Networking Tips
You probably attend social networking events from time to time, or go to industry events and exhibitions. But do you really get anything out of these occasions? Do you actually meet any potential clients? If you take just a little time and follow our simple formula, you will begin to notice a difference.
Tip 1
Attend relevant events — Go only to events that are likely
to be attended by your target audience. If your target
audience is small to medium businesses, don’t waste your
time attending FTSE 250 events. You won’t meet the
decision-makers you need to target, you will be better off
attending a Chamber of Commerce networking event.
Tip 2
Meeting the right people — Networking is not about
dishing out your business card to as many people as
possible and then leaving. Ask the organisers who will be
attending the event; get a list so you can pinpoint the people
you would like to meet. Or ask the organisers in advance if
you can sit on a table with the people you want to meet.
Tip 3
Networking is not selling — Once you know who you want
to target at the event, just find them and have a chat with
them. There is no need for a hard sell, just introduce yourself
and listen to them and what they have to say. It is much
more beneficial to find out about them, than to talk about
yourself and your company. You never know what you might
find out or who they might know. So, keep your mouth shut
for the first few minutes and actively listen.
Tip 4
Finding referral partners — Networking is an ideal way to
find companies that could be potential network or referral
partners. For example, we have met many referral partners
such as banks, solicitors and HR consultants who we are
happy to refer and vice-versa. It’s not about getting referrals
on the day, but about arranging to meet later to find out how
you could be of mutual benefit.
Tip 5
Get training – If you feel nervous about networking, get
some help. There are plenty of training courses that teach
the basic skills you need to be an effective networker. To
begin with, you can always attend with a colleague who is
used to networking, but, over time, you must get used to
going it alone. Take a look at our Networking Skills Course
Tip 6
Follow-up — If you meet someone you think could be a
potential client or referral partner, send them an email or call
them after the event to arrange to meet. This is a crucial
element of networking and is key to developing relationships.
However, this doesn’t mean getting the list of attendees from
the organisers and sending out a blanket email; only follow
up with the people you actually meet.
Tip 7
Be brave — What’s the worst that can happen? At least
half of the attendees will be feeling just like you and would
be extremely happy if you just went up to them and talked to
them as they stood there alone with their back against the
wall.
Tip 8
Be Generous – In his book Love is the Killer App – How to
Win Business and Influence Friends, Tim Sanders points out
that by being generous with your expertise, knowledge and
contacts, you benefit more than if you hold back information
and don’t share. The theory is that the more you give, the
more you get back. And, as the well respected Chief
Solutions Officer at Yahoo, Tim says:
“Everyone in your
address book is a potential partner for every person you
meet, everyone can fit somewhere in your everexpanding
business universe.”
Tip 9
Picture the scene: You are at a networking event or a seminar.
You get talking to someone and the inevitable question arises:
“What do you do?”
You reply:
“I am a marketing consultant.” or “I run a marketing company.”
A real conversation stopper!
What about:
“I’m Joanne Morley, a marketing coach. I help businesses
achieve their growth ambitions with effective marketing.”
They might laugh, or look at you strangely, but do you see the
difference? It’s all in the perception. A marketing consultant
sounds boring, but a marketing coach - what is that all about?
So, what do you do? You can use the following to help you
“I verb benefit”...for example...
“I help businesses expand by providing access to finance”
So take some time out and think about how you will describe yourself next time you attend a networking event
More networking tips
♦ Be genuine and relax, just be yourself when you are talking
to people.
♦ Stand up straight, smile and maintain eye contact, look
confident even if you don’t feel it, your physiological
appearance can have an effect on your insides.
♦ Spend 10-12 minutes with one person so that you give
yourself the opportunity to meet a few people at each
event you attend. However make sure that you leave the
conversation on a positive note,
“It’s been great chatting to you, I said I would meet up with
a colleague here, so if I could take your business card I can
give you a call and we can arrange to meet and carry on
our discussion at a later date?” Etc etc
♦ Ask about other people before talking about yourself, show
interest in what they have to say, you never know what you
might find out.
♦ Don’t look over the persons shoulder when you are talking
to them because you are looking for someone more
interesting to talk to in the room.
♦ Don’t try to sell from the second you meet someone, just
chat and when the time is right, tell them about yourself
and what you do.
♦ If you meet someone interesting, don’t feel you have to
stick with them for the whole event, just arrange to meet at
a later date for a cup of coffee and a chat.
Take a look at more of our marketing articles
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