1. Wear the proper attire
Determine ahead of time if the event requires business, casual, or very casual attire. There’s enough on your mind—why let your appearance be something else to worry about? Consider wearing pins for clubs or associations of which you are a member – it can be a great talking point.
2. Take the right equipment
It amazes me how many people at business functions don’t have a business card with them. Business cards breed business and seasoned pros know that. Or they should.
Plus, take a pen and notepad. Ideally have your diary on a pocket organiser, your phone or, heaven forbid, a paper version, ready to book follow-up appointments there and then. Doing this reduces the amount of post-event work you need to do.
3. Know who you will be mixing with
Do you know who rounds out the guest list? Have you determined ahead of time if your prospects, clients, referral sources, colleagues, associates, counterparts, competitors, or advocates will be in attendance? Many events these days have online registration or attendee list at the door. Leverage your time: contact potentially valuable contacts in advance, make a beeline for the best-looking contacts.
4. Networking only; no selling allowed
Networking: networking meeting. Selling: sales meeting. Simple! Networking and selling are two completely different activities. Use this event to meet and greet others, make a good connection, and take it from there.
5. Be prepared to ask questions
Know what questions you will ask those you’ll be meeting. It’s the best way to start a conversation, learn about other professions and industries, and attract people to you. If you’re authentic, genuine, and a little lucky, you may be asked questions. Imagine that!
6. Greet and introduce others with passion
I often introduce people I know to other people I know. It helps provide an easy connection for others, I’m helping the cause, and I feel good about myself. Oh, and I seem more popular too – and that means I must be well connected, in the other person’s eyes.
7. If there is a connection, ask for their business card
Don’t be shy. If you’ve spent time with a quality contact and you’re interested in continuing the conversation at a later date, ask for their business card. They might just ask you for yours. How else are you going to re-connect? I have found LinkedIn frankly as powerful a way to connect to people as via a business card so look them up on there too.
8. Hand out your business card (when asked)
I only hand out my card when asked. It seems rude to offer a business card to someone who may not want it. If they wanted it, they would ask. You also devalue the connection and your card. People respond to scarcity – just watch how many people ask for your card after you make the first person in a group beg for it!
9. Spend more time listening and less time talking
We spend way too much time thinking about what we’ll say next rather than listening to others. If we listen and learn, we may have something more worthwhile to say. Use active listening by nodding, smiling, asking back relevant questions. I regularly listen to conversations in groups, hear a connection being made and later approach the giver for the same connection, not having spoken to them previously.
10. Know when the conversation is over
Once the chat is over, say your goodbyes and ask for a card. That is, if it’s worth chatting again. If not, say your goodbyes and offer them an opportunity to meet others. And then go and find someone else to listen to. While it might sound Machiavellian to say networking is a numbers game; it is! You network to find potentially worthwhile contacts. You do business in the follow-ups you subsequently arrange.
Andy Szebeni
A & P Sales Improvement
08707 102233 | andy@a-&-p.com | www.a-&-p.com
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