Don't waste your time networking!

[MK Printing]

Hey all

As some of you may know, we run networking events in Manchester. We started the events because we attended so many events that were basically a waste of time. To make networking worth while, you need both a good event to attend and to know the basic skills required.

Even at a poor event, if you know how to network then you can still produce a lot of leads. If the event is well organised and you are a good networker, then the results can be amazing.

We have been to hundreds of events in the past and observed those who get the best from the events. Here is some information that I think that you will find helpful and improve your networking results.

Research the event
Find out what type of event it is i.e. speed networking, general networking and if you need to make a speech.

If it is a general networking session then prepare a short (30 second) or so pitch that you learn off by heart. Be sure to state who you are, what it is that you do, what you can offer people and lastly what it is you are looking for.


Find out who is attending
It is essential that you find out who is attending, this allows you to dress correctly and prepare your pitch accordingly. Also you can see who it is you actually want to speak to at the event and even contact them prior to make sure you get chance to talk.

If you are unable to contact people prior to arrange a chance to talk, then make a note of their name, company and reason why you want to talk to them. Print this out and take it with you. When you get there ask the organiser where these people are as they will introduce you to them.


Get your things ready
• Make sure that you have a sturdy notepad that you can write on.
• Take a bunch of small paper clips, these are for attaching notepad paper to business cards
• Take 3 pens, this way you will be certain that at least one works properly
• Make sure you have a lot of business cards, make sure they are high quality and clearly designed. If possible take them in a business card holder so they do not get damaged.
• Take an envelop, once you have taken a business card and made notes you then put them paper clipped together into the envelop.

Realise why you are there
This is not a social event, it is a business expense. Catching up with friends and chatting is great, but it is not the reason why you are networking. Make sure you arrive early. I would try to get there about 20-30 minutes in advance.

How to approach people
Get rapport
Smile
Handshake (dominant/equal)
Look at their name tag
Take a genuine interest in them and their business


Don’t stay in the corner
This is a business expense. Do not stay in the corner or just chat to people you know. Make sure you speak to all the people you wanted to speak to. Look at the list of attendees if it wasn’t available beforehand, speak to the organiser to get them to introduce you to people.


Don’t chat for the sake of it or for too long
Always keep an eye on the time. Try to limit each interaction to about 5 minutes. In this time you know if they are going to be worth speaking to after the event or if you are wasting time.


Use your eyes and ears
Calibrate people
Listen to what they want and are looking for
Then offer what you have in the language they have been using


Taking people’s business cards
When you take a persons business card, either make notes on it, or on the notepad you have taken with you. Make sure you make of a note of who they are and any distinguishing features i.e. pretty redhead, why you are going to contact them, when and how. You then clip these notes to the card and put them into your envelop.

An example of what the notes might say are;

“Steve was the Scottish guy with the black glasses. He wants to talk to me about getting a quote for business cards. He wants me to call him tomorrow at 3pm to discuss a quote”

Giving your business cards
Elicit good states and then anchor them to your business card before giving it to them. When you are handing them your card always give them something to remember you by. For example you can flick your card, touch their hand or a big smile. Anything that will make you stand out from the rest.


How to finish conversations
It has been interesting talking to you, enjoy the rest of the event
Let me introduce you to…
I look forward to speaking with you later
Please excuse me as I need to speak to mr/mrs x over there


Always offer to make contact
In general people are very poor at getting back in contact with you. For this reason always make sure it is yourself that offers to make contact. This way you guarantee that will speak to that person again and follow up on the lead.


Don’t try to sell or be pushy
Networking is about forming new contacts, it is not a trading floor. You do business after the event, not at the event. If you are seen trying to sell products and services, then you may be asked to leave, plus the other attendees will not want to speak to you.


You are there to give too
Not only are you there to make your own contacts, but you are there to help the other attendees. Should you be speaking to someone who needs a particular product or service, then where possible you should be able to recommend your own contacts to them. Always make sure that the people you recommend are reliable as this will reflect badly on your reputation should you make a bad recommendation.


Draw attention to yourself, in a good way
Networking events are a popularity contest in many ways. Remember that everyone attending is a person and therefore human nature and psychology applies. Study body language, rapport skills and influence. Learn how to tell a couple of good jokes. Make sure your are dressed suitably, that you are clean shaven, groomed and present a high level of personal hygiene. Make sure you have fresh breath, that you do not smell of smoke and wear a good quality aftershave/perfume.

Remember that you are being judged on your appearance and body language. Make sure people have a good first impression about you and then you follow this up with a good networking skills.


Sort through your contacts
Immediately sort through your contacts and put in your diary or task manager when you are going to contact people. Make sure you get all the information you need off the business card.

Keep only the business cards you think you will need. Put the other into an envelop and make a note of the event on the front. In case someone contacts you back from the event you can always go back to your cards and notes.


Send emails to your new contacts
Have a standard email ready that you can send out to the people you met and promised to contact.

I would put something like this;

Dear (their name)

Just a quick email to say it was great meeting you at (venue and date). I look forward to talking with you again on (date and time)/so please let me know your availability so we can arrange this.
Just in case you can’t remember what I looked like, I was the person with the (distinguishing feature)
Regards
Matt Kendall


Clean the desk or cards and notes
Make sure that you get rid of or file all excess business cards that you collected. Business cards that get left on desks just get in the way. Make sure you get the details of people of who you want and then bin everything else.


Review and learn
Review how you thought the event went. Did you speak to the right people, how did you communicate with them, what could you have done better? Make sure that you have enough business cards left and put in an order for new ones if you are running low.




I hope you found it useful and if you have any questions please post them and I will do my best to answer them.

Matt Kendall