Networking to find new contacts, clients, business partners and ideas can feel like a mini-presentation. Most of the time you enter a room full of strangers and you have to find a way to introduce yourself, have an interesting conversation and build relationships in usually a very short time frame.
How can you prepare yourself to book results at business networking events? Take a look at the following 6 easy steps that will focus your intention before you attend a networking event so you can book the results you aim for.
1. Mental preparation
Before attending a networking event, ask yourself the following 3 questions:
Why am I attending?
Is it necessary that you attend or can a colleague do a better job perhaps because he or she has more connections in that field, with that group? Is the networking important for your business or has your customers profile changed over the years and you go because it has become a habit? Make a clear statement for yourself why you are attending. This is your first focus.
Who will be there?
Check the networking events participants list. Ask the organizers for an overview, they sometimes store it on their website. Go through the list and highlight a number of contacts that look promising. Depending on the time of the networking event you make a top 3, 5, 10 of contacts you wish to speak to. Now, keep in mind that less contacts is more. Better to spend 15 minutes with one guest than 5 minutes with 3 persons.
What do I want to achieve?
Knowing why you attend and who will be there, ask yourself: What results would I like to have after the event?. Perhaps you aim to find a big client who will invite you to show your new product, or you like to re-connect with business partners from the past, or you look for another career opportunity etc. The SMART model will work here: be Specific (find 3 new clients in Europe), make it Measurable (3 clients), is it Acceptable (these clients are not clashing with your existing marketing policy), is it Realistic (finding 10 new clients might be an over-optimistic target, 1 client might be too low) and check the Time frame (3 prospects in one hour is a target you can accomplish).
2. Physical preparation
Prepare by knowing what you will wear depending on the dress code and your companys policy. Have enough energy, talking to people can be tiring. Make sure you dont leave work or your home the last minute. Arrive early and relaxed. Drink water or juice and avoid alcohol, eat lightly.
3. Emotional preparation
Meeting strangers can make you nervous. Prepare by viewing the networking event as a social gathering where you will make new friends. You are there to share not to score. Focus emotionally on the other person: try to give them a good time. This will take the attention of yourself. Arrive in a good mood and full of enthusiasm.
4. Behavior
Prepare what you will do when you arrive, during the networking and when you say goodbye. What will you do when all people are talking to someone already?
How will you introduce yourself? What do you say when you like to end a conversation and move on?
Be aware that your mind might be an obstacle by judging other people or telling you that you are not succeeding. Be excited not fearful, be focused not obsessed, be curious not critical. How can you serve the other person best? Not only with your product but during the conversation as well: do you give the other person equal time to share his opinion, do you put someone at ease? Prepare to create a good time!
5. Write
Knowing what you would like to achieve at a networking event will keep you focused. To support your intention, you should write your goals and outcomes down in the present tense for example: The reception at the Holiday Inn brings me 5 valuable European contacts who are interested in my services and who I can support with my expertise. It is also a check list that you can use later to see if you managed to get the results you wanted. Look at your goal sheet regularly to prepare yourself for action.
6. Imagine
Now that you know how to prepare mentally, physically, emotionally and practically, it is time to use your imagination to get ready for the networking event. Professional athletes use their mind to mentally go over their performance. It has been common knowledge that the mind does not see the difference between the action in reality or in your imagination. See how you will enter the room, smiling at people, shaking hands of interesting new people. Feel your energy that is spreading around the room. Everyone wants to talk to you. Conversations are easy and you know when to leave and move on. See yourself back in the office with your great results. Networking is fun!
If you prepare on these 6 levels you are already taking the lead. Many participants at events do not prepare at all and are at loss what it is they want to get out of the hours they fill with chatting. You can make a difference by being focused, prepared and confident.
Let me know how you are getting on and if you need any help.
Marianne Korten runs a personal and professional development company Soul at Work in Amsterdam, The Netherlands. Corporate clients and individuals improve their conscious communication and creation skills through her expertise. Through coaching and training services clients gain greater self-confidence, balance, trust and skills to create the (business) life they want. Popular topics by demand are: public speaking skills, networking skills, career changes, mind-body-soul balance and finding your personal mission and vision. International companies and expatriates benefit from her background in the international meetings industry, of working with a variety of cultures and her personal skills as a certified coach, trainer, speaker and columnist. Sign up for her free E-Newsletter on: http://www.soul-at-work.com
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