How to Network Like a Pro
Let’s face it; people who
are clearly comfortable in their skin put others at ease. Maybe this grace is
inborn or honed with years of practice. Whatever the case, you can learn to
fake it for your next important event with a little preparation. Successful
networking hinges more on preparation than any other factor.
Prior to your event…
Mentally preparing yourself
for an event is key. And there is no better way to put your mind at ease than to
take notes. When you know your spiel by heart, you won’t stammer or stutter
your way through it.
- Write an event-appropriate introduction of
yourself. (Refrain from platitudes or vague value statements.)
- Think up some general open-ended questions that
will help you strike up a conversation.
-
What do you
think of the event?
-
How did you get
involved with this organization?
-
How do you know
so-and-so?
- Remember to ask a lot of questions about whoever
you are speaking to. People are the most comfortable talking about
themselves.
- What is your specific value statement? Practice
presenting it in a natural way.
- What are your exit statements? At any networking
event, you only have so much time to talk with each person. So think up
some polite, graceful ways to exit a conversation without awkwardness and score
a follow-up appointment to boot.
- Can I give you a call next week to talk
more?
- Good
to meet you. Will I see you at any other events this year?
The day of the event…
The day of the event, you
may or may not be nervous. But it’s crucial to maintain a positive, upbeat
attitude throughout the day, regardless of how it’s going. And keep your goals
in mind.
- Set some goals and objectives about who you’d
like to meet, how many cards and numbers you’d like to bring home, as well
as the number of post-event
meetings you’d like to set up.
- Maintain a positive, energetic mindset. And
remain inquisitive and interested.
During the event, you are
bound to hit some road blocks. Physical and mental fatigue ensue. So it’s
important to keep giving yourself pep talks and to continue assessing your
success.
- Start conversations. Don’t be a wallflower;
approach people and use what you’ve prepared to get the conversation
flowing.
- Send all the right signals. Keep an open stance
(no crossed arms) and smile, even when you get worn out.
- Remember to ask questions to get people talking
and comfortable. And focus on the person in front of you.
Post event…
It’s
time to evaluate yourself. Think about how the event went—the highs, lows and
unforeseen obstacles. Were you able to meet your goals?
- Follow up immediately with a written message or
phone call, or risk being forgotten.
- Continue following up. Find out their interests,
birthday and anniversary. Give yourself reasons to touch base with them
from time to time.
In sales, networking is
essential to your success. After all, the best leads are customer referrals,
and the way to get those is to simply know more people. So keep at it. Keep
your contacts organized and follow up often.
