OK, lets be honest, for most of us networking really has become a dirty word. We know we need to do it, but we are so sick and tired of standing around a room full of strangers, eating cocktail frankfurts, making small talk, feeling awkward and dreading someone coming over to us and starting a conversation that we will never be able to escape from.
So what are some of the strategies that will remove these feelings of dread and have you running to networking events fully prepared to do business? Here are 10 of my top ideas that have helped me to build my business over many years and I will give you another 10 next week:
1. Do your homework.
I am a firm believer in doing my networking homework. I like to know who will be attending a networking event and I find that this helps me to get mentally prepared and ready to understand the types of conversations that could be had, the mood of the room, the reason for the meeting and so on. Turning up blind tends to lead to wandering aimlessly and spending the whole session figuring out who is there and why. If you have been invited as a guest by someone, ask them to give you some background so you know what you are attending. It really will pay off in the long run.
2. Don’t judge a book by its cover.
My biggest peeve at networking events is being dismissed by someone who acts bored the minute they meet you – and they don’t even have the decency to hide it. Instead they look everywhere but at you and openly act bored, like they are looking for someone more interesting and with more “potential” (OK – in my case they may be but it really is rude). It is a cliche but never judge a book by its cover in the world of networking. Take the time to communicate with the people you meet, find out as much as you can about them and then if you can’t see a way to do business (I actually ask this question – how can we do business together?), it is fine to excuse yourself and move on to your next prospect.
3. Learn to ask open ended questions
This is a great skill for anyone who really can’t stand the awkwardness of small talk and meeting people for the first time. The golden rule here is to ask the other person questions about themselves or their business – so rather than asking simple questions that can be answered with a “yes/no” answer, go for the questions that need a real answer – “so, can you tell me about the services your business offers”, “what is your competitive advantage”, “how has your industry changed in the past 10 years”, “where do you think your industry is heading in the next 10 years” and so on. This gets people actually talking and communicating.
4. Read todays newspaper
For many people the hardest part of networking is running out of things to say. So I make a point of reading the paper and taking note of five or six stories that are general enough to be conversation starters in any situation. There are always a few current “hot topics” which will get people talking, especially if you get good at tip #4 – asking open ended question – “so what do you think about……”
5. Don’t get there too early
I always try to avoid arriving early at a networking event. There is nothing worse than standing in a room with one other person, feeling a sense of awkwardness and praying desperately for more people to arrive. Of course I guess you could see this as an opportunity and a captive audience, but it rarely feels that way at the time.
6. You are not going to the gallows, so remember to smile.
It is amazing how many people network with a grimace on their face as opposed to a warm, friendly smile. Make eye contact and show a few teeth (ideally in a smile not a snarl) and you will be amazed how many people welcome you into their conversations simply because you look friendly.
7. Don’t just stick with people you know
Many of us look around a room full of strange people trying to find a friendly and familiar face so that we have someone to clutch onto. Once we have found that friendly face it becomes way too easy to spend the entire networking event chatting to someone who already knows you and what you do, instead of seeking new business contacts. The key here is to be brave enough to walk up to strangers and be prepared to stick your hand out and introduce yourself. The more you do it the easier it gets. Remember, networking is marketing and marketing is all about building your business. By all means say hello and connect with friends and current clients, but use networking as a tool to get new customers.
8. Drinking does not make you more networkable
Sorry to break the bad news here, but there are those folk who think that a few stiff drinks will help them to relax and make it easier to mingle. Sure it might, but what message does it send? Seeing someone guzzling beer does not make them more appealing as a person to do business with. I suggest that you keep drinking alcohol to a minimum at these events. The concept that you need to drink to be social went the way of “driving your self home from the pub because you were too drunk to walk” – the idea of networking events is to portray the fact that you are a professional, someone that other people will want to work with not drink with.
9. Take plenty of business cards and promotional material
It is amazing how often people turn up at networking events without business cards. I have a mental check list – business cards, two pens, some brochures and possibly a couple of my books, depending on the event. The key here is to be prepared before you head to a networking event. How many promises to catch up and follow up never happen because you can’t find their card, then you can’t remember the business name, then you simply put it in the too hard basket?
10. Keep a pen handy and write notes on the back of cards
I always write memory joggers on the back of business cards. It might be something about what the person said, something they were wearing, a distinctive body characteristic or some follow up that is required. This has jogged my memory when I have stumbled across a business card from people I have met years earlier. One word of advice though, don’t write these notes down when the person is standing there as this can be seen as rude, especially in certain cultures like Japan. Find a quiet space and do your note writing but don’t put it off.
I hope these help you network a little easier. Keep an eye out for the next ten tips coming soon. Till then, good business.
Andrew
PS Today is RUOK Day – the day where we all need to reach out and ask those around us the question – Are you OK? It is a great cause, and one that is gaining momentum. I would ask that today you spend a moment to visit the official RUOK? website – High Jackman has a thing or two to say about RUOK. And most importantly reach out to anyone who you think may be doing it tough. You never know, perhaps you will save a life. ROUK? DAY
Leave a Reply