How to Network at an Event
Ask Questions & Listen
In order to find potential clients, you don’t have to constantly talk about what you do. It is better to ask the people you meet questions about themselves and their business, then listen attentively to their answers. Aim to find areas of common interest that you can bring into the conversation. In short, try to create rapport with the other person as quickly as possible. It is always better to be asked what you do than to tell someone what you do.
Mix with People You Don’t Know
At a lot of networking events you can network freely with others before the sit-down part of the meeting. During the walk-around networking it is fine to talk to people you have met before to develop your relationship but try also to talk to others that you have not previously met. This is where many people get out of their comfort zone but stick at it because the rewards are worth it. Maybe have a couple of conversation-starter one-liners prepared for people who are new to you. And remember, people are there to network – they want to talk to you! When it comes to the sit-down part, sit with people you don’t know in order to widen your network further. Here again, use the “ask questions and listen” strategy.
Talk to People Standing Alone
People are at a networking event for a purpose – to meet others. So, if someone is standing alone, that is the perfect opportunity to talk to them and make a new contact. A simple way of starting the conversation is just by saying, “May I join you?” Networking is easy, it’s not rocket science!
Move on Politely
At a networking event you generally have a limited amount of time to meet a lot of people. Becoming a professional networker is not about spending all your time talking to one person. You need to come away with plenty of new contacts. So, gather the information you need, exchange business cards and when appropriate, move on. It’s not as difficult as it sounds. Why not just say, “I’d like to do some mixing now. It’s been a pleasure speaking to you.”
Adopt the Principle of “Givers Gain”
In my opinion this is the secret of effective networking. Focus not on what others can do for you but on what you can do for others. For example, if you know someone who could use your prospect’s services, make the referral. It is amazing how this strategy pays off. If you spend time helping others in their business, you will find that new business will inevitably find its way to you.
Be Yourself
Don’t put on an act when you go to a networking event, be yourself. It may sound obvious but make sure you stay true to yourself and act as you normally act. If people buy into your act, it’s extremely hard to keep that act up. Eventually the mask you have put on will fall and this can lead to questions regarding your integrity – and there is no way back from that! Ultimately it is you that people are buying into and that’s what they want to see.
Don’t Undersell Yourself
This is often easy to do at a networking event. Whilst you must be conscious of asking questions, listening and creating rapport, make sure that you “give people your side of the story” effectively. This can be a fine balancing act, but you need to ensure that people know how much of an expert you are in your field and what you can do. Understand how much to “give away”, but also know how much you are worth!
Click here for part 3 of this series – “How to Follow-Up After a Networking Event”