In Your Face!
Online networking works, but relationships are the most important part of the process. Using the Internet to exchange ideas, share knowledge and increase visibility will only become more essential in the coming years. Online networking is really catching on in business and professional circles. However, face-to-face networking isn’t going away, but is augmented by its online brethren.
A key point to remember, face-to-face networking groups continue to expand. The huge growth of BNI (Business Network International (http://www.bni.com/) bears this out. Since the Internet first became popular in the mid 1990s, BNI has experienced more than a 1,000 percent growth rate. This stat tells you that its here to stay.
Technology in this case is meant to provide opportunities to improve your networking efforts–not replace them. People who understand this will use technology effectively to enhance relationships and make their network reach expand dramatically.
How to handle large crowds of people where you know No One!
Sooner or later in your business career you have to attend an event where you don’t know anyone, but you have to trade business cards and carry referrals. Remember, the goal is to collect a business card and follow up at some point with this person for a sales/business opportunity. Also you want to make enough of an impact that this person will recommend you in their circle.
Let us say you are at your local Chamber of Commerce, your industry conference, or other large organization where you need to connect with people but obviously you can’t do that with 300 or 400 people. The first tip is “chunk it down”. There are several hundred people there but they are mainly in groups of 2-5.
Be strategic. Make sure you are clear why you are attending, what you want to get out of it, and most importantly what are the other attendees there for? Second, practice how you will incorporate yourself into a group while there. In other words have an opening line.
For example, state your FULL NAME and your company. Come up with several benefits and try them out one at a time. For example I have been successful using “I am with an Internet company that specializes in partnering with media companies to use search to drive more online revenue.” Not exceptionally creative but straight to the point in a room full of online publishers.
If you see someone alone approach them. It is very likely they will be relieved that someone did. Remember, face-to-face connections take a lot of time and effort so decide which will be ongoing personal versus electronic. More on this point later.
Two Heads are Better Than One
Practice ahead of time. Be on the same page and understand what each other’s opening pitch is. Also stand in an “open position” with the other person. Don’t close others off. Stand and talk to the other person, but face the room and not each other. This way it’s an invitation to speak with someone who comes up or who is alone with no one to speak with.
Please Don’t Snub Me
None of us wants to be snubbed but unfortunately sooner or later we all are and we need to go on from it. Luckily enough professional people are rarely rude to others for the simple reason it is not good business to gain that reputation.
When networking in business or in your personal life take the high road and simply excuse yourself and tell them to have a good day.
Must Do’s and Must Have’s
Always have enough business cards. Don’t go running around just thrusting cards at people. It is considered rude and bad form at best. Have a conversation before EXCHANGING cards. If they don’t have one, write down their email and phone.
Make note on the back of their card why you are getting back to them.
Invest in your own name tag if you are attending a number of functions frequently. This way your name and company is clearly visible and spelled correctly. You can purchase a name tag at Staples (http://www.staples.com/).
On the follow-up remember that you will have to remind them who you are, where you met, and why you are following up with them.
Don’t forget if you are connected with someone by a third party or referred by another person to thank the connector via personal touch (phone call, card, etc).
Referrals are and will be, for the foreseeable future, all about relationships. Whether they are relationships built online or face-to-face, they will still involve relationships. People refer people they know and trust. They will not regularly refer someone just because he or she is listed on a website. That’s called advertising, not networking.
Part II will be online networking. Who to use and why. How and when to use LinkedIn, Facebook, Twitter, etc.
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