Networking Guide

Networking is about contact – contact with people.

A primary business activity for those who drive revenue (and even those that don’t*), networking is a skill set well worth developing. In fact, it’s a necessity. And, like all parts of the sales process, it can be distilled to a few very authentic fundamentals.

In the upcoming year, you’re sure to be in a networking environment (formal or informal). It may be a tradeshow or an association or civic meeting. It could be at a national sales meeting where you have an opportunity to meet the home office people who make sure your customers are served well. If you have nothing on the radar at the moment, see what networking opportunities you can create. There’s immediate and long-term value to you and those with whom you connect. It’s assured.

This is your guide to the fundamentals of successful networking… JustSell® style. Work it. Practice it. Improve it. And work the room.

Finesse points are developed with experience… by doing. Nail these fundamentals and you’ll make every networking experience you’ll ever have a pleasure for you and for everyone with whom you connect… professionally and personally.

It’s your time. It’s your event. It’s your room.

(*everyone drives revenue in one way or the other)

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Well before the event…

With your particular event and its attendees in mind, prepare in writing & practice verbally delivering…

Your quick personal introduction

Remember, this should be appropriate to the event, simple and clear (no value statement here). Try to use the person’s name if you know it, or look for a name tag.

Example…

• Hi, Susan… I’m Bob Jones [with xyz company, in district 7, in the forms division].

General statements/questions that will help initiate a conversation with someone (at least 3)

Examples…

• How long have you been [a member of, involved with] [specific group]?
• What brought you out here [today, tonight]?
• Have you been to a [meeting type] before?
• What do you think of the [show, meeting, event] so far?
• What did you think of the last [show, meeting, event]?
• What do you think about [event specific thing or event]?
• How do you know [speaker, organizer of the event, sponsoring group of the event]?

Open-ended questions designed to engage and learn more about someone (at least 3)

Examples…

• How did you get involved in…?
• What were you doing previously?
• How do you mean?

Your value statements (at least two)

Specific, quick & clear statements of what you sell/ do in terms of the value it delivers to others. You may never have an appropriate time to deliver these (over-the-top selling in a networking setting can turn people off), just be prepared.

Exit statements (at least one of each)

Statement for scheduled follow up

Examples…

• Can I give you a call next week to set up a time to talk in more detail?
• Would you like to get together on Friday and work through the idea?

Statement for graceful exit

Examples…

• Good meeting you. Will I see you at [other meetings]?
• Well that sounds exciting. Best of luck with that. I’ll let you get back to [whatever the person was doing prior to talking with you]. Enjoyed meeting you.
• It’s quite an event. We should probably keep moving. I enjoyed talking with you, Bob.

Just before the event…

Invest some time in developing your approach.

Set clear objectives & goals

Identify specific people you want to meet or talk with. Determine how many conversations you want to initiate and the number of post-event meetings you want to schedule.

Prepare your attitude

Be ready to be completely positive (no “tradeshow cynicism”) and approachable. Prepare to maintain an inquisitive mindset and remember, it’s all about them.

At the event…

Maximize your time by remembering to…

Approach people proactively (and be approachable)

Use your prepared and practiced introductions and initiating statements.

Engage them

Send the right message physically by facing people completely, smiling, and being energetic.

Learn about them and when appropriate, inform them about you/ your company/ your product/ your service

Ask open-ended questions. Listen completely (without the intent to respond immediately or show your knowledge). Allow small gaps of silence (in many cases the other person will fill them with more information-sometimes extra information that’s useful).

Give the person in front of you your undivided attention. Avoid wandering and scanning eyes (your goal is one-on-one attention). Answer cell phones and devices when you’re no longer engaged in conversation.

Deliver your value statements (when appropriate).

Exit and move on

Maintain your networking attitude to the end of the event. Complete positive follow through (it’s show time, literally). Rest after the event, not during it (you’re a grown-up).

After the event…

Objective self-evaluation leads to improvement.

Quickly evaluate your networking performance

Review whether or not you met your objectives, and identify where you might improve.

Follow-up with appropriate individuals

Write a note or email as soon as possible. Phone, if appropriate. Consider adding connections within your online environments (e.g., Linked In, Facebook, Twitter, etc.) 

Seek out your next event

Set a target number of events to attend (once a month, quarter, etc.). Join a networking/ lead referral club. If possible, attend one or two events a year that are out of your normal parameters (exposing you to new people who you may never have thought might be helpful). Consider attending events for parallel industries.

Now go sell something.~>