Networking is where you go along to an organised event. You meet lots of new people, exchange business cards and before you know it you've got some new business.
OK, I know it doesn't usually happen that way. Let's rewind!
Networking is where you go along to an organised event for the purpose of making new contacts. They might want to use your services themselves in the future or they might be able to refer you to others they know who might need what you have to offer, or they might be offering something that you or people you know need.
That sounds good, doesn't it, so how come you end up coming away not quite achieving your mission?
I guess there are lots of reasons, ranging from lack of confidence when you walk into the room to not knowing how to communicate what you do. If you see someone you know, you head straight for them, filled with relief, but this can often mean that you have a good excuse for not mingling, as you busy yourself with catching up with your colleague.
I was talking to someone the other evening who said that she was never short of something to say normally, but as soon as she walked into a networking meeting where she knew nobody, she froze and ended up on the periphery not knowing what to do next.
Let's face it, we can all feel like this at times so here's a few strategies I use that have helped me overcome networking apprehension.
1. Before you get into the building, if you see someone who looks like they're going too, ask if they're heading to the same event.
2. Maybe comment on the weather or traffic as an opener.
3. When you go in, get yourself a drink while you're scanning the room to see if you know someone - yes, it's fine to say hello to people you know, just remember not to stay with them for the whole event.
4. Go up to a small group and ask if you can join them. I've never had anyone say no - yet!
5. Practise your "elevator" speech before you get to the event. If you're not sure what you do how will others understand your message?
6. Make sure you get other people's cards as well as giving out yours.
7. Take leaflets if appropriate - there may be somewhere you can leave them for people to pick up, or you might be able to hand them out.
8. Ask the other person what a good referral would be for them.
9. Follow up with a phone call or email. I've met a number of new people this way which in turn can provide possible collaborations.
10. Go to as many events as you can - networking gets easier the more you do.
Good luck!!
Pam Stokes is a Business & Personal Development Coach. She also provides e-learning solutions for busy people, supervises newly qualified and trainee coaches, runs workshops in stress management and a Diploma Course in NLP. Free downloads http://www.pamstokesassociates.co.uk
