|
Networking
Top Ten Effective
Behaviors at a Networking Event
Network Events + Intention + Planning = Business
by Alicia M. Rodriguez
 Networking events offer an
opportunity to introduce yourself and your business to a select, targeted
group of people. These people are potential clients as well as potential
sources of referral. How you introduce yourself will make an impact on them
and will determine whether or not they actually remember you and your
product or service. Don't let these networking events be a waste of time.
Here are tips on making the most out of these business forums.
-
 Join the right groups. Time and
energy are as valuable as money. Seek out those organizations whose
members can help develop your business. Some groups will provide
clients, some will provide support services and some will provide
strategic alliances. What do you need? Choose the organizations you
belong to with that question in mind.
-
Plan in advance. Don't go to a
networking function unprepared. Know in advance who will be there, what
will be the format of the event. Determine how many business cards you
may need to bring, what type of collateral would be most appropriate to
this event and group.
-
Know the culture of the group. Some
groups may be more rigid with regards to how much self promotion can be
done, or what kinds of material and how much of it you might bring with
you for display. Don't leave yourself open to a business or social
etiquette "faux pas". Those tend to leave lasting impressions and not
the kind of impression which works for you.
-
 Get organized. Bring something to
write with and on. Whether you need to jot down a name or address, or
if you want to make yourself a reminder or take notes, you will need to
bring the right tools. Don't bring a spiral schoolbook either. A
professional looking portfolio with paper and a place to slip in
handouts would represent a business demeanor. Or if you are
technologically inclined, a PDA would be small and convenient to bring
and the information could later be downloaded into your computer.
-
Bring a business card holder. What
does it say to you when someone takes your business card and shoves it
into their pocket? You know it will be crumpled up and they probably
won't remember who you are. Do not do the same to someone else. In
Japan, courtesy is shown by how one receives the business card of the
other, with respect, turning it over and placing it gingerly in a place
where it is kept neat and in good condition. You don't have to bow in
the United States, but show some respect for someone else's collateral.
They will remember you did so.
-
Don't push your card or collateral on someone.
You want the right people to have your card, not necessarily everyone.
Qualify those who would value having your collateral, then offer them
your business card.
-
Develop a conversation, begin a relationship before introducing your
"elevator speech". A networking
function is an ideal way to have people get to know you. But in
business as well as in personal dealings, it is best to create a relaxed
and personal environment in which to introduce your services. Stay
focused on what your goals are in attending the function, and gear your
conversations to support those goals.
-
Seek out valuable contacts. Don't wait
for people to come to you. If there is someone in the group with who
you want to become acquainted, seek them out. Let them know that you
are interested in their business, perhaps as a vendor or as a strategic
alliance. Share with them what you may have in common. Develop them as
a referral source. Or if they seem like a likely potential client, find
out by asking open ended questions and listening to them closely.
-
Debrief.
 Take quick notes at the
networking event to remind yourself to do something you promised someone
or as a means to remember a specific conversation with someone. Jot
down your observations for follow up later. You may not remember those
important things if you don't jot them down.
-
Follow-up. The real value of the
networking event is found as much in the follow-up as in the
participation. Be sure to keep any promises you may have made to
individuals at the event. Perhaps you promised to e-mail an article of
interest or resource to someone. You may have invited someone to join
you for a one-on-one conversation about your business or an opportunity
for collaboration. Or through your listening and questioning you may
have determined good candidates for your services. Give them a call, or
write them a note or send them an e-mail with something of value as an
attachment along with a specific, targeted collateral piece.
Networking is a marketing and business development function. You can make
it enjoyable and beneficial by qualifying prospects, creating strategic
alliances and developing business relationships and mutually supportive
friendships.
|
