Tip #1. Network Genuinely…
When attempting to build trust, credibility and business relationships, you need to present yourself in a genuine light. You should only attend networking events if you genuinely wish to help others. If you attend networking events or situations with the intention to sell, you will come off as self-serving and fail to connect with other attendees, wasting your time and theirs in the process.
Tip #2. Define Your Goals…
Do not arbitrarily select a networking event. Before you go anywhere, take a moment to figure out what you are hoping to accomplish through networking. Different networking events have different focuses, like education or database growth. Knowing what aligns with your goals is the key to getting the most out of networking. Remember networking is about finding prospective clients and referral sources. Everyone knows someone who …… If you are at a networking event it is likely the people in the room are out in your community and know a lot of people. You might even find a great coach!
Tip #3. Visit Multiple Groups…
Like when buying a car, settling on the first networking group you stumble across is usually unwise. I suggest going to sites like eventbrite.com, meetup.com as there are heaps of new events and networking events added daily. Make sure you subscribe to all your Chamber Of Commerce’s newsletter lists as they have regular events. Go to local lunches and dinners or charity events. Call the local Mercedes dealership and see whether they have invitation-only functions when the newest models come out – and make sure you are on that list to be invited next time round. When creating your 90-day plan (if you have strong goals to increase your client numbers) make sure you put “Attend a new networking event every week” that way you will meet an entirely new group of people in a truly leveraged way. Once you find a networking group that works for you, give it your full attention.
Tip #4. Ask Open-Ended Questions…
Successful networking hinges upon your ability to ask the people you interact with a series of open-ended questions, as opposed to simple yes/no questions. If you rely solely on yes/no questions, your networking efforts will fail to encourage any sort of meaningful dialogue. Furthermore, an open-ended question conveys a more sincere interest in someone. Questions like “How is the economy treating you and your business?” is a great question to ask once rapport is made.
Tip # 5 – Make sure you exchange cards…
The question in Tip #4 is followed up by “Yeah I hear what you are saying. A client of mine last year faced exactly the same thing – but we were able to turn that around. He’s doing really well despite the economy. Never know – I might be able to help you too. I wouldn’t mind popping in and checking out your business. Can I have your business card?” Notice the language is conversational, non-threatening? I have been to too many networking groups where people are so stiff and intense. Don’t be so serious. If you can get a complete stranger to laugh at a stiff business networking event – you’ll get the card, no worries.
Tip #6. Understand Your Business…
In order to maximize your networking efforts, you must have a clear understanding of what makes your business unique. For example, for us here at ActionCOACH Rotherham I can describe what I do in a quick introduction by saying “I help business owners make more profit when they are out of the business, rather than in it …”. Most business owners are going to be curious enough to say “Huh? How do you do that?”. So finding a meaningful way to describe what you do benefits your introduction when networking.
Tip #7. Follow-up with People…
After successfully connecting with someone – you need to follow up with them through drip marketing campaigns. Like a postcard (people have forgotten the art of the handwritten note). Shoot them an email. Look for them on Facebook and LinkedIn. But don’t just call them and ask, “So, are you ready to do some business together.” Building trust and credibility takes time. By taking this approach, you will not only put more prospects in the sales funnel but also help nurture your future sales. A good email might be “Hey, I was thinking about your business the other day … I wanted to pop in under the guise of a customer and see it for myself. Sort of like a free secret shop. I might find something that is costing you money or could make you some more. I’ll report back with my findings. Do you mind?”
If you would like to take steps to implement any of these tips into your networking strategy, heck Out our event section for any future networking events.
