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Networking
A personal experience!
When I started up my own business everyone was telling me I had to ‘network’ to get business. ‘Networking’ to me at that stage had been something the IT team used to talk about, in a language that was alien to me. So I thought I’d better find out what it meant. I started with a dictionary definition: “Communicating with other people as a member of a group, to exchange information, establish new links, contacts and experience, for professional or social purposes”
Well, I learned quickly – the first meeting I went to with determination, but a flock of butterflies in my tummy, and yes it was daunting – everyone else seemed to know each other! Some meetings have been awful and some have been fantastic. So what have I learned – my top 10 tips?
- Know yourself, and what you want to get out of networking. This will help to define what sort of network may be best for you and your business.
- Look and sound confident, even if you aren’t feeling it. Make eye contact and smile. Think positive thoughts – always imagine your meeting turning out well.
- Show you are listening - nod, lean forward (to a degree that the other person is comfortable with!)
- Be passionate about what you do. Talk with enthusiasm, not as if you are reading from a prepared statement – a sure way to put someone to sleep!
- Don’t get stuck with the same group or person for too long once you have learned about each other – you and they may miss the opportunity to find the next client! It’s not rude to move on if you have both covered what you wanted to – it’s the point of being there.
- Business cards – make notes on the back immediately or at the end of the meeting, it’s easier to remember that way.
- Try before you buy. Most groups understand both how daunting it can be, and that their forum doesn’t suit everyone. So go along as a guest or visitor. Arrange to meet one of the organisers there, so that you have one person you know to start with, and who can introduce you to others.
- If there is a list of attendees at a meeting look and see who you would like to meet. Ask one of the organisers to point them out to you. If there isn’t a list of attendees, suggest to the group that it might be a great idea to have one!
- Keep looking out for new opportunities – the same networks all the time may be comfortable but not bring new business or opportunities.
- Don’t give up – a brief contact made may not turn into business for months, and constantly meeting new contacts increases your chances of getting new business.
My mantra – to build my confidence!
Get ready
Get in
Get out
Get on
Get going
Get ready
- Be clear on what you want to get out of it. Eg to generate:
- Business
- Referrals
- Competitor/Partnership information and opportunities
- It’s not just attending formal networking opportunities, it is anywhere you are
communicating with others. Take all opportunities to tell others about what you are
doing. Your family and friends are often your best supporters, do they know what you do?
Where else do you meet people who can tell others about what you do? Some networks:
- Social
- Community
- Professional
- Internet
- Business Networks
- How do you find business networks? Some examples:
- Ask business people you know
- Internet
- Chamber of Commerce
- Business Link
- Federation of small businesses
- Which networks do you choose, as there are so many out there? Some questions to ask:
- Can I try it out as a visitor?
- When and where do they meet?
- Who are current members?
- What is the meeting format?
- What does it cost?
- What do I get for my membership fee?
- What commitments do I have to make?
- Prepare things to take with you
- Business cards
- Promotional material
- Examples of products if appropriate
- Preparation for confidence building
- Think about who will be there and who you would like to speak to Prepare your ‘Elevator Speech’ (guide notes available separately) – this is the one minute you have to tell people what you do and interest them in finding out more. - sell the benefits to potential clients
- Consider when to arrive – not first or last if that helps
- It is useful to have some introduction phrases that work for you
- Think of some general conversation generators eg 2 topics you are interested in and knowledgeable about
- Get your head in a positive place. Remember:
- Very few people are naturals and most are as nervous as you might be
- Imagine what it will be like as a success
- If you build rapport and have something interesting to say, people will want to
listen to you. If they don’t – then move on.
Get in
- Observe groups and individuals
- Choose your time to get in
- Open body language
- Lull in the conversation
- Catch someone’s eye
- Build rapport to be listened to and remembered
- Smile
- Shake hands
- Introduce yourself - say you first name twice
- Show interest
- How you say it - 55% of the meaning
- Gestures
- It’s in the eyes! Make sure they fit your words
- What you say, words - 7% of the meaning
- Ask a question first
- Be clear, confident, concise
- Turn negatives into positives
Get out
- Body language
- Keep it with them while you talk your way out
- Leave them feeling ‘I’m OK, you’re OK’
- Put out your hand to shake farewell (a positive sure sign of moving on)
- Talk it out
- ‘That was interesting’ (said with meaning!)
- ‘Shall we swap Business Cards’ (often a sign of closure)
- ‘Good to meet’
- ‘Do you know anyone else here who might…..’
- ‘I wanted to meet … can you see/do you know them?’
- ‘Oh, I’ve just seen X who I need to speak to, please excuse me.’
- ‘I must meet a few more people today, can I call you in a few days?’
- Get on
- Have you seen everyone you wanted to? If not, find them!
- Is anyone looking for you?
- Any info to take away?
- Business card
- Write on back
- Memorable info
- File it in a logical way
- Follow-up
- Call
- Amend your contact database
Get going
- Think positive thoughts
- Have fun
- Keep your contact database up to date
- Keep in regular contact
