Networking goes hand in hand with running a successful business.
But many of us dread walking into a room and introducing ourselves to a bunch
of strangers.
I've been asked to share my best networking tips at a meeting today of the National Association
of Women Business Owners in Philadelphia. Here are the most valuable tips I've
come across – and put to work myself – over the years:
1. Resist the urge to arrive late. It's almost
counter-intuitive, but showing up early at a networking event is a much better
strategy than getting there on the later side. As a first attendee, you'll
notice that it's calmer and quieter – and people won't have settled into groups
yet. It's easier to find other people who don't have conversation partners
yet.
2. Ask easy questions. Don't wait around the edges of the
room, waiting for someone to approach you. To get the conversation started,
simply walk up to a person or a group, and say, "May I join you" or "What brings
you to this event?" Don't forget to listen intently to their replies. If you're
not a natural extrovert, you're probably a very good listener – and listening
can be an excellent way to get to know a person.
3. Ditch the sales pitch. Remember, networking is all about
relationship building. Keep your exchange fun, light and informal – you don't
need to do the hard sell within minutes of meeting a person. The idea is to get
the conversation started. People are more apt to do business with – or partner
with – people whose company they enjoy.
If a potential customer does ask you about your product or service,
be ready with an easy description of your company. Before the event, create a
mental list of recent accomplishments, such as a new client you've landed or
project you've completed. That way, you can easily pull an item off that list
and into the conversation.
4. Share your passion. Win people over with your enthusiasm
for your product or service. Leave a lasting impression by telling a story about
why you were inspired to create your company. Talking about what you enjoy is
often contagious, too. When you get other people to share their passion, it
creates a memorable two-way conversation.
5. Smile. It's a simple – but often overlooked – rule of
engagement. By smiling, you'll put your nervous self at ease, and you'll also
come across as warm and inviting to others. Remember to smile before you enter
the room, or before you start your next conversation. And if you're really
dreading the event? Check the negative attitude at the door.
6. Don't hijack the conversation. Some people who dislike
networking may overcompensate by commandeering the discussion. Don't forget: The
most successful networkers (think of those you've met) are good at making other
people feel special. Look people in the eye, repeat their name, listen to what
they have to say, and suggest topics that are easy to discuss. Be a
conversationalist, not a talker.
7. Remember to follow up. It's often said that networking is
where the conversation begins, not ends. If you've had a great exchange, ask
your conversation partner the best way to stay in touch. Some people like email
or phone; others prefer social networks like LinkedIn. Get in touch within 48
hours of the event to show you're interested and available, and reference
something you discussed, so your contact remembers you.
Readers, what's your best networking tip?
More from Entrepreneur:
When It Comes to Networking, Farmers Will Always Beat
Hunters
When It Comes to Successful Networking, Everyone Wants to
Get Along
Learning to Network: Organized Study vs. Winging It
