Below are my top 6 tips for a better Face to Face Networking strategy....please feel free to implement some or all of them. Also feel free to disagree with me, life would be boring if everybody agreed all the time.
1. Research - You will receive loads of recommendations as to why a specific Networking Group is the best in the area, country, sector, universe. Spend a few weeks researching these groups. Speak to your peers, speak to members of the group (note - ask if they get a kick back for introducing new members), go on line and search the group, take to Social Media to see what people say about the group. Essentially you are trying to establish if the group will work for you. Once you have established the best Networking Groups for your requirements, narrow the list down to a small number and better to go local if you are a novice.
2. Prepare - Even if you have been to 100 Networking sessions, always prepare for the next. Things to think about prior to going to the session
- What is the format of the session?
- Who runs the session?
- Who is going to the session? If you don't know, ask the organisers.
- Is the dress code formal, informal or that lovely phrase 'Business Casual'
- Do you have your Business Cards at the ready. Try and ensure that your Business Card is of good quality, we all know the quote about how long it takes to create a good impression, especially if there are Printers at the event.
- Have a pen at the ready.
- Have an 'Opening Pitch' and 'Elevator Pitch' ready.
- Opening Pitch (one line) - You will be asked, 'So <Insert your name here>, what do you/your company do? Numero Uno Networking Tip - DO NOT for the love of god say 'oh we provide printer cartridges' or 'I give people great pension advice' or in my case 'GBG are a leading global company for providing Identity Intelligence Solutions'. These responses tend to lead to the person asking another small talk question or thinking 'So What' or even worse 'Who is this guy....next!' DO have a response that is more like 'I provide local businesses the ability to lower their stationery costs' or 'I help people in Anytown maximise their pension funds' or in my case 'I help consumer organisations get a better return from their customer marketing'. You WILL be asked '..and how do you do that?'
- Elevator Pitch (30 seconds) At this point you are 'In' you can then give a succinct overview of how you help Butchers, Bakers or Candlestick Makers do stuff bigger, better, faster more. Hopefully at this point the person asking the question will say 'Oh I know somebody who you need to speak so' At this point you can then punch the air in jubilation....unless you are in a huddle in which case that could be the quickest way to a night at A&E. If you are being a complete guru you will give a Sales Value proposition as your elevator pitch. More on this another day.
3. Mingle - Very straight forward, introduce yourself to people that will be of interest to you. Remember you have asked who will be there, so you know who to target. You can wing it but you could take up half the session introducing yourself to people who may be lovely but are not on your hit list. Obviously pick your moment when approaching a target, barging in half way through a joke and laughing at the punchline will make you look like a lunatic. General rule of thumb is if people are in a closed position then leave them, if they are in an open position then they are fair game. Do not stand in the corner looking like new boy/girl at school, this just screams, 'I don't know what I am doing here'.
Try not to spend more than a few minutes speaking to people you know. If you know them meet them after for a drink and chat then.
4. Give to Receive - I have seen so many people going round events 'speed networking', they go round handing out business cards, identifying targets and moving on if they see little or no value. The premise is that you should give out as much as you receive, do not go to an event JUST looking for new business. You will be soon cold shouldered by the other members of the group. Therefore I have found the best approach, go to an event looking to help people before you get help back. So once you have done the intros, ask the person what they are at the event for or even more bluntly 'who are they looking to do business with' If you don't know anybody that can help them, you now know what they are looking for so you can now keep 'em peeled. Nothing is better than receiving a call at a later date stating how you met at the Networking Event and you now know a Printer, Pension Advisor or B2C Customer Marketing expert. Word will quickly spread that you are genuinely looking to help and then leads will come back your way over the long term.
5. Record - You have their business card, you have a pen, after the conversation has ended make a quick note as to what they are looking for and any other notes e.g. big football fan, loves fishing, likes to talk about her family etc. After the event collate a quick spreadsheet of who they are, how to get in touch, what they are looking for and any notes.
6. Follow Up - Assess how successful the event was on the night and after. Do not assess any networking event after 1 session. You need to go 3 -5 times before people let you in their inner sanctum. If after this number of attendances you have nothing to show then move on but keep in touch with key people as they may go to other events. Also, If you say you are going to do something then do it. Again word quickly spreads if you do/don't do this.
I am sure there are many more great tips that I have not put here, so please feel free to add. Most importantly good luck!
Daniel White
daniel.white@gbgplc.com
07772953490
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