4 proven tips to help you generate a decent return on your time when networking

Many of my clients use networking as a route to market. And, as a service-based professional like many of our clients, we find networking - whether on or offline - a great way to find introducers and what we like to think of as business buddies. Therefore, in this article, I talk about what it really takes to go from moving around a room with strangers or having a coffee, to truly networking ‘on purpose’ and with intention. 

Networking ON purpose

So how did this article come about? I had gotten myself a ticket to an all-day event designed to accelerate business. Before I left for the event I bounced around some ideas with my coach of how to get the most out of these types of events. And then one thing lead to another, and this article got written!

But the thing is, it’s so easy to fall into the trap of attending yet another event or having yet another coffee with a potential introducer. After all, we get to give ourselves a ‘big’ tick in the box that says business development activities are done. But given that time is something that so many of us haven’t got, any such business development activity needs to be carefully monitored to see whether there is a decent rate of return. 

To make sure that any investment in your network or time to attend a networking event really pays off think about (as my coach asked me!) What is your goal when you go about networking? Are you looking to raise your profile? Are you looking to grow your personal connections list? Get clear on your intentions. If you don’t, you will ultimately invest a lot of time that ends up nowhere. For some people networking comes easy, for others not so much; either way, get your intentions clear and focus your networking efforts in the right direction!

Be a good listener

Every relationship is built on a foundation of trust. And that trust comes initially from how you treat someone. Someone once said, “People might not remember what you said but they will remember how you made them feel.” And when at networking events, people can tend to feel under pressure when they do not know many people in the room, as I am sure many can relate to. After all, we all grew up with our parents telling us “don’t talk to strangers”! Regardless of how many people you know or don’t know, remember your objectives for being at the event. This normally means striking up a conversation. And if you want to build trust, be a good listener when in that conversation. Many of us dread those initial first tentative conversations. After all, small talk is a skill to be learned. But with a few tried and tested conversation starters, you can easily strike up a conversation with anyone. For example, I like to ask people what they do for fun, which is a great conversation starter. 

Look for common interests

It can be very tempting to want to jump straight into a business type of conversation. Because, after all, that’s why you are both there. To win business? But go too quickly to business and you can wreck a relationship before it has properly started. If business is going to flow, whether by referral or directly, you need to build a personal connection. Whether it be discussing different cuisines, jewelry, or even gym exercises, these little commonalities can go a long way in securing a connection and leave a lasting impression on whomever you are speaking with. I remember my coach and I working out together when we are together at QBconnect in San Jose. We both have some treasured memories, but also common interests, which have formed the bedrock of our working relationship.

It’s all in the follow-up

There is a saying that you have to kiss a lot of frogs to meet your networking prince. And yes, not every connection you meet is a favorable one. For example, if you live in New York, staying up to date with a European Insurance Broker may not be the most useful of connections. Unless of course, your clients do a lot of work with European subsidiaries or businesses. 

Business doesn’t tend to flow based on purely one meeting at a networking event, or one coffee. The value is always in the follow-up. So next time you head out for a ‘coffee’ or a networking event, remember your objectives and keep in mind your marketing plans for your service-based business. Who do you really need in your network to help you generate more business? And then if you meet a potential candidate, how can you get the next meeting in the diary? For example, inviting them to an event you are going to, maybe an easy next meeting? 

This is my strategy! Hope they help for your next networking event. Do you have any tips to share with me? Or anything to add? Please reach out or post in the comments below! Looking forward to your comments and feedback.

You never know, I may invite you to an event.

Use JSN Consultants for your accounting needs to free up time for what you’re best at. If you’re interested in spending more time getting paid by outsourcing your accounting to us, get in touch now. 

#ReneeKnows 

#quickbooksonline #Tribeworks #Networking