open ended questions to start a conversation.
Seems that if you stick to the above and you don't make with a promising art
connection there's always the possibility of a date! :)
Thanks again,
Michael

SandyAskeyAdams,PSA

27monthsago

viafaso.com

Hello Kesha, with a smile .. :)

Great post. Thank you so much.

jackwhite

27monthsago

viafaso.com

Kesha,
You tell such interesting stories. Your writing skills are very high. This old
broken down cowboy can appreciate your skills.
I have found when mingling it's more important for us to ask others about
what they do and show interest in them than speak about our stuff. Avoid
puffery at all times. When we ask other editorial questions and then listen
those folks will think we are one of the smartest people in the room. I leave a

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tips for exhibiting art

powerful impression without tooting my own horn. People feel I care about the

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most important person they know. THEM! I do care, but by listing I prove it.

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They are really impressed when they later learn about what I've accomplished
from someone else.
Networking is great when you live in a populated city, but in the small areas
most folks know what you ate for lunch. (smile)
jack white

DonRankin

27monthsago

viafaso.com

Hi Kesha,
I think your comments are quite logical. I think "Be yourself" is one of the
most important points.
That is provided you aren't really a jerk! Most people can spot an insincere
fellow very quickly. Taking a genuine interest in others will put you on a good
track. When you take a genuine interest you can form a good relationship.
Good relationships can bring many good things.

DonRankin

27monthsago

viafaso.com

Write another comment . . .

CarolynHancock

27monthsago

viafaso.com

Looking forward to your next post, Kesha, on followups. That may be the
hardest for most of us, not only with those we meet in person, but also those
wonderful people who leave comments. Easy to respond to comments, hard to
keep the connection going.

DonaldFox

27monthsago

viafaso.com

This is an interesting article. I've been to many networking events where

almost everyone was trying to get as much as possible. I've also been part of
groups whose sole purpose was to support the members of the group. By far
the latter were more productive. People definitely respond to those willing to
give.

DonRankin

27monthsago

viafaso.com

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Networking for Artists Part #2: Making Connections: How to Start Conversations that Matter | FineArtViews Blog by FASO

As the saying goes. "Talk is cheap." Following up or "walking the walk" is

another matter. That is why I think seeking to form relationships can be more
productive. At the same time one must be aware that many are consumed in
the "Whats in it for me?" syndrome. A productive society tends to fail when
empathy for others is diminished.

SharonWeaver

27monthsago

viafaso.com

You have given everyone the inside track to networking. I try not to make it
about me, let the other person talk and ask questions. Eventually things come
back around. I like how you have broken it down into easy steps that everyone
can take.

Yuri

26monthsago

viafaso.com

The first law of the Universe - in order to get we have to give first. The same
thing works in networking. Great post and lots of useful info! Thank you!

MarshaHambySavage

26monthsago

viafaso.com

Came back to re-read this post today. These tips are so important and just
going over it for another time might make a difference. Though, I have really
never had any problem meeting people, or talking to people... I do have
butterflies just before any type of showing, demonstration, convention, etc.
My husband and I are at my pastel convention and there will be many faces I
remember from the past, and also new ones to make friends with. This is a
slightly different than networking for marketing / selling atmosphere. This is
truly one of the best relationship building opportunities I have every other
year for this convention.

Nov 2008
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Someone above said it is about the relationships ... and so darn right. Learning
to find an interest in the person you are speaking to is a key element. Listen

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interests ... my way of doing things.

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instead of talking ... asking question that require the person to talk about their

Thanks for this post ... one worth re-reading every so often to keep things in
perspective!

KESHABRUCE

26monthsago

viafaso.com

Thanks to everyone who chimed in!

I'm really encouraged that so many of you really "get it" in terms of networking
being first and foremost about forming relationships.

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It's worth reminding ourselves from time to time.

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Desiree

Feb 2007

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21monthsago

I will definitely visit this website again - there is so much information. Thank
you!

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