Top ten tips - networking
By Navigator member John Welburn, Managing Director, Refer-On
Networking is the act of meeting people and communicating. How and why you network is critical to your business success.
Make a plan
To get the best results you will need a plan. Think about your desired outcomes. Find out about all of the
different events there are and select those that suit you. Are you going to be a regular attendee or will you 'dip in and out'?
Be organsised
To make the most of these activities, you will need a 'Customer Relationship Management' system (CRM), not just a spreadsheet. A CRM system, at its simplest, will not only record contact details but will allow comprehensive notes on where you met and so on. Additionally, there is usually a system to send emails to particular areas of contact – all solicitors, would be an example.
Take control
Be in control of your meeting. Be the first to utter, “Hello how are you, I am xxxx ”. Then after they have introduced themselves, ask them about their business, what does it do? Is it seasonal? etc. Why do you do this? To enable your answer to have particular relevance to your listener, in order that you may engage quickly.
Be positive
People respond to positive people that they like. When they trust you, then they will refer you on.
Right contact
If you are at a meeting, it is best practice to not appear to be getting everyone’s business cards. You are there to make contact with people and have a conversation that might lead to a one-to-one meeting at a later date. Business cards are for reminding you who they were! A good friend, Paul Johnstone, recommends a note or two to remind you – “specs, beard, tall” etc.
Be open
Never face a person 'square on'. Always stand at an angle so that another person may join the conversation. A networking meeting is not the place for a private chat. Organise a separate time for this.
Keep it relevant
Ensure that if you are making a one minute presentation, that it is relevant for that meeting. If the meeting is about a charity, then talk about charity. You are then in tune with the meeting.
Follow-up
Always follow-up. You will be one of a small number that do and the results will surprise you.
Lasting impressions
Spend some decent money on your business cards. Well designed, with a font that is readable in poor light by people whose eyesight is not of the best. Have them printed on stiff card and use both sides.
Smile!
This is the most important factor in meeting anyone: simple but true!
John Welburn, Managing Director, Refer-On
www.refer-on.com
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