In order to get ahead in the world of business, sometimes it’s as much about who you know as what you know. For this reason, perfecting your networking skills is something that all business owners need to do. Read below for some great tips on networking from three established professionals.
Tom Horigan, Founder of Horigan Professional Services Marketing
1.Bring out your inner James Bond.
After you arrive at a networking event, scan the room and decide who you should approach. Starting with individuals can be easier than breaking into a group. If you know your targets are there, see if you can spot their name badge or ask the host to introduce you.
2.It’s not all about business.
Cricket, music, art, kids, politics, whatever. The conversation doesn’t have to be about your job. This will make it easier to make a real connection and find a common interest with people.
3.Arrange a coffee.
If you do meet someone you think could be a prospective connection, don’t talk business at the event. Invite them out for a coffee. Do determine if they are worth meeting again (and vice versa).
4.Enjoy yourself!
Plan and choose events with the intention of enjoying yourself. Keep reminding yourself that it is just another social event and another chance to meet someone interesting. Business will automatically follow when you begin to connect with people you like and vice versa.
5.Follow up immediately.
Arrange to meet as soon as possible. Send a note on your way home or draft an email to send the next morning. Either way, send it fast. Don’t forget to add all contacts to Outlook or your CRM. Think about what you can offer in return. Can you refer work, make recommendations or help them in some way? Try and connect with people you can help in return and keep these at the top of your target list.
Rob Stewart, Psychologist and Life Coach at rstewartpsychology.com
1.First impressions are everything.
Like it or not, the first few seconds of meeting someone will have a huge impact on how and whether they remember you. It is a subconscious process that takes place as we judge someone for the first time, we make a snap judgement about whether this person is a friend or foe. So, straight away, be sure to focus on coming across personable rather than pitching your business! Smile, be human, have fun – it’s so easy and yet so often overlooked!
2.Be picky.
A limited number of good contacts are better than a high volume of mediocre ones. Any person can jump between every person/business at an event, but take time to nurture a new contact and you’re more likely to create something substantial for future business. Any contact is going to pick up on your haste if you jump between people and will not be impressed.
3.Sell your value, not your cost.
Ever wondered why we buy certain products at such apparent extortionate prices without batting an eyelid? Humans are more responsive to the value of something rather than the cost, and your business/service is no different. Think about what you’re really selling and the value this has to a potential customer – sell this and you’ll succeed. Focusing on cost will only lead to inhibition from potential customers.
4.Everyone is a potential customer, just make them fans.
You may think that the person you’re talking to is the customer, however, they may not be. But if you make them a fan of yours, win them over and get them to invest in your idea, they’ll sell you to others. Creating fans in others comes from an unrelenting belief and confidence in what you do, so ensure this shines through. Humans love to contribute and to share, if you have a fan they’ll mention you to their friends or colleagues. Think by-proxy networking!
5.Be visible.
Allow people to go away from meeting you and find out more about you. Have a website, social media, material, publications – there is never enough. Make sure the talk is backed up by substance! People sometimes take some time to take a step to connecting, this will streamline that process.
Rich Woolley, Founder & CEO of Paperclip.co
(Also Founder of Startup.Wales, and Head of the Venture Lab at vlab.ventures)
1. Take advantage of social media and meetup events.
LinkedIn, Twitter, and Facebook groups are just a few of the ways of finding people and organisations to connect with. They also often reveal enough about that particular person for you to prepare a relevant opening message. For a broader approach, try searching for relevant events on Eventbrite and Meetup.
2.Keep the opening message concise.
Nobody likes facing a wall of text. Make sure your opening message is simple and punchy and use bullet points if required. The goal of the opening message is to secure a call or meeting to discuss the proposition, where you’ll ultimately be able to expand on things.
3.Highlight the mutual benefits of collaboration.
It’s always worth underlining the potential benefits of any resulting collaboration (for both sides) – just spell them out to the other side to make sure, and if you’re struggling for a direct benefit for the other party then something like, “we’ll of course make sure to share this on our social media channels, so it could also be a great PR opportunity for you” works well.
4.Ditch the pitch, smile and listen.
Networking isn’t a one-way street; open up and carry a genuine conversation. Listen and make eye contact, engage with questions and crack jokes (where applicable) – and don’t be too pushy with your proposition. At the end of the day, people are more likely work with you if they like you.
5.Your networks are your net worth.
Remember, it’s not just about what you can offer another party directly, the network of contacts that you have collected over time is a commodity in itself. Being aware of how your existing contacts can benefit new ones is important, and is something that should usually occur naturally when in conversation. For example, “Oh so you’re developing an app? I’ve got a few friends that invest in early stage start-ups if you’re looking to raise anytime soon, let me know if you want an introduction” – if you’re not doing this, you’re doing it wrong!
Thanks to all our contributors for their valuable advice. For more expert tips be sure to follow us on Facebook and Twitter.