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By Ivan R. Misner,
Ph.D. and Kevin S. Taylor, MBA
Do you shy away at the very thought of networking at business functions? If
you answered yes, you are not alone! Many business people and entrepreneurs
get a bit uncomfortable when it comes down to walking up to someone and
starting a conversation. Many others are concerned about getting effective
results from the time they spend networking. The process doesn't have to be
traumatic, scary, or a waste of time. When done properly, it can truly make a
difference in the amount of business your company generates. With the right
approach, you can use it to build a wealth of resources and contacts that
will help to make your business very successful.
Use the following Ten Commandments to help you network your way through your
next business networking event:
1. Have the tools to network with you at all times.
These include an informative name badge, business cards, brochures about your
business, and a portable business card file containing cards of other
professionals whom you can refer.
2. Set a goal for the number of people you'll meet.
Identify a reachable goal based on attendance and the type of group. If you
feel inspired, set a goal to meet fifteen to twenty people and make sure you
get all their cards. If you don't feel so hot, shoot for less. In either
case, don't leave until you've met your goal.
3. Act like a host, not a guest.
A host is expected to do things for others, while a guest sits back and
relaxes. Volunteer to help greet people. If you see visitors sitting,
introduce yourself and ask if they would like to meet others. Act as a
conduit. The people who are too shy to move around will appreciate this and
will remember you for it!
4. Listen and ask questions.
Remember that a good networker has two ears and one mouth and uses them
proportionately. After you've learned what another person does, tell them
what you do. Be specific, but brief. Don't assume they know your business.
5. Don't try to close a deal.
These events are not meant to be a vehicle to hit on business people to buy
your products or services. Networking is about developing relationships with
other professionals. Meeting people at events should be the beginning of that
process, not the end of it. People in a networking event will not appreciate
hard closing tactics.
6. Give referrals whenever possible.
The best networkers believe in the givers gain philosophy (what goes around,
comes around). If I help you, you'll help me and we'll both do better as a
result of it. In other words, if you don't genuinely attempt to help the
people you meet, then you are not networking effectively. If you can't give a
bonafide referral, try to offer some information that might be of interest to
them (such as details about an upcoming event).
7. Exchange business cards.
Ask each person you meet for two cards - one to pass on to someone else and
one to keep. This sets the stage for networking to happen. Never just walk
around pushing your cards on people. They will end up in the trash. It is not
effective to just hand people your card. Ask them for their card first. Then,
there is a fairly good chance they will ask you for yours.
8. Manage your time efficiently.
Spend ten minutes or less with each person you meet and don't linger with
friends or associates. If your goal is to meet a given number of people, be
careful not to spend too much time with any one person. When you meet someone
interesting with whom you'd like to speak further, set up an appointment for
a later date. Be sure to follow up with the people you would like to meet with
in a timely manner.
9. Write notes on the backs of business cards you collect.
Record anything you think may be useful in remembering each person more
clearly. This will come in handy when you follow up on each contact.
10. Follow up!
You can obey the previous nine commandments religiously, but if you don't
follow up effectively, you will have wasted your time. Drop a note or give a
call to each person you've met. Be sure to fulfill any promises you've made.
Source: http://www.ArticlePros.com/author.php?kevin
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