Networking

In a work situation, we often have to attend events with the intention of gaining new customers, contacts or to find out what the competition is up to.

A golden rule of networking is to build enough rapport and trust with a person so you are automatically considered by that person when an opportunity arises.

Networking tips

• Your aim is not to sell (although there are a few exceptions to this rule)

• You want to find and develop contacts/ connections

• Have fun and relax

• Build conversations on common ground

• Be inquisitive

• Be aware of body language

• Gauge a person’s preferred communication style

• Maintain focus throughout the conversation

• Develop the conversation through open questions

Arriving at an event

• Briefly think about your objectives even if your core goal is enjoyment

• Put your bag and other accessories into the cloakroom

• Place about 12 business cards in a good quality business card holder

• Be selective about whom you give your business cards to

• Pin your name badge on the top right of your jacket/shirt where it can easily be seen

• Introduce yourself to the organisers/sponsors. What are their objectives?

Working the room:

• Ease into networking, starting in the refreshment area. Conversation will be easier with a drink or some food in hand

• Read the guest list, if provided, and highlight anyone you want to meet

• Watch the room. What is happening? Who is talking to whom?

• Don’t move around nervously, learn to feel comfortable standing alone

Your introduction

• Be prepared and well rehearsed for the ’60 Second’ presentation, however, only use this is absolutely necessary. First try to build conversation naturally.

• Talk about yourself with passion and interest, as if it is the first time you have ever done this

• Say your name and company name slowly; people do not always focus

• Think up a few ways of describing who you are and what you do

• Bear in mind that the style of introduction varies according to what you wish to gain from the person you are speaking to

• Maintain eye contact

• Be attentive and monitor body language

• Finish on a question to sustain conversation flow

• Generate conversation, not a rehearsed script!

Finding common ground

• Networking only works if conversation develops into trust and rapport which makes the other person see you positively. This positive opinion then translates into, (when an opportunity arises), your name being passed on. The foundation therefore is finding common ground to build conversation from.

• Whenever possible, encourage people to introduce themselves first

• Once they have said who they are, think of who you know in a similar occupation. This shows you are listening and have considered what they have said

• Discover why you are both at the same event

• Without causing offence ask a provocative question about their profession

• Make sure your tone of voice is curious, even playful!

Pick your group

• Join a group in which the conversation is at a lower ebb so you have space to contribute

• Remember people like space, they don’t like being crowded

• Only offer your card if you’ve managed to build rapport or the other person has expressed an interest – there is nothing worse than looking desperate!

• Tell them how you’re going to follow up, be it by phone, email or appointment

• Make a mental note of the next likely person you want to make contact with in the room.

Potential outcomes

• You may have met someone who is a useful potential sales lead – they know someone who knows someone etc

• A new business idea or opportunity may have presented itself

• You’ve met a new supplier who will be a valuable resource to your business

• You have made yourself known to a new group of people who will remember you in a positive way.

This content comes from The University of Essex