Mastering the art of networking

As publishing in The Business Channel - May 2011

It’s a scary thought to walk into a room of other professionals with the sole intention on making useful business contacts. In fact, many people try, and fail, at this essential business skill.

New marketing tools and gadgets are popping up everyday promising global domination for your business, but seriously – are they really hitting the targets you need? Embracing new technology is important, but don’t forget to continue with the tried and tested methods such as face-to face networking.

The old adage ‘it’s not what you know but who you know’ holds exceptionally true in NZ – after all, wouldn’t you rather use a plumber recommended by a friend than one advertised in the newspaper?

Networking isn’t as scary as it seems; you don’t need special equipment or any special super powers, you simply need to relax and do what you learned as a toddler – good old fashioned talking.

By following these ten useful tips you too can master the art of networking and transform idle chit chat into useful business connections.

Firstly, not all networking is done at formal events. Opportunities can take many guises from structured business events through to more casual encounters in the office, supermarket or sports field. It’s up to you how you embrace these opportunities. You’d be surprised how many connections are made while standing on the sidelines of a rugby game or chatting with a stranger on a plane.
At a business event don’t just focus on people you know. It’s tempting and much easier to head straight for the person you know in the room, set up camp and never leave for the duration of the event. Make a special effort to move to people you haven’t met before. This is how you will establish more contacts. You can ask the person you know to introduce you to others in the room that they may know.
Ask questions to find some common ground and build a foundation for the conversation. Just be careful not to ask personal questions or to appear like a pub quiz master!
When breaking the ice (making a connection) avoid controversial topics like politics, religion and most importantly, sex
Make a genuine connection (areas of common interest) before promoting your business or product – you don’t want to subject complete strangers to a sales pitch as soon as you meet them!
It’s a good idea to prepare a 20 second “cocktail message” which describes your business, what you do and why you are unique in an interesting manner, ready for use at any time.
Be prepared to promote your business, if the right occasion presents itself – no matter where you are- and you could find yourself open to all sorts of possibilities.
Use every networking event as an opportunity to redefine your cocktail message; if you’re not getting through, keep changing what you say until it resonates both with you and with the person you’re speaking with.
Always carry business cards. If the conversation is going well and there is obviously a useful business connection; make sure you exchange business cards. Follow up within a few days to arrange a more structured business meeting.
Practice makes perfect! Sign up for specialist networking events or use social settings as an opportunity to practice turning small talk into business connections. Just remember, only steer the conversation towards business if it naturally progresses in that direction. Don’t force it!

Mastering the art of networking

As publishing in The Business Channel - May 2011

It’s a scary thought to walk into a room of other professionals with the sole intention on making useful business contacts. In fact, many people try, and fail, at this essential business skill.

The old adage ‘it’s not what you know but who you know’ holds exceptionally true in NZ – after all, wouldn’t you rather use a plumber recommended by a friend than one advertised in the newspaper?

Networking isn’t as scary as it seems; you don’t need special equipment or any special super powers, you simply need to relax and do what you learned as a toddler – good old fashioned talking.

By following these ten useful tips you too can master the art of networking and transform idle chit chat into useful business connections.

Ask questions to find some common ground and build a foundation for the conversation. Just be careful not to ask personal questions or to appear like a pub quiz master!

When breaking the ice (making a connection) avoid controversial topics like politics, religion and most importantly, sex

Make a genuine connection (areas of common interest) before promoting your business or product – you don’t want to subject complete strangers to a sales pitch as soon as you meet them!

It’s a good idea to prepare a 20 second “cocktail message” which describes your business, what you do and why you are unique in an interesting manner, ready for use at any time.

Be prepared to promote your business, if the right occasion presents itself – no matter where you are- and you could find yourself open to all sorts of possibilities.

Use every networking event as an opportunity to redefine your cocktail message; if you’re not getting through, keep changing what you say until it resonates both with you and with the person you’re speaking with.

Always carry business cards. If the conversation is going well and there is obviously a useful business connection; make sure you exchange business cards. Follow up within a few days to arrange a more structured business meeting.

Practice makes perfect! Sign up for specialist networking events or use social settings as an opportunity to practice turning small talk into business connections. Just remember, only steer the conversation towards business if it naturally progresses in that direction. Don’t force it!

At ATEED we run regular networking events including Speed Networking, the Business Excellence Network and business networking workshops. Sign up today