Networking Not Working?

So your organisation wants you to get out and network, they see it as a easy way to generate more opportunities for the business whilst marketing budgets are being squeezed.

But you have never done it before, or perhaps you have dabbled a few times but didn’t get what all the fuss was about. You see networkers as people who run around like headless chickens from one event to the next and you wonder if they really pick up any new business.

Are you are a reluctant or sceptical networker?  If so then the following might help.

Networking is process that needs to be managed and a skill people develop. The fact is to get the most out of networking you need to invest time into both of these to see a return on the time you spend at events. Treat networking like any other marketing activity.

The following is guide to some of the things you can do to increase the value and return you get from networking.

1.       Get a Networking Buddy

There are lots of hardened networkers who have worked the circuit, know lots of people and have a good idea of the types of people you will find at each event. See if you can buddy up with one of these people, pick their brains, which networks are attended by the type of people you want to meet? Finally see if they are happy to attend an event with you, watching an experienced networker will help you to see what you might need to work on.

2.       Who do you want to meet?

Networking is marketing, who is your target market? what events to they attend?

However don’t loose sight of who people know, you might not be speaking to your target market but their clients and network might be.

3.       Attend events with a purpose

This is not about having a 5 minute pitch about your business and thrusting it on every person you meet, instead go to an event with one clear proposition, objective etc. For example; To meet 3 small businesses looking to expand and to agree to exchange details and to meet with them after the event for a coffee.

4.       Do your research

So you know who you want to meet and what you want to achieve. Research the events these people attend (ask your networking buddy) and ask the event organiser for a list of who is attending before you commit to go. If you can’t get a list ask the organiser if they would introduce you to a few people that fit your criteria, they are likely to know most people in the room.

 5.       Be Yourself

The best thing you can do is just relax and be yourself, you are more likely to build rapport with people you have not met before if you come across this way.

If you are nervous ask questions, people love to talk about themselves.

6.       Follow-up

People tend to forget this as they get distracted by their inbox and business the following day. However it is probably the most important step. Send a quick ‘nice to meet you’ e-mail the following day and if you are familiar with LinkedIn send an invitation to connect.  If you discussed meeting up after the event be the first to instigate this, keep the momentum going. Finally ask people for feedback on how you come across, as someone once said to me “Feedback is the breakfast of champions”.

Salescake provides a networking buddy service for further information please go to www.salescake.co.uk