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Professional networking tips?

viva

Veteran

Next month I will be attending a professional conference, and while I am really looking forward to the potential learning/growth aspects of it, I am dreading the necessary networking it will involve. Trolling for potential clients is not something I do often or well, as most of my work comes from repeat business and word-of-mouth referrals, but I need to take advantage of this opportunity as I will be in close proximity with a lot of research buyers. Any tips?

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15 replies

Latest reply was from gardenchick

Ornella

(website)

Veteran

No advice for networking, but make sure your social media profiles (your professional page, LinkedIn, anything else) are up to date and as best as they can be. Clear, concise, references from clients and those who know you professionally. They can be a great reminder to those you meet about what you can offer, when they check and refresh their memories away from the hustle and bustle of the conference.
Good luck.

Anonymous

Ornella's points are bang on. And a good reminder for all professionals. I read time and time again how important your profiles are, and how important it is to keep them accurate and up to date. Even an outdated picture can throw people off.
I'm not a fan of networking either. One thing I do know , is that it's all about asking questions. Not telling people things. Off to fix up my Linkedin profile

carter

Veteran

Get your 2 minute elevator speech ready: who you are, what value you offer, why your clients love you.

Think through some "I can solve that!" stories from past/current projects, so you're ready to give concrete examples of success that relate to the prospect's need.

Brush up on current events or other non-business topics that might appeal to others so you can easily move the conversation forward if it falters. Plus, not everyone wants to talk all business all the time.

Have fun!

rachylou

Veteran

Is it the opening a conversation with a stranger part that's uncomfortable?

texstyle

(website)

Veteran

I find it best to treat it as a "meeting new people" event instead of "business networking". Most people enjoy making new friends. I would do as others said and have your online stuff up to date and be sure to have plenty of cards with your e-mail, phone on hand just in case, but overall, I'd be looking at just friendly conversation which inevitably leads to what you do for a living, etc. Travel, weather, food are usually all safe and enjoyable topics to begin a conversation.

Suz

(website)

Veteran

Pssst. Vivian. I have met you in person. You are an exceptionally perceptive, thoughtful, and intelligent woman who also happens to be an extraordinarily good listener -- the kind of listener who hears into what people are saying, not just the surface. Oh, and you are nice to look at, too.

In other words, do what Ornella suggests and just be you. You cannot fail to impress.

Oh - and where is the conference? Do you get to dress up?? Is there shopping??? I mean, seriously, let's get our priorities straight here!!

viva

Veteran

Rachylou - yes, the opening can challenging, especially if it is a true "networking" session -- like cocktails or a meal or something. In some cases it will be easy, like before or after a workshop.

I really appreciate the advice to be prepared from a business perspective but approach it more as a personal event. That feels quite doable.

And Suz, thanks for the kind words. Really a nice boost that actually helps.

The conference is in Brooklyn, so I can and will dress with a little flair, or at least somewhat more than in my hometown. (The red pants will be coming, for sure.) And there is potential for shopping before or after if I am careful with my budget between now and then.

Suz

(website)

Veteran

Whoo hoo!! When we go to NY we often stay in Brooklyn in Park Slope. Fab!! Red pants FTW!

Anonymous

Just happened to read this.....

Is there an inexpensive thing that every business owner could do to improve their marketing?

Network. Many people dread networking and therefore don’t take opportunities to get out there and meet people. If that describes you, here are a few tricks that take the pressure off and may even turn networking into something you enjoy:

