There is a lot of advice dispensed from so-called networking experts, but I’ll bet you dollars to doughnuts I’ve been to more network events than most of them have. How many networking events have I been to? I stopped counting a long time ago. In my vast experience, I’ve learned a trick or two. Here is the information I’m willing to share. If you see me at a networking event, lets swap cards. I think the two of us could work together…

Networking:

Networking is not a time to sell, but a time to make contacts.
Ask about other networker’s businesses, and then tell them about yours.
Find out how you and the person you’re networking with can benefit each other.

Events to Attend:

Focus on events that attract your target prospect.
Attend events outside of the typical type of event you normally go to, as there are likely to be fewer people offering the same service as you.
Treat every event you attend as a networking opportunity.
Have a 30-second commercial (elevator speech) prepared.
Prepare you’re your name tag with a BIG first name and smaller business name.
Be the first to arrive. You will have a chance to start conversations quickly.
State your name, business, and a quick value statement when introduced.
Make connections with others by being a resource.

Business Cards:

Carry business cards at all times!
Make sure your business card conveys the correct message.
Make a note on the back of business cards to jar your memory when you give someone a call.

When networking remember to:

Listen, as this will help you understand other networker’s potential pains and challenges.
Use FORE (Family, Occupation, Recreation, Entertainment) to create bonding conversations.
Ask potential prospects “How can I help you?”
When you meet a good contact, make an appointment to get together one-on-one right away.
Follow-up within 24-hours and choose the right medium according to the recipient (seriously, no one used handwritten notes anymore).

Top-of-the-Mind Awareness (TOMA):

How often do you contact your prospects?
What are you sending or saying to prospects (do you automatically add them to your monthly newsletter)?
What is your call to action?

Most importantly: Word-of-Mouth or Referral Marketing should be an integral part of your integrated marketing plan.

I hate to do this, but what networking guide would be complete without a little bit of stock dialogue? Be interested, be interesting, and NEVER leave a networking event until you’ve handed out all of your business cards. Happy networking!!