NETWORKING YOUR WAY

It is all too easy in business to think that your way of doing something is the best or even the only way, especially if it is successful for you. The problem with that way of thinking is that it may reduce opportunity, stifles initiative or reduces confidence in those around you.

How do I know this? Well, I come from a long line of obsessive compulsive controllers and I really did believe I knew best! (Yes, I was very arrogant at the time). Then someone challenged my thinking by throwing down the gauntlet– never could resist one of those.

The Challenge

So my challenge was to attend a networking meeting and not make any pro-active approaches to introduce myself to people. I was allowed to make eye contact and smile but nothing more and I was not to hide away in a corner. I love networking and at that time I fully believed that my technique of working a room was the best, so this suggested way of doing it did not sit comfortably with me.

My way of networking was more pro-active than reactive. I would introduce myself to people and strike up a conversation, asking them about the job or business. I am really interested in other people and the work they do so this comes easily to me. Also my objective was always to identify at least 3 prospective clients and get their business cards so that I could follow up and arrange a meeting.

Well the gauntlet had been thrown down so off I went. The room was filling up when I arrived so I got my cup of tea and stood by myself in the middle of the room. Oh boy, did I feel uncomfortable in that situation. My stomach was in knots and I was trying desperately to look relaxed and confident when actually the opposite was true.

It seemed to take for ever but eventually two gentlemen came to talk to me. They were the only people I made contact with at that event so I did not meet my usual target of at least three contacts. However, as it turned out, they were from the Royal Bank of Scotland and by following up, as I usually did by setting up a meeting with them, I landed one of my biggest ever contracts at that time.

Moral of the Story

There is always more than one way to skin a cat – as the saying goes. It really does not matter how the initial networking approach is made. What matters is how you then communicate and present yourself.

Successful Networking in Action

·         Look confident when you make your initial approach

·         Ask them lots of questions about their work or business – people
          love to talk about themselves

·         Remember the 80:20 rule – get them to talk 80% of the time to be
          able to find out about them

·         Mention briefly what you do. Only elaborate if they ask for more
          information

·         Listen for the common ground between you and anything that
          identifies that they may need your services

·         DO NOT try to sell them anything

·         Exchange business cards

·         Follow up by phone, within 48hrs, with the goal of getting an
          appointment (NOT selling to them on the phone)

Over to You

If you have not already done it now is as good a time as any to take the Networking Challenge, find out your best approach and start to grow your confidence.

Always remember that most people find it challenging to begin with.