Networking. The term that breathes life into the old “it’s not what you know, it’s who you know” expression. Some people just seem to have it. They’re easy to spot too - passing around business cards with ease, catching names and getting great leads. It can look seamless, and is a prosperous skill well worth the mastery.
But some of us aren’t great at making small talk – what then for us?
Here are ten top tips to finessing the fine art of making great connections, and networking like a pro.
Invest your time wisely
Networking can be as simple as attending a short seminar, joining an association or weekly meet-up. Learning everything you can about your industry, events that are hosted and industry types who attend them will help you discern where to direct your time. Speak with colleagues, friends, mentors and your employer to identify the best industry events. Make a list and plan for them.
It’s an art, and one you should practice
Unless you’re a networking natural, you should practice your networking and relationship building skills. Try attending events with senior leaders from your company and watch how they interact and start conversations. When you identify someone who’s style suits your own, you can mimic some of their behaviours. Another way to build your abilities is to join a networking group such as those run by BNI.
Have a strategy
If you know who will be attending an event in advance think about who you would like to connect with. Who is of greatest relevance to your business? Why would they have an interest in meeting you – what do you have to offer? Keep a list of 3-5 important people in mind who are ‘must meets’ and without being too obvious try to find an opportunity to introduce yourself.
Know what you do
Know your business, who you are and what you do. The elevator pitch is a great way to convey what you’re about in approximately 30 seconds to anyone you encounter. It’s harder than you think to cut to the chase on what you do, what value you offer and why someone should want to meet you again.
Be bold and authentic
Networking gives permission to step outside of your comfort zone. Don’t be afraid to put yourself out there but you also need to be true to yourself. Showcase what you’ve got, and who you are but you want them to remember you for the right reasons.
Focus on building relationships
It’s important to cultivate real relationships with your industry contacts. They need to see you, know you, like you and most importantly trust you. Building trust is the key to doing business together and getting great referrals further down the line. Perhaps there is something you can do for your new contact? Like putting them in touch with someone you know to help their cause/s along. Where you can, try and connect on a personal level – share some of your interests and play a bit of ‘getting to know you’ – they’ll be more likely to remember that great account manager who also enjoys scuba diving on weekends over the “nice guy from one of the big four. What was his name again?”
Networking can happen all day, every day, anywhere
The savvy networker will always regard every new contact or acquaintance as someone of potential business value. This is not a one-sided exchange; instead, it’s about forming connections that might be beneficial to either person in future. Great networkers are always thinking “how can I help this person?” as well as “can this person help me?” When you adopt this mindset, this interaction will start to occur naturally in less formal environments.
Personable but professional
Conduct, body language and communication style are critical. These are all the usual suspects when it comes to making a lasting and positive impression. Smile, stand tall and confident and put a read out on your prospective contact and the tone and level of conversation they’d be open to.
Look and be ‘the business’
This goes without saying really. Always look neat, tidy and professional. You don’t need to don the suit, but looking the part really does go a long way. Make sure you’ve got enough business cards to go around, and always bring along a nice pen – just in case you need to use it.
Follow-Up (the no-brainer)
Often it takes a number of interactions for majority of people to remember you. After an event write down the names of people you met and what you remembered about them. Look for natural ways to follow up with your contacts – for example emailing a link on a topic the two of you discussed or checking in to organise that coffee catch up. Don’t waste this opportunity to build on your connection.
Follow-Up on LinkedIn
With approximately 3 million users and counting, LinkedIn is the ultimate social network for business. LinkedIn is a fantastic way to follow up with your contacts and leads, also providing access to companies’ top executives. Made some great contacts at an industry event? – Great! Wait a day or two before asking to connect on LinkedIn. It’s another natural touch-point and they’ll be glad to know you’ve remembered them.