How to get the most out of Networking

The first thing to remember is that networking is about building relationships and not about a hard sales pitch.  The people you are meeting are not necessarily going to be your customers but it’s who they know and want to recommend to you that’s important – just as they will probably be looking for who you know.

So before you step into the room know your outcome – is it finding new contacts, building on previous relationships, finding a supplier.

Remember you don’t need to be scripted, people will buy from you not a script so tell your story a good outline to keep to is:

• Exchange cards
• Your name
• Your Company
• Give an example of something you did with a real client (rather than listing what you do!)
• Finish with something you would like to achieve from the meeting – this may be a 1:1 meeting so you can have more time to find out more about the other person.

Remember to be curious about the other person and ask them open questions – start your questions with What, How, Where, Who…

The more you give the more you gain so who do you know that would be a good contact for this person and their company.

At the end of the event

• Get 1:1’s booked in
• Follow up with those that you want more time with
• Get in touch with previous contacts to find out what’s new for them

After the event :-

• Did you get your message across clearly about your product or service?
• Did you just hear or do you really ‘listen’ to the other person?
• Did you share information or bombard the other person with detail about your business?
• Did you sell or network?
• Are you prepared to ‘give’ first?
• Have you followed up every lead or referral you were given?

Look at how you can help the other person – not sell to them.  Remember to be yourself – people buy from people!