Tip 1: The Best Plan
Honestly, when I attend networking events, my best plan is to not have a plan. My thought process is that I am not looking to sell anybody or meet any one person in particular. I attend to meet new, fun, interesting people who share the same interests that I do. After introductions and conversation, it is up to both participating parties to subliminally decide if it's a relationship we would both like to pursue.
Tip 2: Divide the room
In my experience with open networking sessions you can literally divide the room into quadrants. The first quadrant is where the "serious" networking happens. Basically it's filled with a few good prospects. To me, this is a treacherous arena to compete in as a newbie to the networking group. There is usually always someone talking to your qualified prospect. I prefer to not go to networking events where you pinpoint a particular prospect. The fun in networking lies in the fact that anyone could be a potential client, advocate, user, buyer, or at the least, know someone within their company or within the networking group. Is there a way to join the conversation without appearing overbearing? (Not to mention that you don't want to come off as being a stocker). Relax; this arena is for those who already have made contacts within the networking organization.
What you can do (Three Tips):
- Become more familiar with the networking organization. As you continue to continually attend these events, you will, through osmosis, build relationships with others who have previously established relationships with your prospect.
- Find a "Stoic Member". Maybe consider introducing yourself to a member that has strong ties to the networking organization and introducing yourself to them before the event. Make it a game to find that particular person within the group. Once you've found them and have had some conversation, if they like you, they'll be your best advocate and open up more doors.
- Telemarket beforehand. If you know you will be attending a particular event that your prospects may be attending, call them a few days beforehand and ask if they'll be in attendance. If they are, introduce yourself over the phone and communicate to them that you'd like to introduce yourself in person at the event. Usually the prospect will think this to be a terrific idea. (Even if you don't connect with your prospect at the event, call them a couple days afterwards and see if they have some time to meet face to face or if they will be attending any future events).
The second quadrant: The Food table. I have to say, that when there's food available at a networking event, that's always a good way to meet people and prospects. Who forgoes free food at a networking event? Answer, NO ONE! Me personally, I was born with what my mother calls a "hollow leg". Basically, I can put on a clinic at any buffet within driving distance and still have room for ice cream on the ride home. This is the blessing and curse that I must live with. During networking events, I have to try hard to pump the breaks. So be cautious: don't overindulge.
Enough about me, the food area is ALWAYS a great area to meet others. It's weird, but during serious networking events (usually there is never a chair to sit down, however there is usually a few high top pub tables), there are never enough pub tables. It makes it really easy for others to join you at your pub table you occupy or for you to join others at their tables. Usually this is an easy transition by offering a quick witted joke or anecdotal quip to break the ice and get to the ever present question, "so what do you do for a living (name)?" Just an idea, stay away from any food that is green. I once had an entire conversation with a prospect with some serious basil pesto and asparagus stuck in my front uppers...I found out later that my prospect hadn't heard a word I said, as all they could do was focus on my green-sewer smile (ouch).
The third quadrant: The Bar. If you're a 22 year old college student trapped in a 35 year old body, this is not the time and or place to go crazy with the free cocktails. And no, the bartender does not stock his bar with a beer bong (I've asked). This is one of my favorite spots at networking events to strike up conversations. It's not as difficult as the first quadrant or where the serious networking happens. Usually at the bar, it's not too crowded and people's defenses are down. And to be honest the alcohol can minimize the nervousness within this group. The people who are hanging around the bar psychologically feel the need to have something in their hands. And if their speaking with others and are still nervous (or want to exit a conversation), they will drink faster in order to excuse themselves from the conversation. Personally, I use humor at the bar to start conversations. I am an animated conversationalist and people notice, which in turn makes them want to talk to me.
Tip 3: Initiate Conversation and Conversation Topics
Experience dictates that these topics are allowed:
What you do for a living?
What brings you to the event?
Current Events (yes, you need to free yourself from reality TV and watch a little CNN/local news)
Kids
Sports (always a favorite)
Not allowed:
Religion
Views on sexual orientation
Politics (if you are a staunch republican/democrat...we don't want to hear pro-(your party)
Current events may have negative repercussions. (i.e. same sex marriages, poverty, etc.)
It is important that everyone has a different style. It is up to you based on who you are on how you go about managing this conversation. And yes I said managing as it takes two to make a conversation...no one likes to be led. Leading leads to uneasy pauses and long breaks in conversations.
Tip 4: Use Humor
Humor can help break down defensive conversationalists. Most often times it helps; however on some occasions it can seriously hinder a conversation with a prospect. If you constantly are being "the funny guy", you may lose (in your prospect's mind) any professionalism. And even sometimes, prospect's perceptions may give way to you being classified as the class clown.
Tip 5: Be Multidimensional
When participating in a conversation with a prospect, it does not have to be 100% business. A good conversationalist and networker will mix some business with other topics like family, interests, and other social aspects. And of course, this is a conversation, not a sales pitch or even a professional relationship yet. The talk to listen ratio should be 50/50, as opposed to 30/70 when engaged in sales to client professional meeting.
I hope this excerpt through this blog helps you become more acclimated to the functionality of the networking process. We as humans are very social beings. If you're planning on attending your first or 100th networking event, this guide may assist you to plan your time wisely. Remember: not everybody needs to be a prospect; you are merely looking to build relationships that will inevitably lead to introductions to others' circle of influences. Happy Networking!
SalesBoogie
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