12 Tips to Successful Networking: Build Relationships
Whether you own your business or work for someone else, effective networking will add to your success. It will also help to build your self-confidence, speaking skills and interpersonal relationships. In the end, networking leads to new relationships and referrals. It will help you make more money.
Use these 12 strategies to sharpen your networking abilities and widen your business circles. Don’t collect business cards; build relationships!
1- Arrive in a good mood. If you go to a meeting, event or trade show with a positive attitude, everyone you encounter will notice. Decide ahead of time that you will have a great experience and meet your ideal clients. If you think you’re wasting your time, you’ll probably have a negative experience. If you had a bad day, skip the event and attend another when you’re in a better mood.
2- Set a goal. Consider why you are attending this specific event. Know your ideal client. If you do business in the real estate industry, determine where the decision-makers spend time and which events they attend. Go find them. Travel in their circles.
3- Stand by the door. Arrive early and hang around by the entrance to the room. When people register and begin moving into the room, you will be one of the first people they see. This is especially helpful to others who may attend alone and could be looking for someone to chat with and break the ice.
4- Forget the food and drinks. Do not focus on your appetite; you are there to mingle and do business. Food can easily become a distraction. Celebrate at home after the event with a drink—having met your networking goals and ideal clients.
5- Sit with people you don’t know. It may feel awkward at first but introduce yourself to new people with a smile and friendly demeanor. Find a table that has an empty chair and ask if it’s ok to join them. Remember your goal is to meet new people, not spend time commiserating with people you already know.
6- Be aware of your body language. Avoid “darting eyes” and stay focused on the person you are speaking with. Stand tall, strong and proud.
7- Prepare your “30 second commercial.” This should be a quick description of the results you get for clients. Dump the cutesy catch phrases that may confuse people. Structure your commercial by this example that I use for my public relations company: “I work with businesses and nonprofits to increase their publicity, credibility and revenues.” Position yourself by concept, not title. This is extremely important for business growth.
8- Make small talk. Even if it’s simply the weather, a local sports team or vacation plans, be sure you are able to strike up a light conversation with strangers. Avoid touchy topics including politics, religion and jokes. Try to stay up-to-date on current news stories. Also, don’t fall into the trap of adding to a conversation that’s filled with complaining and negativity. It’s poison; try and gently move the conversation onto something more positive.
9- Ask good questions. Steer conversations towards the other person, their business, challenges and needs. When someone asks you what you do, answer in a quick line or two and suggest, “I can share more about my business in a minute but I’d really like to learn what your company does.” Listen closely and you’ll soon be able to determine if this person could use your expertise. Dig deep.
10- Work the room. If you are in a conversation that seems to be a dead-end, politely excuse yourself to use the restroom, make a call or find an associate in the room. Spend a few minutes with each person instead of an hour with one individual.
11- Bring plenty of business cards. Remember, the reason you are attending the event is to meet people! If you forgot your cards, you may seriously want to consider going back to get them or skipping the program. Be prepared. Also, don’t feel obligated to give your cards to everyone you meet. Hand them to people who request them.
12- Dress appropriately. Wear business attire and look polished and professional. Check the mirror and brush your teeth as needed…and ladies, only touch-up makeup, including lipstick, in the restroom.
Bonus: During sit-down programs, do not check your calendar, messages, or texts. Use good manners and pay attention to the speaker and those around you. People are watching. Be congruent –from the inside, out.
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