Very few people are natural born networkers. For most of us, business network is a skill that needs to be learned – and, once acquired, it can be life changing. Business networking can open up opportunities, new relationships and the potential to build profile. Once you know how to get the most out of it, business networking becomes a crucial tool.
Don’t be that person trying to sell
Networking events tend to be productive because everyone is relaxed, with a drink in their hands, and there is less pressure than at a professional meeting. If you start trying out your sales pitch, uninvited, on everyone in the room you’re going to change the tone entirely. Networking events are not about the hard sell. They are a chance to build relationships, ask questions and gain respect – the selling can be reserved for later.
The more you listen, the more you learn
Delivering a monologue on your life, interests and products or services might feel like a good use of time at a networking event but, more often than not, this approach yields nothing. Networking is about having a conversation – talking and listening. The more you listen, the more you’ll understand about the person you’re talking to and the more key information you can take away. Plus, you’ll both have an enjoyable networking experience and you won’t be the bore that everyone is trying to get away from.
Create a networking strategy
Although it’s key to keep the conversation casual, your networking efforts need to be backed up by a focused strategy. Identify the events that are worth your time and effort and work out what your goals are for each one. You might be looking for potential leads or keen to identify people to collaborate with. If you go into each event with a clear idea of what you want to get out of it, you’re much more likely to succeed.
Avoid dismissing people you meet as unimportant
You may have done your research and identified one of the other participants as exactly the person you want to convert into a lead or a potential partner. However, people are unpredictable and you may not end up with exactly the result you were hoping for. If that’s the case, don’t dismiss that person – every conversation is useful and you never know what may come of the connections that you make.
Always follow up
In effect, networking with no follow up is a waste of effort. While the connection is still fresh in both your minds, send an email or a note via LinkedIn. If possible, reference something from your conversation so that the contact feels personal. This will also help to remind the person you’re reaching out to of who you were, which makes them more likely to respond positively.
Networking is an essential part of business success and can deliver exciting partnerships, opportunity and potential. It needs to be carefully considered and prepared for to ensure that you get the most out of it.
