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June 2006 Issue No. 68

Networking Woe or Networking Wow!

by Narelle Stratford

www.saleschampions.com.au 

I've been attending networking events recently and have noticed a few people who looked terrified to be there, or didn't seem to know what to do.  Networking can be a scary prospect for many people, often because they are a bit shy or introverted.  This is not a defect or a flaw, it is just a product of your personality or behavioural type and you can get past this by following the ten Networking Wow tips below.

1.  Go with curiousity as your main driver.  Be curious about who you will meet, what the speaker will be like, what exciting opportunities await you.  By utilising curiousity, you will take yourself back to your childhood and those times when you wondered what made things tick, with great anticipation.

2.  Be prepared with flyers, brochures, business cards and always take more than you think you will need.

3.  Wear a smile!  Fix it firmly in place and smile happily at every single person you look at.  Focussing on smiling at people means that you aren't letting your mind wander off somewhere to stew over your nerves.  Plus, you will look more friendly and approachable.

4.  Go and talk to someone who is standing on their own and looking a bit nervous.  How will you do this?  

Stick your smile on your face, put your hand out, and speak, "Hello, isn't this terrific! May I introduce myself?  [wait 3 seconds]  My name is ..... "  The usual response is "Great, nice to meet you.  I'm Jenny Winsome."  Sometimes people forget to give you their name (that's because they are so excited that someone else is making the first move!), so just ask, "and what is your name?"

5.  Now comes the fun part where you both stand there saying nothing with an awkward silence, or, you continue to move the conversation along, choosing from a variety of openers:

• "what attracted you to come along to this event?"

• "what kind of business are you in?"

• "who is your ideal client, as I may know someone who fits that description?"

Because some people are nervous or just focussed on their own story, they might keep talking  and not appear interested in what you have to say or offer to the conversation.  You can interrupt politely with a big grin on your face as you firmly say, "My turn now.  I was interested in attending because of....

6.  Networking events are a great place to meet suppliers, should you need anything at all for your business, now or in the future.  You often see people regularly at these events, so it is an easy way to build relationships that can help both of you.

7.  Look out for business people who are allied with your industry sector.  Together, you may be able to form business alliances that are mutually beneficial rather than cut-throat competition.

8.  Keep in mind your clients and customers, and their needs.  You might find the perfect business or person to help your customers and clients with ideas, products or information.  They will love you for it and you can become a centre of influence whom others contact because you are 'in the know' about so many things.

9.  Many of those attending may become your friends, so it is good to keep your eyes and your heart open to this possibility.   We all need friends and another business owner has a different level of understanding of you and the challenges you face, than someone who is not in business.

10.  Some of those attending may make a suitable mentor for you, willing to freely give their time, their insight, and even advice, into your business and your performance.  All you need to do, is ask.

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