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It's that time of year again… When graduates of conservatory programs from all over the country come to LA and New York to kick off their careers by performing scenes and monologues for rooms full of casting directors, agents, and managers… And then standing around awkwardly at the catered reception like teenagers at their first school dance.
That awkwardness isn't unique to showcases. It happens again and again throughout our careers, at plays, workshops, panels, and all kinds of events that offer the chance to establish valuable professional relationships. Yet we stand there, forgetting all of our charm and social savvy, letting precious opportunities pass us by… Because we don't know how to network.
For starters, a lot of people cringe at the thought of networking because it feels fake and needy; but that's mistaking 'networking' for 'schmoozing'. Schmoozing is pretending to be interested in someone in order to get something from them, and it feels fake and needy because it IS fake and needy. Networking is making a connection with someone based on a genuine interest in who they are and what they do, and it is an integral part of success in any profession.
So what does good networking look like? Let's break it down into three easy steps:
- Know your value. (See last week's post about attitude.) Too often, we think of ourselves as beggars at the feast, forgetting that casting directors, agents, and managers attend these events because they need professional actors. One of the ways we can demonstrate our professionalism is to cut through the fear and awkwardness and initiate a conversation.
- Prepare. Everyone loves talking about themselves, so learn a few things about the person you want to talk to before approaching them. You'll show them you're informed about the industry, flatter them by showing you think they're worth the time and effort, and give yourself a starting point for a genuine, natural conversation.
- Think long term. The goal of networking is to establish a relationship. You're planting a seed. The goal is NOT to get something - an audition, a meeting, whatever - from the person you're meeting. That kind of 'I want something' energy is a relationship-killer. All you want to do is lay the foundation for a professional relationship; from now on, when communicating with that person, you can say, "we met at xyz theater and talked about blah blah blah." You don't need anything more than a short, polite, genuine exchange.
What does all of that look like in reality? Let's say you're in a play, and word gets around that casting director Jane Doe is in the audience. First, ask around to see if she knows someone in the cast or crew. Then find five minutes to look her up on IMDb and see what she's worked on, whether she's cast anything you've seen or anyone you know, etc. Check to see if you have mutual friends on social media. Do a Google search to see if anything interesting pops up (maybe she's got an Etsy shop or is active on a non-industry-related blog.)
After the show, find an opportunity to introduce yourself (or ask someone she knows to introduce you) and say something like, "Hi Jane, I'm Rebecca. Thanks so much for coming! I wanted to tell you that I loved Movie X, and was so excited to see that you cast my friend so-and-so, s/he's fantastic. And I love your Etsy jewelry!" If she responds warmly, off you go. If not, politely excuse yourself knowing you've accomplished your goal of planting a seed. If your research didn't yield any projects, people, or shared interests to talk about, you can ask what brought her to the show and what else she's seen recently… Or just introduce yourself and thank her for coming - that's plenty. Then go home, add her to your Contacts List, and congratulate yourself on establishing a new relationship and honing your networking skills.
But what if it all goes horribly wrong? What if she looks at you like you're a stalker? What if you pronounce her name (or YOUR name) wrong? What if she tells you she hated the play and your character especially? First of all, it's highly unlikely that any of those things will happen. Second of all, the worst consequence of any networking mistake is that you won't have a relationship with someone you already don't have a relationship with. Unless you do something egregiously horrible, s/he's not going to hold a grudge or use your headshot as a dartboard. Let it go, and trust that you'll have another chance once your networking skills have improved.
I challenge you to take your networking to the next level. Commit to going for it next time you have the opportunity. Bookmark this post and give it a quick review as part of your preparation. It may be scary at first, but the discomfort goes away fast, and soon you'll be the actor who makes new connections without a second thought, while everyone else looks on from the sidelines. And that's a very good actor to be.