… or what to say after you say “hello”
We all have the opportunity to network. We attend trade shows, civic functions, business conferences, social affairs and sporting events. We can even create our own networks by establishing advisory boards or mastermind groups.
No matter which strategy you employ to meet people, the more structured your approach the more successful your results.
People deal with you for one of two reasons; the perception they have of you or the relationship you build with them. Subconsciously they are asking themselves; do you look like you can do what you say and can I trust you? Effective networking gives you the opportunity to subliminally answer these questions.
Most networking events have a mix of three types of people who may be of interest. Prospects are potential buyers of your product or service; influencers mix in circles where your prospects get together; and introducers can personally introduce you to prospects. They are all potential targets.
If possible, find out in advance who will be there. Often it is as easy as phoning the host or organiser and asking the question. Recently a conference organiser faxed me an acceptance list with 231 names of attendees together with their company details and addresses.
If that doesn’t work you might be able to find a member of the committee or arrange a mutual friend to help you. If it is a civic or association event find out who the trustees or committee members are; if it is corporate find out the names of the directors. You never know who you may already know.
