On Monday, we introduced the topic and the importance of networking. Today we offer our 10 step process that if practiced consistently, will help you promote yourself, build your network and grow your business:
[Pre Event]
1. Learn to introduce yourself by full name, with a firm handshake and looking the other in the eye (not staring, but with interest and respect), and smile. This is a confident and warm approach. If you prefer, take out the handshake. The others are requirements unless you are in a culturally sensitive geography to direct eye contact or a handshake. And remember, the conversation is in a conversational tone between two peers, meaning you have something to offer.
2. Create your short script (and practice it) which identifies who you are, who you represent, what you do and the value you provide. (This should be two sentences max-clear and concise.)
3. Create at least three questions, or curiosities related to the event or issues around the event and, anticipating who might be there, use these as an opener to initiate conversation.
4. Set a goal for new contacts/connections per event. We suggest at least 3 (and that doesn’t include just picking up a business card). Think about if there are particular “target” folks that you want to meet and would benefit from meeting. (We suggest that when going to a conference/event, you identify before hand the people you would like to meet.) Also, be open to the serendipity of meeting people. There is often a little magic that happens in meeting just the right folks at the right time; meaning don’t disengage if someone is reaching out to you first (unless of course you have a valid reason.)
[At the event]
5. Extend yourself (reach out and introduce yourself to a person) and sincerely listen to what the other person is saying (making sure you “register” their name, who they represent/work for and what they do) – an exchange of cards is appropriate and make sure you note on the back of the card the event, location/date you met them and what you discussed. This is essential for a targeted follow-up note.
6. Add value–Identify a thought, idea, strategy or resource that you can offer them that may be of interest or assistance—here you are providing value to them, and if you’ve done a good job, this will encourage their openness to future conversations.
7. Be time conscious–Don’t hog their time (or hide with them) as you both have other folks to meet.
8. Close with an appreciation statement about meeting them, and permission to follow-up. As you leave, look them in the eye, smile and again either shake their hand or not depending on your comfort level (and keeping in mind the cultural norms and sensitivities) and move along and around the room.
[Post event]
9. Within one business day—take 10 minutes to evaluate how you did; what worked, what you could do differently or better (“lessons learned”).
10. Schedule (yes, as a task on your calendar so it gets done) a value add follow-up with your new connections within one business week, so it is fresh and to anchor the relationship. Then maintain contact and grow the relationship (aka: it’s a process not an event.)
Another powerful strategy is to use a buddy system, whereas you mention the person you came with and that you want them to meet each other as well (and they do the same for you)—and you can double your efforts. One caveat to remember – you did not come to the event to spend time with your colleague/partner, you went there to meet new people and promote new opportunities.
One additional thought, to get yourself into the mindset of meeting people (and some people, as we mentioned, have a difficult time with meeting new people), is to engage in constructive self-talk. An example would be to tell yourself how beneficial this will be as you meet new people and find new opportunities to grow your business, knowing (and truly believing) that the person you meet will themselves benefit from the value you have to offer.
And finally, we have written about influence and the importance of influence in getting things done. These micro-meetings are the first stage to creating influence. And each follow-up discussion / meeting builds on the concept of reciprocity and mutuality -providing something of meaningful value to the other person, who will in turn provide something of value to you.
Difficult – for some yes. Worth it – absolutely.
To your networking ease and success!
©2010 Kubica & LaForest
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