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Working the Room at Your Next Event

Networking

By Paul Montelongo

I attend at least one business mixer or networking function every week. Many weeks, I attend two or three. I can't tell you how many times I see some of the same folks at these meetings looking like they are going to come out of their skin. They appear to be so uncomfortable with the idea of meeting, greeting and making business contacts that I wonder why they even spent the energy to make the event.

And then, I see a whole different group of people that seem to revel in the moment. They thrive in this environment and they tend to be the life of the party. What is different? Into which group do you fit ?

First, let me explain what I think networking is. Basically, networking is an organized way to become a resource and collect resources. That's right, I said organized. And I said resource. By resource, I mean that you are letting these contacts know what you can do for them. You let people know what benefits they will gain by being in your company or by doing business with you. At the same time, you are collecting resources for yourself that you may need in the future. Business resources, personal resources, legal resources, educational resources, relationship resources, and the list goes on.

Most networking events or business mixers really don't allow you to 'close' a business deal at that moment. The real benefit of networking events is to make contacts and build the personal relationships needed to do business.

Therein lies the key to successful power networking...building the relationships. And I think it can be done in an organized way (remember the first half of my definition of networking). Here are 5 tips for successful power networking. Think about these when you are walking into your next chamber function or association meeting. Do these and you will be way ahead of the masses.

1. Have the mindset of being interested in other people. It is a fact. We are never going to get around it. People love to talk about themselves. They are processing internally, "what do I get from this"? whether they recognize it or not. I'll be honest. I do the same. That makes me normal. Even as I write this E-Zine, I am thinking that several of you out there will like my material and want to find out more about what I do. When you attend a networking event, you better get interested in what other people do, say, feel and think about. Otherwise, how can you become a resource if you don't have a clue about them as an individual?

2. Build rapport and gain trust. You know how to do this. You do it all the time with your friends and family. Just imagine that all of those folks at these networking events are your friends or family and you really want what is best for them. Find out about their personal lives, their hobbies, their real dreams and goals. It is amazing what people will tell you if you just ask with a little genuine interest.

3. Have a goal. Networking events seem so scattered and frenzied sometimes that it seems unimaginable to have a plan for these events. However, if you can visualize how many people you would like to exchange contact information with, or how many new people you will meet, you will find that your success rate will go way up. It doesn't have to be dozens of dozens of people at every event. In fact, it could just be 2 or 5. When your goal says that you will meet 2 or 5 quality people, you will likely obtain it.

4. Have something of value. I mean this about a couple of things. First, have the usual stuff, i.e. business card, brochure, pamphlet. All of this should be in good taste and not too overwhelming. Second, have a short description of what you do and what value in brings to your clients. I mean very short, yet interesting. I know a guy that always responds the same way when he is asked what he does for a living. His response is, "I can be your best friend or your worst enemy." Well, you have got to ask the follow up question to a comment like that. You soon find out that he is a private detective in divorce and custody cases. Third, make it easy for your new acquaintances to contact you. They may not need your service immediately, but when they do, they have got to be able to find you easily.

5. Have a follow up plan. This may be the most important step in the whole networking process. So you have a wod of business cards stuffed in your purse or in your coat pocket. So what. That doesn't make it a successful networking event. You have got to have a plan to follow up with those people. Send a card, an e-mail, a letter, make a phone call, or better yet, make an appointment to talk again soon. Most importantly, there has to be regular contact with these folks. Most people don't even know they need your services until you have communicated with them 8 to 10 times. If you go into a networking event knowing what you will do with the contacts you make the next day, your confidence will soar.

Please feel free to forward this article to anyone you know that is interested in professional and personal development. Copyright © 2004, Success Concepts, Inc. This content may be forwarded in full with copyright intact.

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