Networking for me is a contact sport and although I value some of the interactions I have in Facebook or in LinkedIn I believe that unless there is a common ‘history’ for me it is a waste of time.
What do I mean by a common ‘history’?
We share an interest and belong to the same Group, I have either met them before socially or at a live event, I have read the person’s blog or bought one of their courses.
These interactions will bring value – either personally or to my business.
Otherwise I prefer networking events in person, but here there are certain points that are absolutely crucial.
- A networking event is NOT an opportunity to hand out business cards or collect other people’s cards.
- Prepare before you go to a networking event – research about the people who are going to be there or about what is hot in their industry (depending whether you know the names or just the type of businesses that are going to attend).
- Decide before hand how many people you are going to engage with – in my opinion not more than 3 to 5 depending on the length of the event.
- Always arrive early so that you don’t walk into a crowded room with small closed groups that make it difficult for you to engage in a conversation.
- Once you have introduced yourself listen as much as possible and ask questions – it is much more important to find out about other people’s problems or issues than talk about yourself.
- Remember you are there looking for an opportunity to help other people.
- Do not spend too much time speaking to the same people – if you see it will be mutually interesting to extend the conversation arrange to have a cup of coffee with them at some other time.
- If you had set as an objective to meet a certain person, look for the organizer or someone you know who might be in a position to introduce you to that person.
- A good outcome would be to have met and listened (not so much talked) to 5 people in detail and have 3 or 4 meetings arranged.
- The final and most important step is follow-up.
Building relationships take time and you must build visibility in these events by showing up and meeting the movers and shakers.
The crucial element is to build credibility and that comes from listening and genuinely being interested in helping others.
Introduce people you have met before to others they might be interested in meeting – by helping them you will be improving your networking value.
If you follow these principles and nurture the relationships your business will prosper because nowadays you do business with who you know, like and trust! It is too risky to do it any other way!