Be able to confidently say who you are and what your business is. (As you’re driving to the event, practice saying your name and your business name.) Have a firm handshake, make eye contact and smile - this will make you appear confident even if you’re nervous as heck inside.
Be prepared to succinctly answer the question “What does your business do?” This is sometimes where nervous networkers start rambling. To eliminate this risk, practice being able to clearly articulate 1-3 major products and/or services that your business provides, and to whom. “At the Women’s Enterprise Centre, we provide business advising, training, and lending for women business owners and those interested in becoming business owners.”
Change your mindset: It’s not about you. Tell yourself that networking is a wonderful opportunity to learn about others. Keep in mind that people LOVE to talk about themselves. So at networking events, encourage them to do so by asking open-ended questions. Use the 5 Ws: Who, What, Where, When, Why, (and How) questions.
End the conversation and move on. This is another area that can be awkward. So practice saying something like “I promised myself I would connect with a few more people here tonight. It was so nice to meet you. Perhaps we will connect again.” Shake hands, smile and move on. If it’s someone you really want to build a relationship with, ask for their business card and suggest that you will follow up.
Follow up if you promised to follow up, especially with those you want to connect with further. Don’t assume that just because they have your business card they will call you if they need you. If you want to build that connection, take the initiative to follow up.

Ornella

(website)

Veteran

I follow this thread with great interest.

One tip that I started paying attention to is answering briefly what makes you stand out from the competition, what you can do for the employer/client that makes a real difference. Knowing the answer/s "in the head" is completely different thing that saying it aloud in order to send the message in minimum time with maximum impact.

Liz

Veteran

I once held a job where I was on the receiving end of a lot of networking attempts at various conferences. Now, keep in mind that I have a very strong resistance to sales attempts. But the people who were most effective at networking were the ones who were just great people to start with. (What Suz said.) When someone is trustworthy and skilled and likable, it just shines through, even in a simple conversation about movies or current events. Those were the people I remembered and wanted to connect with after the conference.

rachylou

Veteran

My brass tacks take:

Opening contact breakdown:

Brief eye contact
Flash of smile
A quick comment - Hi I'm Viva, Can I sit here?, Is the shrimp good? It looks good.

Extending contact:

So... what brings you to the conference?
I'm here for the X seminar. I'm really looking forward to it...
Babble, narrate your life, the events in the room, your trip to the conference... like you're talking to your BFF...
Move on after ten minutes max... go get some water, powder your nose, get a life

Goal:

Inviting someone to lunch the next day, whose company you think you could relax a bit in - and having your invitation rejected.

And my tip for the day: slow down. Pause when you enter the room, give yourself a moment to acclimate and have a look around. Generally, people read slow (and hey that's slow, not retarded ;)) as confidence and expertise. You can afford to take your time. Lots of people try excitement, but that's not as effective, unless you're ready to take cash then and there.

annabelle

Veteran

I love this thread with its genius advice. I'd add that while you are enjoying the casual company of others and the seminar topics, you might enjoy just meeting with your fellow independent market research gurus. You've said that your best source of new business is referrals. So is mine. And peers are as apt to refer business to us as the head of the marketing department or CEO at Tech Du Jour. I appreciate that you are planning ahead, and I think you will have a lovely time! Do you have a bomb business card? I got some customized letterpress cards at MIL Letterpress from Etsy.com if you're up for a refresher. I got a great little leather card carrier from etsy, too Wear your favorite shoes and you are on your way.

viva

Veteran

I love all of this advice -- and I want to read this thread about 50 times before the conference. There's great energy and support here, and I so appreciate it. Thanks everyone. I am feeling much, much better about it already, and I've taken some steps to prepare -- refreshing my website, reframing my "newsletter" as a blog, getting a more recent picture on LinkedIn, etc..

I'm also setting small "reaching out" goals for myself. At every barre class I go to between now and then, I am making a point of introducing myself to someone and striking up a small conversation in the few minutes before class. (Usually I just stretch.) This is helping me feel more comfortable with the conversation openers and with just extending a hand.

Thanks for all of your great help!

gardenchick

Veteran

I got a great book out of the library a while back called "Networking for People who hate Networking"
http://www.amazon.com/Networki.....8&qid

My main takeaway is that I'm a "centrovert"--and that's okay. The book helped me to think about what I need to do to make those networking situations more comfortable for me. Some great suggestions above from other fabbers! Most memorable was to remember that for introverts or centroverts, it's more about quality of conversation than talking to everyone in the room.
Good luck! (And if you do read the book, let us know what you think!)