Tips for Enhancing Your Face to Face Networking – Part 2

In Part 1 we talked about preparing for your networking events. The following tips relate to what to do when you are at the networking event / meeting.

Show Time [At the Event]

Show Up!

Alexandra Linyard, Co-founder @ 1218 App Team says “showing up is the first rule.” She is correct. If you commit to an event don’t let the voices in the back of your head or other “priorities” stop you from attending the event. Networking is an important part of your business strategy, make it a priority!

Turn Your Phone Off or on Vibrate

Technology has turned us into a “I have to do it/deal with it/reply to it get back to them now” society. Our cellphone (mini-computer) is never more than three feet away and we feel compelled to act at its beckon call. Chances are that call you get while talking to someone can wait. However, if you are expecting a call, let the person know and excuse yourself, otherwise don’t answer the call. You can always check your phone before meeting the next person.

Get the Lay of the Land

When you enter the room stop and a take a moment to observe the layout and activities that are taking place. Is there anything interesting about the place that might be good to mention as a conversation starter? Are there food and beverages being offered? If so, use that to your advantage in your conversation starters. Are there any individuals not engage in conversation? If so, engage them. Scope out high traffic areas like the bar, the main entrance to the room and food areas.

Be Proactive and Initiate Contact

Everyone is at the event to network. Don’t be shy about initiating contact. Use the conversation starters mention in the previous section or just simply ask “May I join you?” “What brings you here?” “Have you attended this function before?” Don’t be shy doesn’t’ mean being rude. If you encounter a group of three or four + people, wait until you’ve made eye contact with everyone in the group and a couple of them have acknowledge your presence by speaking to you. Also, don’t interrupt/approach two people who are in a conversation.

Be Present and Make Them Feel Special

Being present means focusing on the person you are engaged with and avoiding all other distractions such as looking away to find your next target. Body language is also important. The best way to naturally maintain good body language is by listening. Smile, stand up tall, nod your head to show you are listening and maintain eye contact at all times.

Also, show the person you are listening by repeating something they said or asking them a question about the subject. . . “Now Bob, let me ask you about the school you mentioned.” Notice I used his name, Bob. Make it a habit of repeating the person’s name several times during the conversation. This does two things, it shows you are present and it helps you remember their name. Besides everyone likes to hear their name!

Be Positive and Upbeat

Enthusiasm is contagious. Be upbeat and passionate about both your business and what the person you are talking to does. Be positive and avoid negatives as they turn off people and reflect poorly upon you. Also, avoid talking negatively about others. . . don’t get caught up in gossip!

Be a Connector/Giver and Find Mutual Benefits

Be open-minded and curious about the mutual benefits of helping each other out. Think outside the box to find ways to connect the person you are talking with to someone you may know or someone you know who knows someone (wow say that three times fast).

Be a giver first. Don’t chase connections, let them come to you. Remember that the person you are talking to has their own network of contacts. These are the people you potentially could do business with, but first you need to establish trust with your new contact before they will open up their network to you. One of the best ways to establish trust is to offer them something and then FOLLOW THROUGH on that offer. It can be as simple as sending them a link to an article on a topic you discussed and promised to forward to them. Another way is to introduce the person to someone you know while at the current event.

Don’t Pitch

Don’t be that person who shows up at a networking event and tries to sell their product or service to everyone and anyone who will listen. This is the fastest way to turn-off people and get a reputation that will have people avoiding you. You want people to be attracted to you and not running away. These events are the first step in getting someone to know, like and trust you so a long-term mutually beneficial relationship can develop.

Tell Your Story - First and foremost, BE YOURSELF!

We all have a unique story to tell. So, when it is your turn to share it, be yourself and tell your story, not a story you think they want to hear. Whether you use your canned :30 Elevator Intro or something else, it is important to come across as genuine and passionate about what you do. Remember to be upbeat and enthusiastic!

HOMEWORK: If you don’t have your story ready, outline one now.

Sit With Someone You Don’t Know

If the event has a sit-down portion, perhaps there is networking before dinner and a main presentation, sit at a table with people you do not know. This gives you an excellent opportunity to meet several people in a short period of time. The people to your left and right offer a chance at prolonged conversations.

Move Around, Be Active

Your time is valuable and you have a limited amount of it at networking events to meet those key people you have targeted in advance. Be disciplined with your conversations. Meet someone, learn a bit about them, determine if you can help each other and then move on. Don’t spend an inordinate amount of time with one person. Watch out for people who tend to hijack your time and you should strive to not hijack others time.

When disengaging from the conversation be polite. Use phrases like “I don’t want to monopolize your time” or “I see some other folks I need to speak to” or “it’s been great chatting with you, I would like to continue meeting some other folks.” Here is a great place to introduce them to someone else at the event. This makes you look good and gets you on to the next person.

If you feel it is advantageous to both of you, then do what is mentioned in the next item below.

You’re In It For the Long Haul – Set a One-on-One Meeting Up

If you find someone that you click with and feel a mutually beneficial relationship is possible, don’t leave the conversation without doing the following three things:

1. Exchange contact information.

2. Clarify how the person prefers you to communicate with them. Is it email, text or telephone?

3. Set a next step. It can be contacting them to set up a one-on-one meeting (if you are at a regional or national event and you don’t live in the same area the meeting could be a phone call). Or check your calendars right then and there and book that one-on-one meeting.

Remember, you are not going to “click” with everyone, so don’t feel bad about that.

Look for Part III of this series coming in the next week or so. If you would like to download the full eBook go to this link: https://goo.gl/xj4ab8