asking questions

Working the Room: Network for Success

by Alice Heiman on March 10, 2012

Frequently I walk into “networking” events and see the following: people registering, walking into the meeting room, finding their friends or co-workers, sitting down, and starting to eat. They chat with the people they know and then listen to the speaker.  When the speaker finishes, the raffle prizes are given, and people leave.

Though they are advertised as networking events, they are not.  “Meet and eats” are extremely common.   Professional and service organizations have them frequently.

The purpose of the event is to prompt members to get to know  each other, conduct the business of the group, and hear an informational speaker.  The “get to know each other” part is the area that needs work.  Some people may attend these “meet and eats”  for years and never meet any one new.  They are not building relationships that could lead to referrals and direct business.

In last week’s article  ”Pre-event Preparation”  I talked about five, pre-networking event steps to ensure you will be prepared to build relationships.  Now, here are four simple steps to turn a networking event from social hour with friends into a successful evening of drumming up new sales and business partners:

• If you’ve been there before, make it a point to meet all of the people in the room that you don’t know

Don’t just talk with your friends and coworkers.  Say “hi” and keep moving.  Try to meet at least 3 people you have never met before.  If you are shy or are uncomfortable doing this ask the membership person or one of the board members to introduce you to people.

• When you approach someone, make conversation by asking questions about them and their business

Don’t pitch your business.  Don’t even mention your business unless you are asked. Ask good questions and listen.  Find something you have in common.  If you are shy or not sure how to start a conversation prepare a list of general questions to get you started.

• Have plenty of business cards with you

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 cards handy. Keep extras in your car, briefcase, purse, pockets and anywhere else you can think of. Have a pen handy to write notes on the cards you collect.

• Help others with referrals

When you are ready to end your conversation you can say something like, “It’s been great getting to know you a bit, tell me what type of referrals are you looking for?” Once they have told you, say something like, “I’ll keep that in mind.”  Get their business card and give them yours if they ask.  While giving them your card, if they haven’t asked you it is okay to say something brief about your business and the type of referrals you are looking for, say “I help companies increase sales and I am always interested in CEOs who would like to discuss that.”  Keep it brief.

If you felt a connection with the person, suggest a meeting in the next week over coffee or lunch and be sure to follow up once you get back to your office.

Remember when you are networking you are not selling.  You are looking for people you can do business with, collaborate with and develop into a referral source.

For more on networking read my most recent article in Connect and my related articles or go to my website and request my free e-book Connecting Your Way To New Business.

 Related articles

Enhanced by Zemanta

{ 0 comments }

I’d like to get to know you but . . .

by Alice Heiman on February 20, 2012

I am always telling business owners and salespeople to get out and network but so many of them don’t follow my advice.  There are many reasons but one of the biggest hurdles is approaching someone you don’t know; it’s a lot like cold-calling which most people hate.  Even me, as outgoing as I am, sometimes find it difficult to walk up to a group of people I don’t know and try to get into the conversation.  But what’s the point of networking if I go to a networking event and only talk to the people I already know?  Granted, it might remind them to use my services if needed but  to continue to expand my business  I need to meet people new people as well.

So how do you walk up to a perfect stranger and strike up a conversation that could lead to sales?  The first thing is don’t think about sales.  Don’t think about yourself.  Think about getting to know the other person.  When I am at a large networking event, I always look for people standing alone; I figure they are an easy target because they aren’t integrated and may be feeling left out. They are usually grateful that someone approached them.  I use my smile – one of my best assets – and catch their eye and walk over.  Of course I extend my hand and say hi.  I usually ask if they are a member of the organization or if they have been to the event before and then follow the line of conversation based on their answer.  I keep the person engaged by asking questions about the organization, the event, the speaker and when appropriate I will ask them questions about themselves and their work. As long as I am asking and they are answering, I have their attention.  As I wind the conversation down, so that I can have the chance to meet a few more people, I ask for their card and offer mine and if I will be following up I let them know by saying something like, “I’ll give you a call so we can arrange a time to grab a cup of coffee.”  It’s not so hard but for me but for someone more introverted this can be a challenge.

What I find harder is approaching a group that is talking. But at some events everyone is standing around talking to the people they already know.  If I am going to meet someone, I have to approach a group.  I usually look for a smaller group of 3 or 4 and again, use my smile to catch someone’s eye and start walking toward them.  If I can’t catch an eye, I try another group.  When I get close, the group will usually expand to let me in and if they don’t immediately greet me, I just listen and get involved in their conversation, never talking about myself, always joining in on the topic and when the appropriate time comes, I thank them for letting me squeeze in on the conversation and introduce myself.  Trust me, I know this isn’t easy for many people and that is why I prefer  attending structured networking events like the BizTalk Blender, so that I am in a comfortable setting that guarantees I will meet new people that I can do business with, collaborate with or develop into a referral source.  If you are not in Reno, you can bring the BizTalk Blender to your business community or look for other structured networking events to attend.

Here’s a short video from www.candogo. com on approaching someone at a networking event.

{ 0 comments }

It’s Not What or How, It’s Why

May 7, 2011

It’s not what we do or how we do it but why that differentiates us. Today I was on the radio show Bosma on Business. Mike asked us what’s the number one thing that will increase sales? I agreed with all the answers they gave as things that will help you increase sales but in [...]

Read the full article →

If People Need What you Have They Buy It.

May 12, 2009

If people need what you have they ask if they can buy it.  It is very simple.  The only way to know if someone needs what you have is to ask good questions and listen.  If you do this you will know whether you are developing a relationship that will turn into a sale.  Then [...]

Read the full article →