As scientists we are all very passionate about what we do, and it's very easy for us to speak passionately about why the subject we're working on interests us and how it fits in. A hard sell isn't necessary. Still, networking doesn't come naturally to most and as with any skill, it's necessary to practice. Career counselors suggest beginning by talking with students and postdocs who are a couple of years ahead about the topics that interest you. One skill that develops with practice is the capacity to ask good questions.
Thoughtful questions tend to keep the conversation flowing.
Hand in hand with practice goes tenacity. But, he adds, it's important for people to know they shouldn't be afraid to approach lab chiefs, heads of large research programs, and the venerated in a discipline. These researchers are approached constantly for suggestions from headhunters and colleagues who are looking to fill openings, so getting in their field of view could open you to their networks. Others stress the utility of stepping back, taking a deep breath, and gaining perspective on networking. They go in with this tone that's very high key.