Build Your Business Network
Build Your Business Network One Event At A Time
Let’s say you’re anxiously thinking about the next business event coming up. You know you need to attend and you need to make new contacts and renew old ones while you’re there. If you’re the type of person who hangs out with the same clan at these events, you’re probably looking forward to it, but you’re already criticizing yourself for not venturing out to meet people who can help you.
There are two types of relationships you should keep in mind. There are those that will benefit you in the long term, especially if you decide to change companies or directions. And there are those that you need right away. Remember, all these relationships must be of benefit to both parties.
I’m guessing you’d like to have a script that will lead you through the steps you need to take. Look these steps over several times until they’re ingrained. Then go out, and do a good job of business networking—one step at a time.
1. Review your statement of what you do. It should be short and interesting. Think about enticing the other person to ask you how you do it.
2. Make a list of the people you’d like to meet who may be there. Put them in order of importance to you. Research the people—use the Internet—and note items of interest and questions you may have. Decide which ones may grow into long-term relationships.
3. Arrive early enough so you can take advantage of the business networking time.
4. Select a table that has a good view of the presentation. Save your seat and one extra one so you can invite someone to sit with you.
5. Find the event chairman and introduce yourself. Tell him what you do and ask him who he thinks you should meet. Then take a breath and say, “I’d appreciate it if you’d introduce me to X.”
6. At some point, sooner better than later, you must walk up to a group and introduce yourself. I prefer only briefly telling someone about what I do. I’d rather ask him about what he does and let the conversation flow on his part at first. Tossing out your card and talking nonstop about your business is too self-serving. Ask him what projects he’s looking forward to, etc. Ask him for his card. You want to be the one to email or phone with a “nice meeting you,” rather than waiting to see what happens on his part.
7. Next, you need to excuse yourself so you can meet someone else. Excuse yourself with, “I’ve enjoyed talking with you. I see someone I have to say hello to.”
8. If this is the opportunity of the day, invite the person to sit at your table.
9. At your table, stand up and shake hands with each person and introduce yourself. Also introduce them to your guest. You may also hand each person your business card.
10. Just before the event ends, make a note of one more person you’d like to meet and see where they’re sitting. Be ready to thank the people at your table as soon as the event ends and head over to that last contact.
Tip:
Don’t forget the follow-through. When you’re back in your office, or at least within the next 24 hours, thank your contacts via email. If a phone call is your best bet, mark a date on your calendar. For your long-term contacts, mark two or three dates on your calendar so you can stay in touch. Send information you think they’d appreciate.
Further Reading:
Podcast, by Nancy Clark, Powerful Body Language For Working Women: Women, Change Your Body Language, Change Your Message
Website, WomensMedia, by John L. Bennett, Success Through Personal Connections
Blog, Women’s Lunch Talk, Want To Cover Your Self-Doubt? —Use Words That Say, “I Can Do It!”
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