A NEW NETWORKERS GUIDE
I am just finalising the launch of the first monthly networking event, TopTips@TheLoft, at The Business Loft tomorrow. This got me thinking about how difficult I found networking as a new business person. I fell into all the usual traps of forgetting my business cards and spending a fortune on attending events without any significant business development outcomes.
Networking costs money so don’t waste it. Here are the a few things I learnt along the way…….
Tips for Effective Networking
* Do your research to find the right networking event for your business need
* Prepare by setting out what you want to achieve from the networking event
o New contacts and potential clients
o Knowledge
o Preferably both
* Think carefully about what you wear but be yourself
o Do not go ‘suited and booted’ if that is not your style
o Dress for smartness and confidence
* Make sure you have lots of business cards with you
* Remember the 80:20 rule - get the other person to talk about themselves and their business 80% of
the time
* Exchange business cards and write on theirs to remind you of important details about them
* If you discover a link to what your business offers only briefly tell them how you can help. Do not
start to sell to them
* Follow email with a phone call, within 48 hours of email, to set up an appointment
* Get 3 strong leads to follow up from each networking event
* Always evaluate your networking activity regularly to make sure there is a good return on
investment
It can be a daunting prospect to walk up to someone and start a conversation. Some people prefer to wait until people come to them. I used to think this was a complete waste of time until I experimented and tried it out. Much to my amazement some people did come over to talk to me. One of them was from the Royal Bank of Scotland and became a new client!
Whether you approach others or they approach you there is still a need to think of some questions so that your nerves don’t get the better of you and make you talk only about yourself! So here are some tips…….
Opening a Conversation
· Decide what makes you a little more comfortable engaging with a group or just one individual.
o If you are not sure, try it out at an event and you will soon
know which is best for you
know which is best for you
· Introduce yourself and shake hands.
o The hand shake is very important in the business world.
o Practice a firm handshake as a week one says under confidence & a strong one dominance
and controlling
and controlling
· Give good eye contact and smile
o Body language is so important for a first impression
· Start with the simplest of questions to open a conversation
o “How far have you come today?”
o “How many of these type of events do you go to?”
o “What networking events do you find are best for your
business?”
business?”
· Comment about the weather, sport or a topic linked to the event to open up the conversation.
· Move on to some more delving questions
o “What was it that interested you about this event?”
o “What do you know about the speaker……… today?”
o “What line of business are you in?”
· Now ask them questions about their business.
· Use mostly open questions that start with ‘How,’ ‘What,’ Where’ and ‘When’
o This opens the conversation up and stops them giving ‘Yes’ or ‘No’ answers
· Learn to enjoy finding out about the other person and what their business is
· Ask one or two questions later on that are linked to the services/products you provide
o Do not start selling to them just note when you find a ‘gap’ you could fill
o Make a mental note to follow this person up afterwards as they are a ‘Hot’ Lead
Now get Networking and Enjoy Yourself!
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