Successful Networking – My 10 Tips for Creating a Stream of New Customers
I often come across people who equate networking with selling. I strongly believe networking is NOT about selling – it is about becoming so well-known and respected for what you do that prospective clients regularly approach you ready to buy your services. The following tips will help you to make your networking more rewarding and successful.
Set an objective for each networking meeting – to talk to a particular person, to try different questioning techniques, to approach someone you usually would not.
Act like a host not a guest. In other words, take responsibility for introducing yourself to people, and them to others, don’t wait for someone else to do it for you.
Have your networking tools with you, whether that is an ample supply of business cards or a supply of open questions to ask.
Listen to understand, not to spot a pause in the conversation into which you can jump with your own opinions.
Similarly, ask questions which will inform you about the interests and concerns of others, not which aim to provide you with an opportunity to talk about yourself.
Always give out 2 business cards – one for your new contact and one for them to pass on.
Follow up the next day by sending each new contact an e-mail expressing your pleasure at meeting them and hoping they found the event useful. Some people also include promotional material – I personally find this too much too soon (see tip no 10).
File away all the cards and information you collected at the event in a folder showing the date and occasion. Record what you discussed on the back of each card– this can be very useful for more follow-ups later.
If you have useful information, such as a website or article on a subject discussed, send it to a new contact. People are always impressed when someone tries to help without asking anything in return.
Regard networking events as an opportunity to build relationships, not to sell products. This way you will not be disappointed if you don’t get instant results, which you probably won’t. However, a few well-chosen words at a networking event may lead to great things in the future.
