Many businesspeople find networking a daunting prospect. Yes, it’s great for making new contacts and starting to build relationships and promoting your business but it’s still scary! How can you feel the fear and do it anyway? Use the secrets revealed by networking experts…
They say successful networking has a lot to do with planning.
So…
BEFORE THE EVENT
Mentally rehearse your success
‘See’ yourself looking confident, smiling and meeting lots of interesting people. ‘Hear’ yourself sounding confident and talking with ease. Keep doing it until you have a completely positive image in your mind.
Rehearse your ‘elevator pitch’
This is a one sentence summary of what your business is about and how it can help your prospect.
Decide on your goals for the event
What is your purpose for attending this particular event? To meet certain people? To find prospective customers? To find a resource you need? Meet a new friend? Nurture existing relationships?
Check your business cards
Ensure your business card accurately describes you and what you do.
Pick the right event
If you need to meet plastics manufacturers, for example, find out where they meet and go along. Look up trade associations or check relevant trade media.
Research
Try to get hold of a list of people who will be at the event and look them up. Identify your targets so you can bring some focus to the event.
AT THE EVENT
Arrive early
If you arrive early, the group will be smaller and more manageable.
Look positive
No matter how nervous you feel do your best to at least appear confident.
Work the room
Make sure you mingle. Spend no more than 5-6 minutes talking with any one person.
Listen
Listen more than you talk. Remember that there is nothing more flattering than someone who listens carefully and shows sincere interest in other people.
Ask open-ended questions
This form of questioning opens up the discussion and shows listeners that you are interested in them.
Focus on other people
People will be far more receptive to you and the idea of using your product or service if you begin by focusing on their business.
No hard selling
Forget trying to ‘sell’ your business or using the event as a hard-sell opportunity – it’s very off-putting.
Learn how to strike up a conversation
Study the body language of people talking – if they are facing each other and passionately debating a point, they are unlikely to welcome your intrusion. But two people making light chitchat and scanning the room are ready to meet someone new.
Keep the conversation going
The best networkers listen intently, and always have something to talk about. Read relevant media to keep up-to-date with industry news.
Do it often
Like any marketing, networking builds momentum over time. If someone sees you at two or three different events, they are much more likely to remember you and pass your details onto someone who needs your service.
AFTER THE EVENT
Follow-up
Many busy business owners get caught up and forget to follow through on networking promises. Don’t disappoint your new networking associates. Follow through if you want to receive good referrals from your peers.