What is it about networking that makes even confident professionals squirm? If you’ve ever felt awkward walking into a room full of strangers, you’re not alone. Some people are natural networkers. Some are decidedly not. Everything I know about networking has come the hard way – through mistakes, mishaps and memories I’d rather not relive.
But each one taught me something. And if you’re looking to make your own networking experience a little less cringeworthy and a lot more productive, read on.
Why bother networking?
Before we get into the dos and don’ts, ask yourself: what do you want from networking?
For many people, it’s several things from making connections and building mutual trust, to help others make connections, to get out of the workplace and meet up with others and… I nearly forgot, to win new clients.
What not to do
Barge into a group and interrupt their conversation to make your pitch – not waiting for a natural pause, just butting in with an elevator pitch and pushing your business cards into the hands of the unfortunate group.
Talk at people, not with them. Delivering an unsolicited monologue to anyone within earshot.
When it’s your turn to make your networking pitch, race through your entire CV and the full gamut of your services like a caffeine-fuelled auctioneer.
Spam people afterwards. Convinced you’d wowed the room, you email everyone you met – and everyone you didn’t – with the same tired line about your amazing services.
How to do it better: four lessons
Prepare: do your homework the day before and make a list of the kind of people you’d like to speak to. Work out what you can offer others – not just what you want from them and don’t try to sell to the room. Think longer term and focus on how you can help with what you know or who you know.
Look for the loner: don’t just flock to your mates, instead, find the newcomer standing on their own, phone in hand, pretending to check messages (when in fact they’re scared stiff). Go over and say hello and offer them a drink. Then ask some questions: What do you do? What do you enjoy most about your work? Be warm, not nosey. Show real interest and introduce them to others. That’s the Holy Grail of networking: becoming the friendly expert. The person others remember for being both nice and knowledgeable.
Nail your pitch: public speaking is many people’s second-biggest fear (just after death). But everyone else in the room gets it. No one’s judging. And nerves ease with practice.Don’t wing it. Plan your pitch in advance. Don’t waffle. Stick to a clear structure. Start with a benefit-driven line. Instead of ‘I help people with…’ try ‘I save time and money for…’. Be specific. ‘I’m looking to meet Finance Directors in the hospitality sector’ is far better than ‘anyone who needs (what I do). And if you need to read it, fine, just not from your phone – it doesn’t look great.
Keep turning up: the best thing you can do is be consistent. You won’t get results straight away. But the more often people see you, the more they’ll trust you – and the more likely they are to think of you when the time comes.
Networking isn’t magic. It’s not about being the loudest, the slickest, or the most confident in the room. It’s about being prepared, being kind, and showing up.
Make those your habits, and you’ll not only get more business – you’ll have more fun doing it.
If you’d like to find out more about Collaborate MK or need to chat about any aspect of your networking strategy, contact Tim here.
