Networking - How to do it
Networking is probably the oldest, easiest, most effective and
least expensive way to get more business. It doesn't necessarily
involve selling your product or service but it does mean selling
yourself. However, that doesn't involve a lot of talking - it
does involve a lot of listening.
Networking is about making connections with people and building
a network of meaningful relationships.
Having good relationships means - these people will either do
business with you and/or recommend you to others. These people
are your unpaid sales-force and you've got to ensure that they
do a good job.
Here are 9 steps to successful networking:
#1 Be prepared - Particularly if you're attending a formal
networking event like the Chamber of Commerce -
#2 Think about whom you'll be meeting - Consider what your
opening remarks or questions will be. And think about what
you're going to say when they question you.
#3 Make sure you have lots of business cards, a small notebook
and a pen - These should be easily accessible and not involve a
rummage through pockets or a bag to find them.
Reminder - NEVER go anywhere without business cards
#4 You don't necessarily need brochures - These can be sent when
you follow up later. A networking event is not a place to sell
you product or service. (This is not understood by the people
who have bored the pants off me over the years)
#5 Think about what you're going to wear - I've seen people rush
into a networking event in clothes that look like they've been
slept in. If it means having a change of clothes in the office
or going home to freshen up - then do it. Remember, the image
you present to other people is the image they'll have of your
business. Men should wear a bright tie (not cheap) and women
should wear something bright. Remember, however - business
dress, not sexy.
#6 Personal hygiene - Brush your teeth or use a breath
freshener. I've met people at networking events whose breath
would bring down a rhino at fifty feet. Avoid drinking wine or
coffee; they can make your breath sour. Stick to mineral water
or a soft drink.
#7 Watch out for the perfume - Both men and women, strong scents
can be overpowering.
#8 Name badges - They'll probably hand these out at the event,
however consider having your own produced. They're not expensive
to produce and it means you can ensure that what's on the badge
is what you want. (Conference organisers often get the details
wrong on name badges) Pin the badge on your right lapel - it's
easier for people to read. The majority of people shake hands
with their right hand. As you lean forward to shake hands, it
means that the other person can read your badge easier.
#9 Go with a partner - Take a friend or one of your team to a
networking event. While you're there, alternately separate and
come together. When you see your partner with someone or a
group, walk up and let your partner introduce you. Your partner
will introduce you using a pre-agreed benefit statement.
Something like - "This is my friend Mary Smith - she helps
business people find more customers by improving their
networking skills." It's then easier for you to make more
contacts.