Whatever you call it, this is the time we take to talk to others face to face – not over a phone, computer, or virtually – but the old-fashioned way. And networking is vital to business building. We build trust and rapport much faster with someone when we have the opportunity to meet them face to face. It is just how we operate.
And isn’t that what it is all about – building trust with people so that we can work together in the future either as a client or supplier role?
With the networking season in full swing, people’s schedules are filling up with lots of networking opportunities – from conferences, workshops, cocktail mixers, to morning sessions. And the goal is to build good quality contacts.
Having run a networking group for two years, I saw many different networking techniques – some were great and some – not so much. To get the most out of your upcoming networking events, here are some pointers that will make this season of networking the most effective for you.
1. Get rid of the black marker. In other words, take the time once a year and go over your business cards and make sure they are up to date: correct title, company or department name, correct contact information – these things change all the time – stay on top of it.
2. Have business cards and have them in an easily accessible location. It may seem like common sense – but this has happened to all of us at one time or another – we forget our cards or the only cards we have left are bent and dirty at the bottom of our purse or side pocket of the car.
3. Have a 30 second summary of what you do or who you are, ready when you walk in the door. Think about your best, recent accomplishment that you could talk about. Craft you overview to the target people at this event. For example, I closed a contract the other day simply because I mentioned some work I use to do in my introduction, and that was exactly what this one person at the event needed.
4. Have some goals in mind before you head in to your event. What are you hoping to achieve at this event: talk to 10 new people, pick up 5 business cards from 5 people I really connected with, or set up a meeting with person from a particular company I really want to work at. If you are an introvert, this tip will help you focus and move into action when you get to the event.
5. Be approachable and smile. Grab a glass of water to hold on to and go out there and smile and talk! When I was running my networking group I was amazed how many people would come in with friends and then never leave their side the entire event or talk to other people. This technique is less stressful for sure – put a good use of your time? No.
6. Want to make a great impression? Take every opportunity to focus on how you can help other people, rather than what they can do for you. No one likes a person who comes to the events who is simply looking to see what’s in it for me. The slick sales person that corners you with the product line for 15 minutes, or the person that is pushing their resume into everyone’s hands. Rather, the key is to think about how you can help your new contact. What can you do to assist them, connect them, or solve a problem.
7. Take time after you have met a new contact to write a few key notes on the back of their business card or in a file on your smart phone–a business fact or personal information if anything was shared. People love it when you remember them – and in particular details about them. It shows you were really listening.
8. Finally, the last key to great networking is to really listen to each person. Look them in the eye, nod your head and ask relevant questions that show you are interested. Nothing is worse for another participant than to stand there talking, and having someone looking over their shoulder for the next big contact. Show interest and see what opportunities arise!
Good luck on your next event. And I would love to know what your suggestions are for talking to a new contact at a networking event.