Networking is More Than Giving Out Your Business Cards…
Networking.
Business cards. Getting new business. Who thinks about them?
Do you? If you don’t, perhaps you should. Or is networking a source of fear (False Expectations Appearing Real)?
During the past year or so I’ve attended coaching conferences all around the UK, conducted many training events, and run business workshops both in-person and online…not to mention attending many local networking events.
It never ceases to amaze me how many people simply don’t come prepared…or don’t seem to know what to do at these events.
They often don’t wear the nametags usually provided for them…and if they do, they don’t write their names large enough or legibly. They don’t bring anything to write with (or on), and more often than not, they don’t bring business cards, or the right mindset to make the investment of time and money really pay off.
At a recent event, I found myself speaking to a business executive. It sounded like the company was doing some fascinating things. I had some questions I wanted to ask, and a few ideas I wanted to share about how to possibly improve her business…but the networking event wasn’t the best place to get into such a discussion. I wanted to follow up with this person after the event, so I asked for one of her business cards, as I was reaching into my pocket for one of my own.
In an embarrassed tone, she mumbled to herself about not being sure where they were, or if she even had any with her.
She pulled out her purse and began looking through the various sections, becoming more anxious as the seconds crept by and the silence of our interrupted conversation became more and more uncomfortable.
As I watched her it felt as if I was an eye-witness to an archaeological expedition. She pulled out credit card receipts, credit cards, family pictures, her driver’s license, and other people’s business cards…most with notes scribbled on the back.
Sheepishly she said, “I know I’ve got one…somewhere. Let me look in my bag.” The search continued. She opened her bag, which was packed with files and papers, memos, reports, newsletters, newspapers, and perhaps at the bottom, a business card.
Finally, she found a dog-eared one and handed it to me. We agreed to speak again…and moved on.
Wanting to make a few quick notes on the back of her business card to facilitate adding her to my database, and planning to give her a call in a few days, I turned the card over…and there were notes already scribbled all over it. I made my notes in a small white space I found in one corner.
A few moments later, I began a conversation with another networker. We spoke for a few moments, and when I asked if he’d be interested in hearing more about a particular marketing approach that I find useful, he said he would. I followed up with, “Who would be a great contact for you to meet?” When he told me I replied, “Could I have a couple of your
business cards so I can steer people like that your way?” And exchange pleasantries and move on. So, I asked him for a business card.
He opened his bag and began a similar ritual rummage through its contents. He found just about everything…except a business card.
Finally, after a minute or more of silent searching, I handed him one of mine…along with a pen, and asked him to write his name, e-mail address, and any other contact information on the back. When I retrieved the makeshift card, I handed him another of mine.
Business cards are not terribly expensive. You can even create your own, quite simply, on your computer. But if you forget to carry them around with you…what good are they?
You never know when you’ll meet someone who could become a customer, business associate, or ‘circle of influence’ contact. Rule # 1…always be prepared for opportunities.
Five Business Card & Networking Tips
Here are a few business card and networking tips you should add to your repertoire.
They’ll help you capitalise on the opportunities that come your way through the people you meet.
· always keep a large number of business cards in your briefcase, wallet, or purse
· replenish your supply after every meeting and networking event
· create a system for giving and taking business cards. You might consider keeping yours in a particular pocket (or a certain pocket in your purse or briefcase) and putting the cards you receive in a different pocket.
· carefully review the other person’s card before you put it in your designated ‘place.’ Look at their name, look at their face. Make a mental picture of both their name/face so you can have more than a printed card to remember them by.
· after meeting someone, note key pieces of information on the back of the card, and any action items or follow-up you have committed to (or want to) when you return to your office. If you don’t want to follow up or put them in your database, discretely write an X across the card.
It’s Your Job To Follow-Up
Giving your business card away isn’t nearly as important as getting the other person’s business card. If you hand someone your card and then expect them to call you up, you’re going to be sitting by the phone for a long, long time.
The real reason most of us aren’t effective networkers is that we don’t have a good follow-up system.
When you meet someone and want to keep in touch with them, take the responsibility to put their name in your database and schedule a follow-up call, and then…call them.
And that’s worth thinking about…
If you would like to take steps to implement any of these tips into your networking strategy, Join us at the Rotherham Business Showcase and Check Out our event section for any future networking events.
