Lack of follow up.

Networking is useless if you don’t do any follow up.

After the event, immediately enter the business cards you collected into your database. Be sure to add any notes you made on the cards during the event. I always add the name of the event and the date so I can remember where I met them. If I send an email or a card I make a note of that also.  If you say, “Let’s get together for coffee or lunch,” then make that happen. It shouldn’t be something you just say to make conversation. You can call or email after the event to set it up.

Within 48 hours, be sure to send a “nice to meet you note” by mail or e-mail and anything else you promised to send.

If they are not a potential customer ask them to introduce you to those they know who may be, and refer people to them that may be their potential clients. If they are a potential customer, learn as much as you can about their business and possible ways you might help them.

Figure out a way to keep in contact on a regular basis.

Connect further with the people you met by utilizing social media to start building a relationship. Watch the media for the people you are interested in. If you see an article about them, clip it and send it to them with a note about doing business together. If you read an article that would interest them, send it.

Don’t let business cards collect dust on your desk.

Go through them immediately after the event and if you don’t enter them in your database throw them out. Yes, it is okay to throw out a business card. What I usually do is band all the cards from a specific event together with a note on them with the name of the event and the date. If I haven’t touched them in a month or two I toss them.

Everyone can learn to network. Salespeople and entrepreneurs need to become expert at it.

Try to get everyone in your company to network. A great way to get started is to have the salespeople bring an employee with them to every networking event they attend.

Be sure you have a networking strategy.

Choose carefully the events you attend and turn all the time, money and effort spent at networking events into business by using the previous tips I’ve blogged about.

If you have a specific question or situation that my blog hasn’t addressed, please feel free to send me an email at info@aliceheiman.com , or see my website for frequently asked questions. Also check my calendar of events for interactive webinars on how to effectively network both online and off.

When you are networking, ask for the type of business you want and be specific.

After you have introduced yourself, and only IF they have asked about your business or what you do, be sure to tell them the type of business you are looking for. “I am looking for small and midsize companies that want to increase their sales and have a budget for sales training. If you know the CEOs of any companies like that I would love the opportunity to talk with them and learn about what they are trying to accomplish.”

If they have referrals for you right there, be prepared to write them down and ask for a direct introduction in person or by phone or email.

If not, let them know that you will get back to them at a later date to see if they have run across any. Then ask them what kind of referrals they would like if you haven’t already.  If you are stalled in an introduction and aren’t sure what to say next, ask them about their business and what kind of business or referrals they are looking for.  Often, if you ask first, they will be more than willing to do the same for you.

Be genuinely interested in what they are looking for and how you can help – this will lead to you receiving referrals even after the event has ended.

Another good resource is this article from wikiHow.

I’d love to hear your stories about how you maximize your business networking experiences – feel free to leave a comment below!

Be prepared with a great answer to “What do you do?”

It should engage the listener and get them to say, “How do you do that?”  If asked, give your 30 second answer and then talk about the results your customers receive in the form of a short success story. Rehearse, not so that it sounds scripted, so that it sounds great. The more often you say it, the more concise and powerful it will become. Stating the name of your company and your title is not enough.

You need to say something that helps people understand what you do and engage them.

Instead of “Hi, I am Ben from ABC Bank, I am a business banker” say something like, “ Hi, I am Ben from ABC Bank, I make it easy for small businesses to do their banking.”

Here is an example of a short success story:

“I recently worked with a company that had a great product but couldn’t get the sales they needed to make a profit. After interviewing their salespeople I put together a sales training course that gave their salespeople the skills they needed and within 3 weeks their sales increased by 20%.”

Zita Gustin has some great insight for business networking as well, see her article “Zita’s Top 10 Networking Tips for Savvy Networkers” here.

Your goal when networking is to build relationships.

Don’t pitch your business. Don’t even mention your business unless you are asked. When you approach someone, make conversation by asking questions about them and their business. Ask good questions and listen. Find something you have in common. If you are shy or not sure how to start a conversation you can always ask some of the following questions to get you started.

• “Have you attended these meetings before?”
• “I am new to this group, what do you like about belonging?”
• “How long have you been a member? What are some of the benefits you utilize?”
• “Tell me about your business? What do you enjoy most about it?”
• “Are you from here? Have you lived here long?”

