Networking for Success

In this Great Managers® MasterClass extract, Sandra gives you her tips on Networking.

Do you LOVE Networking? Whether you love it or hate it, you’re going to come away from this month’s MasterClass with some tips that will make you more confident AND competent when you head to your next Networking event!

Here are just some of the things we will cover:

1. The Before, During and After process to making Networking a success

2. What to say after you’ve said “Hello”

3. A simple strategy to make people warm to you when you’re Networking

Want to get better results when you’re networking? Apply Sandra’s suggestions from the short video below to enable you to easily and confidently connect with people….even if you’d rather stick a needle in your eye than attend a networking event! 🙂

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Networking is a very important business skill, yet most professionals don’t do enough of it.

What I’m going to teach you in this MasterClass will help you understand the ‘do’s’ and ‘do not’s’ used by successful networkers, the power skills of Networking if you like, and will also give you a process to follow so that you feel more prepared and more confident when you’re Networking.

Before the Networking Event

The first thing to do before the event is to set yourself a goal.

Think about what you want to achieve from going to this event.

For example, it could be to meet two new people, or perhaps to meet a particular person.

You might even want to meet a speaker at the event.

Secondly, work on your introduction.

How will you introduce yourself?  You want this to be quite succinct and you want it to flow and include your role, your organisation or your business.

This is what we call the ‘elevator pitch‘. Meaning it should only be as long as an elevator journey, about thirty seconds long. Try to practice that 30 seconds.

Next thing is to get informed.  This might be about the event itself or the group who’s holding the event.

It could be the speaker, so have a read online and see what they’re all about.

It might be getting informed in terms of current affairs; what’s happening out there in the world? Because often we need a starting point in conversation and it’s good to lead in with something topical.

Dress the part. There are “horses for courses” here in terms of Networking events. Some are quite casual; some are very professional.

I try to eat before I go to the event!  I never go to a networking event hungry because it’s easier to focus on talking to people, rather than trying to grab food from passing waiters.

Take your business cards with you! It is part of our ritual of connecting with others.

Be on time. It’s much harder to enter group conversations once the event is underway.

During.

Put your name tag on the right-hand side of your jacket or your clothes (your right).  This makes it easier for people to see your name and remember it when you’re shaking hands.  A lot of people don’t think about this.

Take the lead in terms of introducing yourself. Many people are shy. So be the one to step forward and say, “Hi,” and introduce yourself.

Talk to a number of people.

Don’t stay with colleagues or people you know.

Mingle! That’s what you’re there for.

Invite people to join you.

Say, you’re standing or talking with someone in a pair and you see someone else standing on their own, invite them to join you.

This can also help you make an exit from that original pair, otherwise, you can get stuck talking to one person.

Be that friendly person who invites people in and makes them feel comfortable.

When you’re talking with people, look for common interests. Chances are you will know someone in common or you’ll have an interest in common.

This is about really connecting with the other person. Once you find a common interest, it’s much easier to connect.

Hand out your card to appropriate people but not to everyone. You’ve probably seen card “sprayers” like I have, who after they hand out their card to you, they spread their card around to everyone which definitely does not create a positive impression!

What to do Afterward

Write something on the business cards you received so you can remember the person.

I usually write the date that I met them and what event I met them at. I also write something about them.

For example, it might be something they’ve told me about themselves, that they have three kids. Or it might even be something physical about them, I might write the woman with brown hair, brown eyes or something like that so that I can remember them. It’s like a memory tag.

The next thing to do is to follow up with people that you’ve met. Those you’d like to keep in contact with.

The best way to do this is sending them an email (if you have their address) or connect via LinkedIn. But never use your online Networking as a substitute for your face-to-face Networking.

Think about ways you can add value to the relationship. What could you do for them?

It might be sending them an interesting article, perhaps about something you discussed.

Introducing them to someone who might be of interest to them.

Inviting them to another event that you’re going to that’s similar to the event where you met.

This is modern Networking, it’s about giving rather than getting.

It’s really important to keep in contact if you want to build the relationship. Have some touch points over a period of time.

For example, you could send them a card at Christmas time or for their birthday (this will come up on their LinkedIn).

Following these simple tips will make a big difference to your confidence when Networking!