Busy People Networking Strategies to Work a Room
on Tuesday, May 5, 2009A recent teleclass on “Networking that Produces Results Every Time” produced questions that I rarely get a chance to address except in a workshop or coaching session. Here are some of the questions that came up. Here are my thoughts…feel free to add your own comments!
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How many people do you talk to at an event. Say there are 40 attendees (like a WEO meeting), how many new people do you speak to? On average, how long do you speak to each person?
My philosophy is that networking is about quality not quantity. Time is still of the essence but collecting a handful of cards that have no meaningful connection is not the goal.
- I set a goal to make 3 quality connections at every event. I go prepared to ask questions that will help me create one of six potential successful outcomes. (See blog post “Networking that Produces Results Every Time” )
- I plan to speak to each person 3-5 minutes and ask intelligent directed questions that will determine the next course of action
- I follow up with those 3 people. I may meet more and hope to have significant conversation. Depending on your business goal, you will determine what is significant for you.
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What are some nice ways to disengage and move on?
- If you’ve ever been stuck with a person who is self-promoting, selling you something, or in general, new to networking, this is your opportunity to model how good networking is done. Some techniques that have been successful for me are…
a.) I will ask (I may have to tactfully interuppt) who they would like to meet at the event and see if I can make an introduction.
b.) If they are in heavy “sales” mode, I will interuppt and gracefully let them know I am probably not a prospect for them. Since I know they are at the event to network I will let them mingle with other folks.
- If you’ve ever been stuck with a person who is self-promoting, selling you something, or in general, new to networking, this is your opportunity to model how good networking is done. Some techniques that have been successful for me are…
We’ve all be stuck in uncomfortable situations networking. My fellow networkers, what are some of your suggestions?
To your success!
Kathie Nelson
http://www.KathieNelson.com
When working a room, remember that most people’s favorite subject to talk about is themselves. Rather than focusing on the three things you want to impart to a new contact, focus on the three things you want to know about the other person. Good starting points are:
• What do you do?
• Why do you do it?
• What differentiates you from your competition?
If you approach a new contact in the role of “active listener” rather than “networker,” you have a much better chance of establishing rapport. People who seek counsel are much more approachable than people who seek to give counsel.