Networking Basics

Especially for B2B businesses, attending networking events is probably the best way to build your business and professional network. The problem is, most people are really ineffective at this form of networking.

It’s not something that came naturally to me. Initially, I was appallingly bad at it. I had to learn how to get the most out of these events. I’d like to share what I have learnt over the years.

I now have a mental checklist I run through:

1. Go intending to build new relationships

Yes, that’s right – relationships, not just business connections. Making it personal will help you be memorable.

2. Focus on giving

Maybe you can make an introduction, or recommend a product or service (other than yours) that will help the person in front of you.

3. Be present in the moment

Being fully present with someone is vanishingly rare – it guarantees you will be remembered, because it shows that you actually care about what they are saying.

4. Listen

Listen to learn more about that person, don’t just wait for your turn to talk, and when you do speak, continue their topic.

5. Ask open questions

Don’t ask questions that can be answered with a 'yes' or 'no'. Start a discussion, be topical, be personal (but not too personal!). The conversation will flow better and be more enjoyable for both of you.

6. Make a connection

Find common ground: a hobby, an experience, an interest...and make a connection. It will help you remember each other, and make the next conversation more comfortable - and more likely.

7. Don’t just say ‘Yes”

You do not have to accept all invitations. Don’t agree to do something out of courtesy. Remember this is business networking.

8. Quality vs. Quantity

This is a difficult one. If you have an effective follow up system, then aim to meet as many people as possible. If you do not, choose who you spend your time with. I tend to go for volume, and winnow out at the follow up stage, because I have found it almost impossible to know who will be a valuable connection at the time.

9. FOLLOW UP

Seriously, unless the person is a psychopath or refused to share contact details, follow up. The basic is to connect on LinkedIn. This allows each to see the other's interests and (to some degree) personality, prior to a more specific follow up. Beyond that, it is great to send an email or personal note…and calling is even better.

What's your checklist? What do you do?