Networking NOT Working for you? Do's & Don't of Networking!

As Christmas approaches, many of you are attending client's end of year parties, networking events etc…. whilst tying up loose ends, sniffing out any chance of closing sales and planning for 2019.

It’s timely to look at how you could be maximising opportunities yet, there are some very important things you SHOULD & SHOULDN’T DO at these events and parties. So, from my years of experience within business networking, I'd like to share them with you.

Remember, only amateurs attend networking events to sell or pick up possible clients.

There is so much more to it. It's not whether the person you meet is a prospective client or someone to sell to... its also about who they know. You can potentially meet referrers, affiliates, collaborative partners, potential business partners, investors, someone who can inspire you, role models, sponsors etc etc.... so keep an open mind and look for synergies and ensure you read this article to know what to do with the cards and how to sort them in categories after each networking event.

Ok, here we go…. 

Remember many years ago, an ad was a good way to attract prospects and then advertorials were a bit of a norm, then came content marketing.. which has taken various forms like articles, video through webinars, FB, LinkedIn and then Live videos… and social proof all the way.

One thing that has never changed -  Think about it, it's about 'What's in it for Me' factor and gaining the trust of your potential clients that you can 'solve' their challenges and assist them. 

This concept still holds good for business networking. It works and works well. How could you implement and action it in person during a business networking event/parties/bbq etc…. 

I follow the SEE principle. Smile, Eye Contact and Enthusiasm. Extremely important. The hand shake makes a big difference. 

DO NOT HAND YOUR BUSINESS CARD until asked or needed. It’s unacceptable. (You can ask them for their business card at an appropriate time and possibly opens up an opportunity for them to ask for yours. 

The business card that you handed out is merely an ad and a way for people to contact you. However, you need to be remembered and build trust within a few minutes you have in front of your potential target audience.

Firstly, when you meet people you haven’t met before, give them a very warm hello, a general chat to build rapport based on where you are etc)… however, when it comes to knowing what they do for a living/what business they are in, let the other person speak first to introduce themselves. It accomplishes two things. Shows respect that you allow them to have a go first but also helps you to discover synergies and what you have in common so you can tailor make your introduction to suit their business/industry/requirements.

Be attentive, listen and actually be interested in hearing about them and what they do. Many people are thinking about what to say and who else to meet in the room. Unfortunate but true.

Listen out intently for what they do, what the commonalities are, who you probably have in common etc… 

Here is a very important factor when you network. Your introduction. 

Remember the ‘what’s in it for me’ factor? 

Ask yourself what should you say that adds value to them. It needs to create a good impression, needs to evoke curiosity. As I said before, it's not whether the person is a prospective client, its also about who they know who could be your prospective client, referrer, affiliate, collaborative partner, potential business partners, investors, someone who can inspire you, role models, sponsors etc etc.... so keep an open mind and look for synergies and ensure you add value to them, introduce them to people in the room that you know they should meet. 

You need to give before you can receive…. Especially without expectations. This should be your networking mantra.

So, what’s next? What do you do with those cards and brief conversations? Check out the article about sorting cards in categories. …

Wishing you a fantabulous Christmas and New Year. 

Zeeshan