Posts Tagged ‘Aim’

Networking in Business

Networking in business is something that you should be doing  on a regular basis.  As discussed elsewhere, there are a variety of different networking events you can go to but you should have a balanced approach.  There are more formal, structured networking events that usually involve membership and take place quite frequently, less formal, less frequent events and one off events.

If you’re going to any networking event, particularly a ‘one-off’ event, you should always plan your approach.  Depending on the nature of the event, there may be some additional things that you need to do but, in the main, these is are 6 key things that I would recommend.

Firstly – You need to take your “Networking Toolkit”.  This consists of;
•    A generous supply of business cards – always carry a spare box or two in the car as a backup.
•    Take a nice pen and something to write on, just in case you need to make any notes.
•    Take a Name Badge.  If the event you’re going to doesn’t provide them, always have one of your own to hand.  Make sure your name is large and prominent so that it can easily be read at a distance.  People will approach you, quite readily, if they can easily read your name.
•    Make sure that you have prepared your ‘Elevator Pitch’ or introduction.  You know you’ve got this right if people ask you a question after you’ve delivered it.
•    Prepare some great networking questions.
•    And don’t forget to take a Great Attitude!   Attitude isn’t everything  ……….  but it does come close.

This is all you need to take with you.  Don’t take any promotional literature, you won’t need it.  Remember, the aim of networking is not to launch into a sales pitch but to make useful contacts.  

Secondly – Have a plan and set yourself one or two simple objectives.  Think about the contacts you are actually looking for.  You may make contacts in the following areas;
•    Potential customers – I know I shouldn’t need to say it but I’m going to: Don’t Sell To The Room!  Remember that you’re networking not selling.  Relationships come first.
•    Potential suppliers – How much money can you save by changing suppliers?
•    People with whom you could create a strategic alliance that benefits both of you.
•    Potential referrers for your business.
Identify what types of business are your Prime Target before you before you go and decide how many contacts you want to make and in which of the areas, listed above.  Make sure that you get everyone’s business cards.

Thirdly – Always get there early.  I’ve made some really good contacts by arriving early and it’s easier to get talking to someone when there are fewer people around.  You’ll also get to meet the hosts, which is always a good thing.  In fact, if you’re very early, offer to help out with the final preparations.   It’s a great way to give and will put the Law of Reciprocity to work.

Don’t forget, of course, that you’re going there to network.  If you get there part way through the event you’ve lost some of the opportunity open to you.  Remember, it’s called network not net bugger about and you do need to put the time in!

Meet & Greet

Fourth – Make a great first impression by smiling, making good eye contact and giving a good handshake.  And remember, you have two ears and one mouth.  Make sure that you use them in that proportion.

Fifth – Work the room.  Whatever you do, don’t allow yourself to get too caught up with just one or two people.  Keep circulating until you’ve met your objectives.

Finally – Follow Up.  We’ve all heard that the fortune is in the follow up.  So, follow up promptly and follow up with everyone you’ve spoken to.  In particular, you need to follow up with those on your Prime target list.   The aim at this point is to do something to move the relationship forward.  Arrange to meet them for a coffee, or something, and start building those relationships.  Your focus should always be on how you can help them.

Networking is great fun so, enjoy yourself.

Steve Bimpson

Just in case you didn’t know, this week was International Networking Week and, yesterday, I attended a BNI “Big Breakfast” event which was held to celebrate the occasion.  The event was open to members of all of the BNI chapters in Hampshire in the UK, as well as, to their guests.

The goal of International Networking Week is to celebrate the key role that networking plays in the development and success of businesses across the world.   It’s the wish of Dr. Ivan Misner, the founder of BNI, that all members should reap the benefits of participating in this celebration of networking.

Rather than my trying to explain to you exactly what it’s all about, I thought that I’d let Dr Misner tell you himself;

Back to the “Big Breakfast”.

Well over 100 members and their visitors took advantage of the opportunity to experience Speed Networking the BNI way.  After Dr Misners’ introduction video, shown above,  attendees were split into small groups.  Each group had a facilitator and each member of the group was given a number.  Then, after everyone performed a 60 second presentation to their group, a simple formula was used which gave each individual the number of the next group they should move on to.

The system worked perfectly and, after a number of group changes (13 to be precise), interspersed with a break for breakfast and another for liquid refreshments, everyone got to deliver their 60 second presentation to everyone else.  And, of course, exchange business cards.

You couldn’t help but be impressed with how well the system worked.  The aim being to briefly meet everyone and get their business cards so that you can then follow up at a later date and start to build relationships with those people relevant to you.

I had the opportunity to talk to a number of people before they left and there was an overwhelming ‘thumbs up’ for the morning.  Everyone I spoke to talked about the fact that they had made some really good contacts and had thoroughly enjoyed the whole experience.  Despite the fact that delivering 14 x 60 second presentations had taken its toll, leaving many a little worn out – but still smiling.

Steve Bimpson