In my never-ending quest to get better at networking, I’ve identified 4 ideas that aren’t emphasized often.
With these, you flip around your normal interactive flow. And they work.
#1
Never Eat When You Can Meet
Your goal at a networking function is NOT get to the shrimp first so you can “get your money’s worth.”
Do NOT waste time in the buffet line, or going back to the chafing dishes to re-load your plate. Yes, the food looks good. Yes, you did pay for it. Yes, you’re hungry. Fight it.
Your FIRST job in that room is to MEET PEOPLE.
And time is the enemy.
Soon those people will either sit for the meeting or, after the program, will adjourn and leave. Work the room and meet people while you can. When the networking closes, put some things on a plate, take them to your seat, and eat while the program is going on. Or sneak a few things after most everyone has left and before they clear the dishes.
Remember – you paid for access and knowledge – not spring rolls.
#2
Parking Lots Matter
Most of us arrive at an event, park, check our hair, throw our bag over our shoulder, and go into the building.
That’s a lost opportunity. Other people are arriving at the same time. Catch someone’s eye who is also getting out of the car. Ask if they’re attending the same event you are. Begin a conversation. Softball it with a comment about the traffic or the weather.
BUT – if you really want to get the person’s attention – Ask why she chose to attend this event. What does she hope to learn or accomplish here? I guarantee no one else is leading with that question.
Ditto upon leaving the event. If someone else exits with you, strike up a conversation. Flip that opening question around and ask “So, was it worth your while to be here today?” Or, “what did you think of Smith’s presentation?”
Begin networking the moment you enter the grounds of the facility, not when you get to the room. And don’t stop until you’re pulling out of the lot.
In stage acting, performers are taught to inhabit their character 6 feet before they enter the scene and for 6 feet after they leave the stage. That way, in case the curtain is not quite right, they don’t spoil the illusion that’s on-stage. Think of networking in the same way.
#3
Be Disraeli, Not Gladstone
There is a story about two renowned 19th century British Prime Ministers, William Gladstone and Benjamin Disraeli.
A gentlemen, after having met both esteemed leaders, remarked about each:
“After speaking with Prime Minister Gladstone, I went away thinking he was the most fascinating man in the world.
After speaking with Prime Minister Disraeli, I left feeling I was the most fascinating person in the world!”
Mr. Disraeli knew how to shine the spotlight on his conversation partner. He asked questions and encouraged the person to reveal and to revel in the details of his life.
That’s your role in networking. Put the spotlight on the other person. It’s tough to do. For most people, our favorite topic is ourselves. Plus, if we’re networking, we’re thinking, “I’ve got to WOW this person with my amazingness so they will want to give me a job or do business with me.”
Ummmm. Not so much.
People walk away with a much more favorable impression of you when they feel their needs have been met; that they have been heard.
It’s tough, but focus on your inner Disraeli.
#4
Give Out FEWER Business Cards
Again, it sounds counter-intuitive. After all, we’re there to create connections. And after we’ve talked, it’s only natural to exchange contact information so we can continue the conversation.
Just one thing . . . What if you, or the other person, do not see a tangible benefit to connecting again?
How many times have you gotten home after an event and looked through all the business cards you received and thrown out 75% of them? Yeah, me too.
So, only offer your card when it makes sense for both of you to renew the conversation. And when you’re not sure, wait till the other person asks for your card. That only happens if he/she consciously decides they’d like to follow up.
What about you? Do you have any additional networking tips to share? If so, please write them below in our COMMENTS section. Thanks!
++++++++++++++++++++++++++++++++++++++++++++++
Dave Palmer is the “Thinker-Doer” that CEOs have on speed-dial. He’s uniquely talented in identifying what his client’s prospects are craving to know before buying. Once spelled out and expressed, Dave builds the sales messages and marketing campaigns that drive revenues and grow businesses.
To learn more about Dave’s approach, watch his 90-second video, Selling IMPACT, Not Process.