What do I do at Networking Events?
Do networking events make you nervous? Don’t worry – you are not the only one. The good news is you are most definitely over thinking it. Let’s break it down so you can feel confident make the most of networking opportunities.
So what is a networking event? Any event where there are people gathering is an opportunity to network. Sometimes this may be at an event, such as a presentation or a performance, that includes some networking before or after. Other times it may be an event specifically for the purpose of networking.
We are going to talk about business events here, where everyone there is there for work for one reason or another. This is good context, because if you are at a business event – people are ready and expecting to have conversations about what they do. They are also wanting to meet other people and learn about what they do – so there is no need to feel nervous about the idea of sharing what you do with people. That is why they are there!
Your Goal at a Networking Event
Your goal at a networking event is not to try and close a deal. It is to connect with people, and for those that are a good prospect for you, aim to book in a meeting with them. That is all. Don’t try and marry them on the first date.
Introduce Yourself
At a business event, it is perfectly acceptable to walk up to someone and introduce yourself. Simply pick someone, walk up to them, and say “Hi, I’m …”. No one is going to think this is weird.
Sales is a Conversation
That is the most important thing to remember. So we are not arriving at a networking event ready to talk ‘at’ people. We want to engage in conversations. Conversations are two-way – and involve us connecting and learning about the other person, as well as having the opportunity to share our own experience.
Start with a question.
Everyone is there to learn and connect, so keep it simple. Ask them: ‘What do you do?’ It sounds obvious, but that is all you need to get the conversation going. Make sure you listen to their response and that you are not just thinking about what you want to say. You may ask a follow-up question and drill down a little more – be interested and show that you are interested. Even if they are not a target customer for you, you never know what can come out of a conversation.
Have One Sentence Ready to Go
The natural thing that will likely then happen, is that they will ask what you do. Be ready with one or two sentences explaining what you do. This is not a ‘pitch’ – there are times and places for pitching – this is not it. You are in a conversation. In a conversation we don’t talk at people with 30 second spiels. We provide a little information, then it is their turn to talk.
So keep it to one or two sentences. Use simple language. Ideally, this sentence should talk to the problem you solve, rather than the ‘what’ you do. For example, I would say something like:
“I help early-stage founders know how to sell to business,” rather than; “I run B2B sales courses.”
But remember – this is not a test. You are not trying to script the perfect sentence – you are having a conversation. Just talk in simple language that makes sense – don’t try and get fancy with scripting.
Keep the Conversation Going
They may then ask you some more questions about what you do, and you will have a chance to provide more information.
However, one of the best ways to keep the conversation going where you want it to go, is through questions. I recommend having two or three questions handy that you can ask, that will stimulate a conversation about your area of expertise. So I might ask questions like:
Who are you target customers?
How do you go about finding new customers?
Did you do any selling before you started your business?
How are you finding sales going in the current economic climate? A bit slow?
When they answer, you can comment and it should start to flow as a natural conversation. The idea is to get them talking and to keep the conversation going. As you get more practiced, you will hear quickly if they have challenges you can solve, and you can drill down on those. You will probably also have a couple of key things you would like them to know about you. Once you get into the natural flow of a conversation, you can drop these in.
The Ask
If the conversation is going well, we want to book in a meeting with them to keep that conversation going. All you need to do is simply ask for a meeting. You may say something like:
“It would be great to connect on this further, would you have time next week?”
Then you get out your phone, get their contact details, and book it in your diaries. You really want to book the meeting then and there if you can.
If they push back a bit, at least make sure you get their contact details or connect with them on LinkedIn as a minimum.
The Follow Up
The most important part. Have you ever done that thing where you have been to an event and made heaps of good contacts, then nothing happened? We’ve all been there. It is really important to follow up the very next day. If you have connected on LinkedIn, send them a personal message referencing your conversation. If you booked a meeting, drop them a note to say you are looking forward to it and confirm any details for the meeting.
When we keep it simple, networking can be fun. Even if you are more of an introvert, once you have a plan of what to do, it will get easier every time. So get out there and have a go!
Want to keep learning?
Join the Free Webinar Friday 23 Aug
