Small business and networking go hand-in-hand just like peas and carrots. In fact, one could make the argument that you can’t have one without the other. The problem is, with the dawn - and success - of social networking via the Web, many of today’s entrepreneurs think you can successfully “network” without ever actually meeting many others in person. Sometimes you may think it’s easier because you are a bit shy and not super outgoing, but even shy people can succeed with networking.
This is not to say that all of today’s entrepreneurs feel this way. But certainly for Internet-focused businesses especially, it’s easy to get caught in the theory that begs the question, “if my business is on the Internet, all of my networking can be on the Internet, right?”
Wrong.
Face-to-face networking has been, is, and will continue to be ultra critical to the success of your business, no matter how big the world of social networking becomes. Here are six very important tips on how to have more success with face-to-face networking.
- Choose Events Wisely: There are networking events that reach everyone’s interests - professionally and socially. Be smart about what kind of events you want to spend time visiting. Naturally, your decision should coincide with your business goals, depending on your customer base or stakeholders.
- Goals: Always have goals in any networking opportunity. Time is money. Before you step one foot into any networking situation, always try to do your homework on what kind of professionals will be at the event, who you need to meet and what you want to take away from the event. You wouldn’t start a business or launch a new product without a game plan (knowing it would be a big waste of time), so don’t waste time at a networking event, either.
- Ask Questions: The best way to make an impression and network is to find out about people. Remember, networking is not just about telling the world who you are. It’s about learning from others. So it’s important to ask the right questions. You want to ask open-ended questions and stay away from questions that can be answered with just one or two words.
- Be a Resource: You are a powerful person when people come to you for information. The more people you know, the more you can make referrals to help others out. Eventually, you become one of the most important and respected professionals in the room. You become the person everyone comes to for advice. But the only way for you to become this person is to learn about others and put that information to work for you.
- Articulate What You Do: This is more than just an elevator speech. An elevator speech is what you pitch in 30 seconds. Here you have between three and four minutes - considerably longer than the elevator speech. In that three-minute window you have their attention because, like your listening skills, other people are there to learn about you. Remember, everyone has an agenda at a networking event. The key here is to take your business proposition and tailor it in a way that answers the question, “this is how I can help you with your business.” Even if you’re ashy person (See networking for shy people). Try to avoid any hard selling, which has a tendency of slowing the relationship-building process during first impressions. Always try to come off informational rather than promotional. And don’t be a know-it-all. Be humble and open to other people’s ideas and thoughts.
- Follow Up: Put those business cards you’ve collected to work for you. Send emails thanking them for their time. If you want to take it a step further, send them a hand-written note. Also, find information and resources online and offline that can help them and their business. Always think of them and share information. Set up time to meet for lunch, happy hour or even dinner so you can share ideas and expand on earlier conversations.
These are six critical steps in networking in person. Follow these steps, practice and perfect them, and you will see dramatic results in no time.
Share a story about how you take advantage with networking. What works best for you?
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