How to make networking work for you

 

Small business owners are forever being told that networking is the secret ingredient to business success. And there is some truth in that. But what if you are new to networking, or have done networking with little success?

Networking isn’t about collecting business cards or random connectiosn on LinkedIn, for no apprent reason.

If your goal from a networking session is to come out with a new business deal, then you’re going to be disappointed.

 

What is networking?

 

Networking is an oppotunity to connect with someone whose business may align with yours. That’s it.

The biggest mistake people make when going to a networking event is that they go with an expectation of getting business out of that one session.

It just doesn’t work that way. Networking is often the first oppotunity you’ve had to speak with a person, so why would they buy from you the first time they meet you?

You have have to build a connection. Below we’ve put our five top tips to help you do just that.

Tip 1 – Be in the right frame of mind

 

Get into the right frame of mind. Breathe before you go in, and focus. Your state of mind affects your body language, and will determine how you come across to people.

I own a restaurant and venue. If you saw me at a networking event and I looked miserable and unapproachable, would you come to my restaurant? 

Your approach can affect how people view you:

Bored, or uninterested? This will impact on trust and credibility.

Nervous and unsure? How much confidence you give off, directly affects how much confidence the person will have in you. Conversely, being over confident, bordering on arrogant, can make people less inclined to speak with you.

Busy thinking about other things? This impacts on your listening ability and whether the person you’re supposed to be listening to thinks you care. 

Before you join a netwalk or networking session, take a moment to really set yourself into the mindest needed for networking – calm, open to listen, confident, and approachable.

Tip 2 – Be authentic

 

A golden rule of networking is to always be yourself. If you are not authentic and try to sheild behind a persona, people will pick up on this.

If you are a typically talkative, confident person, then really listen to what others are saying and don’t just talk about yourself. Look for a cluster of people, and talk to a few at a time. Make sure you give time for others to talk about themselves too.

If you are naturally a quiet person, aim to speak to one person at a time. Avoid a cluster of people. A simple “hello, I’m xxxx” is enough of an icebreaker, you don’t need to overthink it. One line about your business, and then you can go into asking questions. Being quiet and letting other people talk about their business can show that you are care what they have to say, but be mindful, you also need to talk about your business. 

Remember you are here to connect, not sell, so you don’t need a sales pitch. A genuine conversation will be much better remembered, than a sales pitch.

 

Tip 3 – Quality over quantity

 

You don’t need to speak to everyone in the room. Quite often people make the mistake of thinning they have to collect as many business cards, or make as many LinkedIn connections as possible.

Aim for a quarter of the group. That’s it. If there are 100 people, aim to speak to 25. If there are 20, aim to speak to 5. This will take the pressure off yourself, and give you time to really have a meaningful conversation.

Remember all knowledge is second hand, so what people learn from you, about you, they take away with them, and that is what they will tell people about you. If you are genuine and they have a good conversation with you, they are likely to recommend you later down the line.

Tip 4 – Ask genuine questions

 

Think about thoughtful questions you can ask. Really listen to what someone is saying and ask them about it.

When someone tells you what they do, or what their business is, your follow-up question could be

– How did you get into that?

– How long have you been doing it?

– What’s the best thing about what you do?

People remember how you make them feel, so if you show that you are genuinely interested, they will connect with you. Showing genuine curiosity builds trust and connection.

 

 

Tip 5 – Introduce yourself confidently

 

You don’t need a rehearsed elevator pitch, but you do need clarity. You need to be able to sum up what you do in a two sentences.

Have ready the simple answers to the questions:

– What do you do?

– Where are you from?

– What are you interested in?

This will give you confidence when it is your turn to speak. They may not ask those particular questions, but you can adapt the answers to fit other questions.

 

 

Bonus Tip – Ask for a business card

 

By all means, connect on LinkedIn but make sure you ask for a business card. Do this for two reasons. First it shows interest but secondly and more importantly, when you get back to the office, write where you met the person on the card. Put a note about what you spoke about.  Store the cards in industry order. This way, when you are wanting to remember who it was you spoke to, you don’t need to remember their name to find them on LinkedIn or look them up. You just need to remember what they do. This will help you follow up any conversations that were worthwhile.

 

If you enjoyed this blog and this way of working resonates, join us at one of our netwalks. Join the community of business owners who are building their business thoughtfully.

Find out about our upcoming netwalks here