“Working” a networking event without preparation is like grocery shopping without a list. You’re likely to forget something, waste your time and not satisfy your needs. And if you’re hungry for sales? You might give into junk food (aka opportunities that “look” good and aren’t) instead of focusing on healthy networking; meeting your long-term goals.
Follow this mini guide to get what you want out of networking..In spite of the hubbub of handshakes and speedy introductions.
Before a networking event:
- Dress appropriately. Too formal is better than too casual.
- Put a bunch of business cards and a pen in your pocket.
- Be ready to talk about what you do, in relation to your prospects’ needs.
- Review your descriptions of ideal clients and referral partners.
- Decide how many people you will chose to get to know (not more than four).
At a networking event:
- Arrive early and introduce yourself to the hosts.
- When you find prospects and potential referral partners, don’t talk much. Instead ask interested and focused questions.
- Don’t hesitate to move on when someone isn’t a good fit.
- Only give business cards to potential clients, referral partners or colleagues.
Post-Networking:
- Write down everything you remember including commitments.
- Input any useful additional into your sales database, along with your thoughts and observations, etc.
- In one to two days send out a quick note to each person that you handed a business card, saying you enjoyed meeting them. Suggest follow-up meetings as needed.
- Follow up on any commitments you’ve made.
Preparing with this primer empowers you to:
- Connect with potential prospects and referral partners.
- Avoid getting caught up in random conversations.
- Present yourself as a reliable and professional business person.
- Follow-through and build relationships (The true purpose of networking).
Do you have any networking suggestions? If so, I invite you to comment with your recommendations and input on this blog!
This article was previously written for the ezine Concise Marketing Advice (CMA). Receive this ezine in your inbox by subscribing to CMA via the sign-up box in the upper left hand corner of this page.
Frustrated with Networking?
Do you leave networking events with a stack of cards that never result in business? If this is you, call me at 513-561-2642 to learn how to productively pursue and gain clients and referrals without awkwardness or feeling like you’re a used car salesman.
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