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How to Improve Your Networking Skills
How to Improve Your Networking Skills
There are tons of networking events to attend - too many, actually. Too many ways to meet people you may never see again, too many opportunities to collect a stack of business cards you'll never look at again (have you done the ‘piles of business cards that have sat there for months on my desk' technique yet? Guess what: It doesn't work!) "But Mike, that's sooooo negative" I hear you cry! It's actually more ‘realistic' due to the behaviours many people exhibit when we go to networking events! Here's what I mean... Have you noticed that there are actually two basic types of people that attend business networking groups? I call them the ‘Networker' and the ‘Notworker'. The ‘Networker‘ can be identified by the fact that when you've met up with them, they may leave you feeling inspired, motivated and interested (interested in you as a person!). You may want to seek them out the next time you go to an event as you've identified that you have some things in common and may be able to help each other? The ‘Notworker' is a totally different kettle of fish! They may be identified as ‘serial networkers' who ‘work the room'. You may see them at many different events and they may leave you feeling the opposite to the ‘Networker': uninspired, de-motivated and uninterested (they nearly always talk about themselves and may ask you if you are interested in using their services by thrusting a business card or (worse) a brochure in your face within the first three minutes of meeting you!) After minute four you are then looking for an exit strategy! The ‘Notworker' is seen at many networking events looking for who to target for that next ‘sale'!! Ok, I may have exaggerated a little to prove a point...  All that said, I really do advocate networking. Why? Because you just never know where a chance meeting may lead you.  Last year, for example, I was hired to give a presentation on business growth at an annual conference all because of a conversation I struck up with a person at a local luncheon networking event. That annual conference presentation has also led onto many other projects. So if you've now identified yourself as a ‘Networker' (or a ‘Notworker' that's receptive to some rehab!) then here are 14 simple tips to improve and enhance your Networking techniques. 1. Search out some relaxed, low-key networking venues. Business-card exchanges and other networking events can be high-pressure situations where people go to meet others ... but they usually do so with all their defences intact (as we know there may be unidentified ‘Notworkers' lurking there somewhere!). For more relaxed networking, why not try educational environments, such as business workshops and seminars, where the focus is on learning? You will be amazed on who you can meet when your focus is elsewhere! 2. Start Conversations with Others. Yes, very obvious this one - but many people fall down on this first hurdle! Go out of your way to get into conversations with anyone and everyone - in person, on the phone, and via e-mail (you don't have to go to a networking event to network!).  Make a real effort to talk with others to improve your skills. Find out about them, their interests, hobbies - and here's the key - be GENUINELY interested in THEM and what THEY do! You'll be surprised at what can come out of a simple conversation: ideas, alliances, connections, referrals, new business and new opportunities. 3. Make Contact (not just more ‘Contacts') with others. The goal of the ‘Notworker' is to meet as many people as possible in the shortest possible time so they can add to the already vast business card collection that they have (and never follow up!). Consider the goal of the good ‘Networker' as being the opposite: to find a networking community that satisfies your needs by connecting you to people with whom you feel comfortable. These people could also be (or connect you to) new prospects. So when you attend an event, don't think you have to get to everyone in the room. Just meet with those people who you are attracted to building new relationships with. If the conversation is going really well then - stick with it! Starting two or three good relationships is far more effective than collecting 40 business cards!   4. Two Ears. One Mouth. Use Them Proportionally! Many people worry about what they're going to say next rather than being ‘in the moment'. Here's a HUGE tip: RELAX. You don't need to perform your entire sales pitch (in fact, I suggest you don't!). Just have a little something prepared that you can use to engage someone in conversation. Do more listening than talking by asking a lot of questions. Then simply respond to what you hear. Answer questions, devise solutions (if applicable) and be creative. 5. Get to the Venue Early. Many Networkers do the opposite here. Why? Because they don't want to be the obvious ‘wallflower' with only a handful of people in the room! The opposite tends to be true though: the longer you wait for the room to fill up, the more chance there is that small groups will already be engaged in conversation and it may not be quite so easy to break in.  So get there early and be bold!   6. Get out of your Comfort Zone. Avoid sitting with someone you know.  It's really tempting to run to the first familiar face - even attending with a business colleague and sticking with them all night. This can really limit making new contacts. Pick people that you've never seen before and if you're with a friend - split up. Just do it! It's exciting meeting new people!  7. Look for ‘Wallflowers'. I mentioned ‘wallflowers' - those people in the room that maybe sitting or standing by themselves. Take the lead and simply introduce yourself - even if they maybe looking a bit ‘unapproachable' (besides, this may simply be a cover for their own discomfort).8. If You're Really Stuck for Conversation Then Why Not Use the Food to Begin Conversations! Ok, at this point you may be thinking that I've lost the plot a little.  