Mon 20 / 08 / 12
How to network for success
One of the top member benefits that the Chamber of Commerce offers is the breadth and quality of its networking events, but how many of us really make the most of these valuable opportunities?
Not everyone is a born networker; indeed many people find the thought of walking into a room full of strangers an unnerving prospect, one made more daunting still given the importance of first impressions and the pressure we are all under to present our businesses in the best possible light.
BHCC recently invited PR guru and consummate networker Tim Cobb, owner of Cobb PR, to run a seminar on Networking for Success – a 90 minute master class on how best to approach the world of business networking.
Breaking down the subject of Networking into four separate sections, the seminar covered Preparation, the Event itself, the Conversation and the Follow Up.
Here are some top tips for gaining the maximum benefit from each part of a Networking event:
Event preparation
1. Make sure you attend the right networking meeting for you. When are you at your most productive, morning or evening?
2. Research the delegate list and don’t be afraid to contact the organisers a couple of days prior to the meeting and ask for a copy.
3. Identify and research the individuals you want to target / meet - use LinkedIn and Google.
4. Check with your colleagues about the event you are going to and see whether they have been before what they thought of the event. Also see if any of your colleagues are going to the same event – should you double up or go it alone?
5. Ensure you have plenty of business cards and whether to take your colleagues’ business cards with you as well.
6. Remind yourself of any key messages your firm is trying to communicate at the time.
7. Know what your colleagues do so that you can make any relevant referrals.
8. Know your venue! Where you’re going, what time you need to be there, what the dress code is, whether there is parking nearby and what public transport routes are the closest.
At the event
1. Introduce yourself to the speaker - a friendly hello can be a great confidence boost for them.
2. Don’t just spend the whole event with one as you will be limiting their opportunities to make contact with other delegates.
3. Arrive on time or even a little early.
4. Don’t be afraid of striking a balance between talking about what other delegates do and what you do. If they don’t ask, feel free to volunteer some information, especially if you think they could be a useful contact.
5. Ask open ended questions as this allows the conversation to flow and helps you to be a good listener.
6. Repeat someone’s name to help reinforce it in your memory.
7. Look approachable, relaxed & friendly. Use appropriate body language, make and keep eye contact.
8. Don’t be afraid of asking the organisers to help by introducing you to people you want to meet.
The conversation
1. Don't be afraid of approaching a complete stranger.
2. Ask questions about the person you’re talking to - find out about their needs.
3. Don't be afraid of saying, "I don't know that myself but I will find out \ refer you to my colleague X as this is their area of speciality.”
4. Get business cards and make notes on the back about the people you met.
The follow up
1. Look at the delegate list and make a note of anyone you have spoken to.
2. Follow up with any contacts you made!
3. There are a variety of ways to follow up including emails, postcards or letters.
4. Link into social media platforms with people you made contact with, especially LinkedIn.
5. If you managed to secure a ‘hot’ prospect then follow up immediately, arrange a meeting and inform your colleagues you are doing so.
6. Pass on any contacts and conversation information to your colleagues and tell them how useful / relevant the event was.
7. Remember to thank the speaker and organisers.
Why not give these new found tips a go at some forthcoming Chamber events? http://www.businessinbrighton.org.uk/event
Blog post by Sophia Lee-Spencer, Managing Director
Callisto Associates: Bespoke Virtual Business Solutions
For the full version of this blog, please contact Sophia directly.
www.callistoassociates.com
01273 957088
Images throughout by www.brightontogs.com
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If you want to contribute to the Chamber blog, contact us on hannah@brightonchamber.co.uk