Everytime I open my email I get another invitation to a networking event. More and more business people are coming to the realisation that they need to start putting themselves out there ans start winning new business because relying on an existing customer base is not going to ensure long term survival and growth. I facilitated a netorking evening recently for clients and guests of the Limerick City Enterprise Board and here are some of the tips on networking that I shared with the delegates. I hope you find them useful.
- Be your best, authentic self.
It takes people 7 seconds to decide if they like and trust you. If they are not sure, over the next 30 seconds, they will review a checklist in their own minds to reach a conclusion. If you are fake or false, people will know.
- Say it with meaningful and entertaining stories.
The greatest presenters and public speakers are those that tell stories Tell people about your recent successes and accomplishments through stories making them relevant to your audience.
- Keep it short and simple.
You should be able to describe what you do and how this provides value in less than 20 words.
- Talk with me, not at me.
The greatest networkers take the time to “LISTEN” to people to find out what their needs are. They ask good open questions to understand where the other person is coming from.
- Be able to back up what you say.
Be careful about exaggerating your achievements. Better to present your actual achievements in the best possible light.
- Be flexible with what you say and update it regularly.
Your business and what you offer your clients will change. What you did 12 months ago may not necessarily be what you do today. Make sure to keep your “Pitch” up to date.
- Have a sense of humour
The easiest and quickest way to build rapport and make a connection with someone is to smile. No one likes a serious, miserable looking person, so have fun and relax.
- Words are not enough.
As little as 7% of the message we communicate is through the words we speak, the other 93% of the messages is communicated via body language and tone. When you feel passionate and enthusiastic about what you do, that will come across – look at the Munster Rugby Team. Make sure your posture, how you dress, and your voice and good eye contact, support your message.
- Set clear objectives.
As Steven Covey says “Start with the end in mind”. Set yourself 2 or 3 objectives for the event such as to give 6 people your business card or to tell 3 people about what you do or to find 3 ways you can help people you meet with their business.
- Be prepared
Before going to a networking event, write down a list of your recent successes and achievements that relate to your audience. Put these into a story format and be prepared to select the relevant story when appropriate.
- Focus more on giving rather than getting.
Great networking is a long term investment, not a quick gain. The more you can give to people, the more they will trust you and will want to give back. If you approach networking to try and get new clients or get more information all the time, you will probably find that you do not get great results. Take the time to understand other people’s needs and figure out how you can meet them. (E.g. can you arrange an introduction, or send them on a relevant article or provide them with some advice?)
- Follow up.
If you say you are going to contact someone after a networking event – DO! You are letting yourself and your business down if you don’t.
These tips are a combination of my own experiences in networking and in delivering presentation and influencing skills training along with ideas that have been adapted from Peggy Klaus’s book “BRAG! – The art of tooting your own horn without blowing it”.
Good luck with your networking activities and if you have any questions on any aspect of this paper, please give me a call or drop me an email.
Fergal O’Connor.
Business Coach & Trainer.
Mob: 087-6983500.