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There are right and wrong ways to network at business networking functions, but staying positive, remembering people's names and knowing the unique selling points of your business are a good start.
Resourceful friend
Networking is all about what you can offer other people. So keep an ear open for what people are looking for - whether it's a good web design agency, an accountant or a cost-cutting tip.
Also, try to think of some of your existing contacts who could help out your new contacts, and vice versa. By putting people in touch with each other, and recommending people, you can ensure that people will remember you and return the favour!
Interesting and interested
Many people find it easy to talk about their own businesses, but it's a real skill to be able to listen and ask the right questions, so people can tell you about their experiences.
One tip is to try to be genuinely interested and ask questions of the 'who, why, how, and what' variety. This will encourage people to talk in a more open-ended way.
When you do get the opportunity to talk about yourself, have a clear understanding of what you do and why. It might be worth rehearsing a few sentences about your company and its products and services, as long as it doesn't sound too robotic when you deliver the information. Focus on what you can offer to other members of the group, and what makes your company different or useful.
Name game
Remembering people's names and something about them are an important part of networking. It shows that you value your contacts and have paid attention to them. There are several ways to ensure you remember a person's name. Here are some suggestions:
- Repeat the person's name silently to yourself when you first hear it
- Use their name when you talk to them
- Try to use their name in conversation with others
- Take their business card and write down something about them on it
- After a networking meeting, rehearse the names of the people you met
The power of being positive
No one likes a moaner, so be positive when you talk to people - don't tell them all of your business and personal woes.
If you can provide an encouraging and listening ear, people are more likely to remember you as a good contact. By the same token, if you have some interesting views, then people are also likely to look forward to talking to you at networking functions.
Follow up
It's important to keep good records of your new contacts and prospective leads, particularly if you network a lot and attend functions where you meet many new people each time.
Good follow up is also an essential part of keeping your business relationships alive. This could mean sending a brief email when you get back to the office or setting up an informal meeting to talk further.
Finally, frequent contact over time will pay off and strengthen your business network. It's all about communication, and it doesn't matter if it takes the form of a phone call, email, text message or a face to face meeting - all contact is effective when it comes to networking.
Related information:
Business networks - these will naturally provide a great forum for networking. Find out more about how you can get involved with local groups.
Getting your name out there - a guide to marketing and advertising on a small budget.
Improving your sales techniques - how to prepare and deliver a great pitch, deal with questions and follow up effectively.
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