6 Rules to Networking

I love networking events. I don’t know if it’s the thrill of meeting new people and hearing interesting stories about what they do, or if it’s just staying up to date in the community events. For me the best events have a free drink ticket included, but that’s not to say the ones that don’t aren’t fun. Sometimes I am a wallflower and afraid to get out and network and other times I am talking to everyone I see about some random topic. I have been to hundreds of events in several different cities and wanted to share some things that I’ve learned. Follow the jump to learn about the 6 Rules to Networking and how they will create success for you at your next events.

1) Find the appropriate event to go to.
2) Bring your business cards – and plenty of them.
3) The paint on the wall isn’t that ugly, don’t try to hide it.
4) Don’t expect to come home with a book of business.
5) Follow up the next day.
6) Repeat.

1) Find the appropriate event to go to.
In most cities there are literally hundreds of events to choose from. In fact, anytime you are around a group of people it is a potential networking event. You can go to events that are industry specific, general business (your local Chamber of Commerce), lead referrals (BNI), social in nature (recreational sports league), or even speaking events (Toastmasters). There is a social networking community in Spokane called LaunchPad that is great for finding local events. See if your local city has an online community like that or maybe a group in LinkedIn. Get your feet wet and try a few out and find ones that you enjoy and will serve what you are looking for. Once you found a few that you feel are a good fit, be sure to go at least once a month.

2) Bring your business cards – and plenty of them.
It simply amazes me how many times I have asked for someone’s business card and never received that. On top of that, it’s even more amazing when I give them mine and request they e-mail me their contact information and never do. There is no excuse to not have cards even if that requires you to print out a few copies on your printer and handing those out while your cards are on order.  If cost is an issue you can literally get them for free at VistaPrint.com.  You never know when you are going to run across someone that needs what you can offer and something as simple as having a business card will help make that connection happen.  While we are on this subject – you should always have your business cards on you at all times.  You don’t know when you can run into someone in line at the grocery store or gas station.

3) The paint on the wall isn’t that ugly, don’t try to hide it.
This is for those shy people out there.  If you are one that gets nervous hanging around a bunch of strangers and are self conscious I’m sure making it to the networking event is half the battle.  So go ahead and congratulate yourself on being there, and taking that step.  If you do not take the next step and actually talk to people then you wasted your time and most likely money.  While a lot of networkers will see shy people and approach them, don’t count on it.  At most business networking events everyone is out to meet new people and will generally welcome anyone into their circle to join the conversation.  Yes, there are times where other people are cold and not interested in unfamiliar faces, but that is a minority of networkers.  If you do not feel comfortable at one event see Rule 1 and look for a new event to go to.  At the end of the day you will feel exhilarated for taking the risk and starting conversations with strangers that you might have not done otherwise.  If you are one of those outgoing types, don’t dominate the conversation and try to learn about other people and what they do.

4) Don’t expect to come home with a book of business.
This is the most important rule to follow while at the events.  While the main purpose of networking events is to build your business it won’t happen over night.  If you expect to go to an event and come home with 30 leads of people that need your services you have the wrong mindset.  Networking is about building relationships where people can trust you and ultimately your company.  You build these relationships by having meaningful conversations and taking genuine interest in what the other person is talking about.  Your goal should be to able to clearly explain what you do in 30 seconds or less and then to learn as much as possible about what the other person does.  For deeper insight into listening and communicating with people read How to Win Friends and Influence People by Dale Carnegie.  If you find yourself going from one group to the next just handing out your business cards you are doing it wrong.  Typically at a given event I will have a good conversation with no more than 5 or 7 people.

To have a good conversation it would be best to avoid conversations that you wouldn’t bring up with your in-laws, like religion and politics.  Also make sure you are dressed appropriate for the event.  Some questions to get people talking are:
“How long have you lived here?  Why did you move here?”
“How long have you been with XYZ Company?”
“What challenges do you face on a daily basis?”
“Tell me about how this year is shaping up to be.”

5) Follow up the next day.
Unless you were the person that got real drunk and passed out on the pavement outside people will forget talking with you by the next day.  It’s important to follow up with a quick e-mail message recapping the conversations (or activities) y’all shared and telling them it was a pleasure meeting them and learning about what they do.  Remember you never know who will be your customer or who will refer a customer to you, so treat everyone with the same respect and interest.  It’s going to take about 10 – 20 connections with a person for them to remember you off the top of their head.  Knocking out connection #2 should be the easiest.

6) Repeat.
If your plan is to only go to one event you are a wasting your time.  Networking is about building relationships which takes time, patience, and a lot of work.  A goal of networking should be to eventually become that familiar face that when other people see you they will feel more comfortable.  You will eventually start to see the same people at the events, and when those relationships become stronger don’t forget to ask for their business.

That’s it!  Pretty easy stuff.  If you have found value from this article please pass it along to your friends, peers, and co-workers.