Networking is one of the most effective ways to find new customers, and grow your business. But how do you make a good first impression and what are the basics of networking?
Know what you want
The first step is to identify what you want from the networking opportunity. Do you want to meet new clients, or find a business partner? This should enable you to target your networking activities more effectively.
Be prepared
Never skip the research stage. Who are the movers and shakers in your industry? Who are the people you should know? Identify a few key people and do some homework on them so you can make the most of your meeting.
The game plan
Once you’ve identified who you want to meet prepare a game plan. What do you want to say? What do you want to learn? What are your goals for the meeting? Preparing a game plan will help you make the most of your time with potential networking contacts.
What is the purpose of networking?
Whatever your goals, the general purpose of networking is to build relationships. If you approach it like a cold call sales meeting you will risk alienating others and that could lead to the loss of opportunities and collaborations.
Be relaxed, genuine and professional. The best sales people will tell you this is the only way to win in the long term. If you are nervous or too focused on your own goals you risk coming across as aggressive. There is no need to prepare an ‘elevator pitch’ by heart that you repeat verbatum. Your passion for your business will come through naturally if you approach the interaction in a relaxed and genuine manner.
Be positive and don’t be shy to put forward your accomplishments or to ask for what you want. But remember, people are more likely to be intersted in someone they like and who is interested in them.
Follow up on your contacts
Once the networking opportunity has ended you will hopefully have a list of contacts. Now its time to do the follow up which is the vital next step in the process. You will likely have been given business cards of those you met. Make notes alongside each name. Remember, you will have been focused on building relationships so should have gleaned some important facts about each individual.
Each follow up will depend on the nature of your interaction and your own personal goals. Remember, you’re still building relationships towards an end goal. Whether you email, call or post a follow up message make sure its relevant and a natural continuation of the conversation you had while networking.
Follow-up is a key part of the networking process and can help you build stronger relationships with potential networking contacts.
And finally…
There are a number of ways to network for business, and the most effective way to network depends on your business and your goals. Do your research, practice your approach to business networking if it doesn’t come naturally and try to relax. Identify the right networking opportunities for you, whether it be an event, seminar, online forum or any other opportunity that presents itself. If you put the effort in to getting it right in the early stages, networking has the potential to help you grow your business and reach your goals, however long or short term they may be.