Business Consort

5 top tips to networking success

It is well known that the more people you meet the more business you do but assuming you meet those people through networking remember that it is a powerful marketing tool and that not all contacts you meet will be an instant sale but could enhance your business through a commercial partnership, be a good contact to facilitate you meeting more prospects or a potential customer that after developing and maintaing a relationship with them when their need for your area of expertise arises then they call you not your competitor.




In reality, networking is nothing to be scared of. Many of the people you meet at networking events will feel the same way you do. It’s not unusual even for experienced networkers to feel that familiar sick feeling before entering an event.

That’s because networking is about doing something new and scary... meeting people you have never met before. Just remember that everyone is in the same boat and you will get on just fine. Here are the top five top tips to build powerful networks of relationships and turn them into significant sales.

1) Be a farmer not a hunter Many people fall into the trap of running around the room off loading huge amounts of literature to anyone who will take it – The purpose is not to sell to each individual but try planning who you want to talk to before you get there. Our team will help facilitate those introductions. People do business with people so establishing relationships is important – Again people won’t refer you if they don’t know you.... plant a seed to eventually reap a harvest! For instance if someone referred a contact of theirs to you and they became your customer you would remember them for that and reciprocate when you could hence establishing a mutually beneficial relationship but they didnt buy anything from you – They felt confident enough in you to refer their contact thats what networking is all about – Building your network albeit customers, alliances, refers, partners or even finding suppliers you trust etc.

2) Be clear what you want Because networking events can be overwhelming (especially the busy ones), you need to go into them totally clear about what you want to get out. Everything you do can then be geared towards this result. For example you need to prepare a very clear “elevator pitch”. This is 20 to 30 seconds of you talking where you tell someone about your business and what you are looking for (it’s called an elevator pitch, as it’s based on how long you would have to sell your good idea if you found yourself in a lift with a potential investor). You also need plenty of business cards that will help people remember you. It’s not a bad idea to put your photo on cards. Also make sure there is a description on the back of what your business does and the kind of business you are looking for. This is especially important if your business has a generic name such as “P Green and sons”.

3) Follow the rules of the room Real life networking has a number of clear rules that you must follow. Think of them as networking etiquette. Luckily they are based on common sense, so easy to remember. You should dress appropriately for the event. That typically means a suit for business events. If in doubt dress smart and take your tie off later. The thing that worries people the most is knowing how to start or end conversations. The secret is to look at how groups of people are interacting with each other. If you see someone on their own, go and rescue them by starting a chat with them. Two or more people facing each other deep in conversation will not appreciate being interrupted by you. But if those people are speaking in a group which has a “hole” for another person to join... plus one or more members makes eye contact with you while you are passing, you will be welcomed into that little discussion. When you have had enough, it’s OK to thank someone for their chat, hand over a business card, and say you are going to do some more networking. You are there to meet people, not get stuck with someone boring, right?

4) Don’t sell make Contacts It is very tempting to divulge the greatness of your business upon anyone who will listen but causal interaction will have a much more favourable response. Once engaged in conversation you can chat about what you both do but remember to a ask sensible questions about them and their business and keep it in mind. When you do talk, don’t forget to be interesting. Remember that no-one is as interested in your business as you are. It’s always better to look at things from other people’s point of view. And remember to keep eye contact. If you find yourself distracted by other people in the room, it’s time to move on, before you appear to be rude.
5) Follow up & Keep in touch The event is not the end of the contacts you have made – For instance use guests lists to make notes and follow up those contacts. You can’t beat meeting up and growing your relationships further and any contacts you feel you would like to stay in touch with ask them if you can add them to your newsletter or plan to give them a call next month. Even better see what networking events they are going to next and meet up there!