• “Hi, it is my first time at this event and I don’t know anyone, would you save me by talking to me?”

If you’d like to get started, look at some local organizations and see when they meet, or see our list of upcoming events here.

Should I have to answer this? I can’t tell you how many times I’ve been at networking events and asked someone for their card and can’t believe my ears when they say, “I didn’t bring any,” or “I am out.”

Always have plenty of business cards handy.

Keep extras in your car, briefcase, purse, pockets and anywhere else you can think of – refill after every networking event. It also pays to have a pen handy to write notes on the cards you collect. This can make all the difference in the world. If you tell someone you will follow up with them by sending them information on your business, or promise to call tomorrow for a lunch date to discuss how your business can meet their specific needs, but you don’t write it down with their information YOU WILL FORGET.

The point of networking is to meet as many new people as possible.

If you do it right, you will not be able to remember (without notes) who you made plans with and those leads will be lost, along with your reputation.

Check our calendar for upcoming webinars on how to get connected!

Networking at a new event can be difficult to do on your own.

Try contacting a member you know in advance and asking them to walk you around the room and introduce you. If you don’t know any members, call the president of the organization and let her know that you’d like to attend as someone’s guest. Call that person in advance to get to know them, then ask her to introduce you to the members at the event. Is there someone who will be attending that you have been trying to meet? Ask specifically to be introduced to that person.

Often having someone else introduce you reduces your anxiety.

It helps if the person introducing you knows a little something about you so they can better direct your introductions during the event.  You should also be ready and willing to return the favor to your host at an event that you are familiar with that she may be interested in attending.

The law of reciprocity reigns in the networking field and can carry great influence when people think of you.

Shy? For more tips on how to overcome the anxiety and introduce yourself, check out this ‘oldie but goody’ article by Meredith Levinson on CIO.com: http://www.cio.com/article/164300/How_to_Network_12_Tips_for_Shy_People

What do you do when attending a networking event for the first time?

I would love to hear your stories about networking so, leave a comment and share your tips here!

Your company name tag;

You should be proud to be a walking advertisement for your business!

Confidence;

It speaks louder than words and leaves a fantastic first impression so wear something comfortable that makes you feel like a million bucks. If you look great, you will feel great and be more comfortable meeting new people. Don’t overlook this important detail – first impressions are important.

• Usually, a nice logo shirt with dress slacks or a skirt is appropriate.  A dress or suit may be appropriate for some events.

If you don’t know what the dress code is for the event, contact the event coordinator and inquire.

Ladies, you may want to wear something with pockets so you can keep your business cards and a pen handy. You don’t want to waste valuable networking time digging in your purse.

If you have tips or stories you would like to share, I would love to hear them, email me at: info@aliceheiman.com .

Tonight’s BizTalk Blender was another huge success. With over 100 peole in attendance there were lots of new people to meet.  Many thanks to our hosts at Regus, the international office suites company.  They have a beautiful location in Reno.  Our sponsors did a fabulous job. Many thanks to DigiPrint for the wine and thanks to our other sponsors Strategic Essentials, Treehouse Associates, Laughlin Associates, H2O at Home, and Macorama.

We had our great camera crew from IMed.  If you need great video, call Andy www.imed-design.com. It was great fun capturing testimonials on video tonight.  People report that the BIzTalk Blender is their favorite business networking event because there is no speaker and no sitting.  They just get to move about and meet lots of people to do business with and refer business to.  We heard several success stories this evening of people who met at the BizTalk Blender and are now doing business together.

Our next BizTalk Blender is on June 11th at Pacific States on Longley Lane.  You won’t want to miss it.

For more information on the BizTalk Blender go to www.biztalkblender.com

P.S.  I leave on Sunday for Washington DC to attend the US Chamber Conference http://bit.ly/8uyTL to launch the BizTalk Blender nationally.  Wish me luck.

Just a quick note to let everyone know the sponsorship slots are FULL for the March 18th BizTalk Blender being hosted by Digiprint.  Thanks everyone for your continued support!

We are currently accepting sponsors for the next BizTalk Blender which will be held March 18, 2009 at Digiprint.  We only allow 5 sponsors at each event.  We currently have sponsorship availability for 3 more sponsors.  If you are interested please comment below or use our Contact form and we will provide you with the details of sponsoring.

Thanks everyone for your support.