Helpful Tips on Successful Networking...

The other day I was speaking with a friend who suggested that I do a post on my experience going to networking events. She thought I had some good insight as I tend to do it often and she seems to think I do it well…bless her heart.
 
Before starting this post, I looked up the definition of business networking. Business networking is the process of establishing a mutually beneficial relationship with other business people and potential clients and/or customers. The key phrase here is mutually beneficial.
 
With that in mind, here are some of my words of wisdom.
 
While a great new business source is working your existing network, it’s extremely important to broaden your network as much as possible.  A good way to do that is to become what I like to call a “joiner” and attend networking events that may interest you for professional development or those that are related to your job. Even attending networking events with friends for personal reasons at times can bring new business referrals. The reason is that people like to do business with people they know and like, so what better place to meet potential clients/customers than through your friends?
 
Some general tips and tricks:

·      Get your feet wet. If you’re not used to going to networking events start small and attend an event that you are personally interested in and are passionate about. After all, If you know something about the subject matter, you will feel more comfortable starting a conversation with others attending the event.

·      Get a buddy. If you are a shy person, it is easier to go to a networking event  when you know there will be at least one friendly and familiar face in the room. If you can’t find someone you can go with, try to research the attendee list (i.e. check out people’s profiles on Facebook, LinkedIn, Twitter) and see if you find someone you know who is going to the same event.
·      Be positive.  Exude confidence and you’re bound to make new connections at your chosen event. Most people like to engage with people who have a positive demeanor. If you look friendly and approachable, it helps break the ice. If your energy is low or you’re in a bad mood, it's best to not go as you probably won't be that successful connecting with people.

Now that you’ve started going to some networking events, it’s time to take it to the next level and get serious!

·      Be a joiner. To make networking be part and parcel of your responsibilities, it’s important to be a joiner and sign up for at least 1 – 2 targeted events a month.
·      Target your event. In order to make networking an art form, target events that are in your sweet spot professionally and help you build your pipeline and your business.
·      Research. Before you go to an event, research that event to see who will be speaking and (if possible) who will be attending. Leverage social media tools (i.e. LinkedIn, Facebook, Twitter) to help you identify what you have in common with the people you’d like to engage at the event. Even a little bit of preparation will help you make the most of your networking time.
·      Have a plan and set objectives. Before going to an event, make sure you have a goal in mind. Knowing what you want to achieve at networking events will enhance your confidence and help you be more successful.
·      Informal events. Most events have an informal part to the event, either pre- or post- drinks. Make sure you take advantage of them, as they are great opportunities to meet people in a relaxed atmosphere and help start conversations.
·      Focus on individuals. Although the event might be business related, it’s important to remember that you are meeting people as individuals and not necessarily as  business prospects. If you do your homework in advance and have identified who you want to meet, it's easy to connect with them on a personal level. 
·      Don’t sell.  People who are more focused on handing out their business cards than in having a meaningful conversations are usually a real turn off. While your main short-term objective may be to uncover new business leads, keep in mind that your ultimate objective is to build long-lasting mutually beneficial relationships. Show sincere interest in the other person and try to add value where you can.
·      Follow-up. It’s as important to follow-up with the people you meet as it is to meet them in the first place. Make sure to send a follow-on email, connect via LinkedIn, Facebook and follow them on Twitter no later than a week after the event. Whenever possible, I recommend sending a personalized email that references the event and your conversation within 48 hours.
·      Build long-lasting relationships. In order to keep the lines of communication open and stay top of mind long after the event is over, it’s important to have a stay-in touch plan.  Research has shown that you need to connect with people at least 6 to 9 times to build a long-lasting relationship. Find opportunities to add value and make your prospects' jobs easier. Send congratulatory notes, share industry tidbits, schedule lunches, or meet for coffee on a quarterly basis, and arrange to catch up at future industry events.

Above all else, keep in mind that your ultimate goal in networking is to establish mutually beneficial professional relationships. The more people who know you, like you, and get value from you, the more fun you will have and the better your business will do!

Comments

[Jon]

Great post from the Queen of Productive Networking!