NFIB

Five Specific Networking Tips
04/ 02/ 2002


Networking possibilities include a wide variety of professional and social events, such as social and charitable events, meetings of professional organizations, business parties and celebrations, to name a few. Books have been written about the subject of networking, but not many focus on the practicalities of what you should actually "do" when you get to the party or meeting at which all your potential contacts are just waiting for you to walk up and meet them. In today's Workshop, Jeffrey Moses offers five specific tips to improve your networking.

1) Prepare beforehand: have a pocketful or handbag full of business cards ready to hand out; and make sure that you can clearly and quickly explain what your business is, and how it can directly help other types of businesses. At networking events it is usually best to come right to the point and be brief when describing yourself and your business. Remember, others are there to meet lots of people, too, and you'll have trouble keeping people's attention if you drone on and on.

2) Before the event, try to get a list of attendees with their positions and names of companies. Examine this list carefully, seeing if there are specific people you want to meet. When you arrive, ask the host, hostess, or meeting planner to introduce you to these people.

3) When meeting or being introduced to someone new, ask them what type of work they do. Remember, networking is based on a true desire to meet people, to get to know them not as potential business contacts but as individuals. If you don't approach every new person you meet in this way, your networking efforts will be greatly hampered.

4) Always approach networking get-togethers as a time to share your knowledge. If you speak with a person who has a need that your business can help with, take the time to give as much information as possible to assist the person. Networking events are (as everyone knows) about making contacts that can bring in new business, but the overall atmosphere of such events are one of freely offering information and assistance. Afterward, you can contact specific individuals with whom spoke and initiate business relationships.

5) Listen, listen, listen. You already know all about yourself, so ask questions about others and listen to the answers. Maintain good eye contact while a person is speaking, and give them positive body language (smiling, nodding when appropriate) to show that you're listening and approving of what they say. Avoid interrupting, and never suddenly change the conversation and start talking about yourself. If you're among a large group, try to bring everyone into the conversation. You never know what that shy person in the corner has to offer.

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