I know this tip may sound daft but just bear with me here for a moment. For the 'not-so-confident' networker it's a really great way to get a conversation going - besides I do like a nice buffet! Conversation starters can be ‘Have you tried...?' or ‘What do you think that is?' (a favourite of mine on odd looking sandwich fillings!). This sounds really simple and the simple stuff works best. If you're not feeling confident - then just give it a go! It works! This leads me neatly onto... 9. Mike's Four Step ‘Buffet' Networking Technique! Especially if you love food like I do! The buffet is a great prop for getting into (and out of - remember the 'lurking 'notworkers' from part 1) conversations whilst gauging the people that you would like to spend more time talking with! It's a bit cheeky and here's how it works: 1) Put no more than three or four bites on your plate. 2) Carry your plate to a crowded part of the room that attracts you and introduce yourself. 3) Listen (and talk ) for 10 minutes or so, exchange any cards you feel appropriate and note the people you want to talk with again. 4) Excuse yourself to get more food. Repeat until the room is empty, the buffet is empty or you start to feel sick! 10. Never Prejudge People and be random in where you decide to sit. Extremely important if you go to regular meetings at the same venue. If you do, then next time just notice how many people sit in the same place and talk with the same people every week! We do this because we like what's familiar. That's not so good for expanding our horizons though! So make a point of coming out of that comfort zone and sitting in different places whilst seeking out new faces. Also never prejudge people by their looks - you can't tell what will come out of a conversation with a person from your perception of the way they look. Don't prejudge. 11. Remember to Make Notes About the People You Meet on the Night. Every time someone gives you a card, make it a point to write a note about your conversation on the back - while you're still talking. This will not only flatter the person you're talking with, it will give you a much better chance of remembering what you talked about so you can follow up in a more personal way.  I tend to date the card and note the function I met them at. If I think we have further potential for keeping in touch then I will note that too! 12. Take Plenty of Business Cards and Keep them in a Separate Pocket. Such a simple tip, but powerful nonetheless.  This reminds me of just the other night when I met someone for the first time and they had collected a ton of cards all mixed up with a few of their own, so as we were introduced they were performing an uncomfortable ‘shuffling' act to try and find their own business cards and then promptly dropped the lot and proceeded to scrabble about on the floor, picking them up in an embarrassed manner which completely put them off their stride! Keep a pen and your business cards in one pocket and any cards you pick up into another. Not only does this ensure you don't fumble handing out your own cards, it also ensures you don't accidentally hand a new contact someone else's card! 13. Ensure You're Dressed For Business. Maybe Wear an Accessory that People Could Remember You For (A Trademark if You Like) As you may be aware first impressions really do count, so a little care may be taken on this tip as to the perception given to others about your business by the way you dress. If you're not sure then visit a professional who can advise you on dressing for your business for maximum impact - it's well worth it. With regards to wearing something that sets you apart from the crowd, my advice would be that this works for some people and not for others - again visit somebody who can give you some solid advice on style. If you wear a colourful scarf, tie or piece of clothing that sets you apart, then when you follow up with people you met at the event you can remind them who you are by referring to that accessory. For example, "I was the one in the yellow suit!" (no, I have never worn a yellow suit - but I think you get the idea). As I write this, one person that instantly comes to mind as a shining example of who this works really well for is the lovely Judith Morgan (www.judithmorgan.com) who is instantly recognisable in a crowd as she is nearly always glamorously dressed in something pink! 14. Don't forget to follow up. I've left the best until last. Networking is not a contest and it's not about schmoozing - my favourite Sir Alan Sugars saying from the Apprentice is ‘I'd don't like schmoozers!' mainly because I don't either! If you're not sure what a schmoozer is yet then key it into google and...look it up!  The point here is to build long-lasting business relationships.  The only way to do this after the event is to follow up. This is one area where most people fall down as that little critical voice pops up and says ‘but what if they don't remember me?', or ‘what if they didn't really like me?' or ‘what if they say no?'. Well, ‘what if you called and they couldn't wait to talk with you again because they had found an opportunity for you or want to work with you themselves?' This is one of the top reasons people aren't successful in promoting themselves and progressing their businesses. So MAKE THAT CALL! Ok, so you've read through this networking message, taken in some ideas and...what next? Well here's a suggestion. Pick the top three things from this message (parts 1 and 2) that really struck a chord with you and make a decision that, whatever they are, you are going to implement at least one idea (if not all three) on the next networking event you go to... More importantly, if you do then let me know how you get on by visiting my website and leave a message. Until next time...  Are you open to new ideas and interested in further developing your business - at no initial cost to yourself whatsoever? Call 0870 16 24 121 or click here and ask a question. To Your Success, Business Growth Specialist - Speaker - Author - Coach. Summary
At 121 Business we are dedicated to helping and inspiring other business owners to get the best from their businesses. Have you ever truly considered the additional potential that is waiting to be tapped into within yourself and your own business? Are you just too busy doing the 'day to day stuff' like most other 'busy' business owners? If you are open to new ideas and want to take your business to the next level OR* you're just downright frustrated and feeling 'stuck' in your business OR* you're already successful and want to further increase your business success then click here to contact me now by fax, phone or mail. Find out how this business could dramatically help you in your business...
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