Networking - Ten Tips to Ease the Pain

You are probably in the minority if the thought of a networking event makes you rub your hands together with glee. But networking, getting out and about, whatever you call it, is an essential part of growing your business. Much is written about the current climate and its effect on businesses and their approach to marketing and business development. One clear trend is the move away from pure hospitality events to more focused networking and business development events. So while your golf swing might be taking a hit (and drat, where are my test match tickets?) the chances are that there is a relevant and focused networking group being set up on your doorstep. And the beauty of these groups is that people are genuinely there to network. Yes, they want to sell their services to you but they are also open to hearing about you and your business and to finding opportunities to work with you. There's a new collegiate spirit emerging and it's your job to take advantage of it, grit your teeth and embrace the principles of networking. The points below are a reminder of some of the ways we can reduce the pain involved in networking and make our efforts more effective:

Before the event...

• Prepare properly. Ask the organisers for a delegate list, google any speakers and ensure you know how to find the event and where to park. A bit of preparation will boost your confidence from the outset.
  
  
• Bolster your small talk armoury by making sure you are up-to-date with business / sport / cultural news. It is rare that conversations launch straight into hard commercial talk without some chit-chat first. Remember that the primary aim is to leave the people you meet with a favourable impression of you and your business.

 During the event...

•  If you arrive with colleagues, split up from them as soon as possible. This will force you to talk to new people.
  
  
• Avoid breaking into groups of three or more unless it's a very open group. Look out for new arrivals and people with their backs to the wall, they will appreciate your approach! An easy way of getting chatting to someone is to base yourself near the refreshments and offer to fetch a drink for a new arrival.
  
  
• When you meet someone, concentrate on their name and use it once or twice before the end of the conversation. We've all had the situation where we need to introduce a brand new contact to someone else and can't remember their name, despite having been told it 30 seconds ago.
  
  
• Be memorable (in a good way..) when people ask about your business or what you do. "I'm a solicitor" isn't great. "I'm a family law solicitor and I help fathers to understand their rights and survive family break-ups"  has a bit more oomph and will make it easier for your new contact to remember you.
  
  
• Be helpful. Yes of course you need to have an eye on "what's in it for me" but think about what you can offer to other people - introductions and contacts, useful information, advice...?
  
  
• Move on politely. There will come the time when you need to "park" the person you are talking to. The coward's way is to claim the need to visit the loo. Better to find someone to introduce them to or politely explain that you need to "catch up with xyz".

 After the event...

• Add your new contacts into your database or outlook contacts as soon as possible, including any personal or professional information that your new contact has shared with you and a note of where you met them.
  
  
• Be true to your word. If you offered to help someone, make sure you deliver on your promise.

Hilary Campton
V Formation Ltd

V Formation helps professional practices and businesses to get closer to their clients and prospects through focused marketing and business development tactics and strategies. Our approach is energetic, insightful and supportive and we work hard to keep our clients happy.

T: 07908 124772
E: hilary@vformation.biz
W: www.vformation.biz

 

Entrepreneurial Vision - October 2009 - Contents Page