Don’t waste networking events by doing all the talking – Tips for successful networking
October 26, 2010
Does this scenario sound familiar? You get to a networking event with a full stack of business cards and a huge smile on your face. You’re ready to meet new people and find potential new clients. You walk up to the first person you see, introduce yourself and give a firm handshake. Then all of sudden you realize the other person said their name and company and you were so busy thinking of the next thing you were going to say that you didn’t catch it. Your mind is racing with how to transition to your sales pitch so you can hand over your business card and hopefully get a new customer or referral.
Most people who attend networking events don’t know how to use them effectively to bolster their business. Over the years of attending numerous networking events and observing successful business people, I have a few suggestions for building a large network and cultivating key contacts.
Expectation: Instead of focusing on new clients and expecting that you will receive business from each networking event you attend, consider making new connections (rather than customers) and building relationships with people. Not everyone you meet will need your product or service right away, but at some point they might or they may know a potential customer. Learn more about the person you are speaking with – ask more questions and find out what their needs are rather than trying to sell yourself. The saying “you get what you give” is very true. Practice being valuable to other people and you will begin seeing how much you will receive in return.
Be Prepared: Before entering a networking event, think through what you want to say about yourself. Remember that less is actually more. It’s beneficial to answer these questions before walking into the event. What does your ideal client look like? What are you looking for in a strategic partner? Can you explain your business in 30 seconds or less?
Follow-up: Don’t just leave your acquired stack of business cards in your brief case or desk. Periodically touch base and see how your contacts are doing. If at all possible, send referrals their way. There are so many ways to stay in communication so use them! Phone, email, social networking sites like LinkedIn or Facebook are all great ways to stay in touch with new people you have met.
Building your network is like gardening. You plants seeds and then work to water them and cultivate them so they will grow and bloom. Then you will be able to reap the benefits of what you have sown.
