Networking Tips

Now that I've been in my job for a year and have done a lot of networking in that time, I think I've gained enough experience to allow me to pass on some networking tips!

Throughout this blog I refer to “Norm”, he is my fictional networking character who is here to make things easier to explain!

What to talk about 

Get Norm talking about himself, people are there to talk about their businesses, so ask them about theirs;

Where are you based? How big is your company? Who's your ideal client? What sort of business are you looking for?

Not only will Norm enjoy talking about himself, you'll soon be able to gauge whether he's got anything interesting to say and therefore to decide if you want to stick around. The 'something interesting' could be that you're interested in what he does, you think you might be able to do some work for him, or he might be able to do something for you.

If you find Norm interesting, stick around, he will eventually ask about you and your company. I always let Norm ask me, rather than forcing what I do down his throat!

If you don't think Norm can offer you anything of value, leave the conversation. You don't know who else could be in the room that you'd much rather be talking to.

Finding someone to speak too

A potentially daunting situation this, walking up to a complete stranger and introducing yourself to them. However, if you approach it with the right mind set, it's easy. You are there to speak to people, and they are there to speak to you, therefore they will be happy to talk. Just approach the person you want to speak to, smile, offer your hand and introduce yourself! If they're in a group, introduce yourself to everyone in the group.

If the Norm is on his own, start by asking the questions I mentioned earlier. If he is in a group, let the conversation continue, and join in when you can. Don't force the conversation round to you and your company – this is unlikely to go down too well.

Warning -

At this point, I need to share some experience that I've had at some recent events. I have, on a few occasions, found someone standing on their own, at the edge of the room, or in the corner, and gone to speak to them. Big Mistake! They're on their own, at the edge of the room for a reason – they don't want to be there, they are no good at networking and don't have anything interesting to say. So, my top tip is: Avoid the Wall Huggers!

Leaving the Conversation

I find this the hardest element of networking. You've been chatting to someone for one, five or ten minutes and you decide that you want to go and talk to someone else. It doesn't matter whether it's been a good conversation, or I never plan on talking to the individual again, it's always a difficult social situation.

I have a couple of ways of attacking this scenario; I'll either be honest and say something along the lines of “It's been nice talking to you, I'm going to introduce myself to some other people now”, or make my excuses by saying I'm going to the bar or I've just seen Norm – I must go and speak to him. Honesty is always the best policy, so I tend to go for the first exit strategy – the person you are speaking to is also there to network so will understand.

General tips

• Get as many business cards as possible

• Speak to as many people as possible

• Smile, be happy, make people laugh if possible

• It's not a social event. I have encountered many people who see these events as an opportunity to chat to their mates over breakfast, lunch or dinner – it's not, it's a business event, and should be treated accordingly (that's not to say you can't have fun – but have fun with people you haven't met before!)

• Don't force yourself onto anyone, let them ask the questions

• When you get back to the office, record their details in your database, and make notes about the most interesting people. If necessary – add to your prospect list for a follow up.

• Do the follow up! If you have hit it off with someone, don't forget to follow up. If you don't follow up on the leads you get whilst networking, what's the point in going?