I recently was invited to speak at an event on behalf of Walden Businesses, Inc. about Knock Out Networking.
The audience was made up of financial advisors, M&A advisors, attorneys, CPAs, insurance agents, and other trusted advisor types.
One of the highlights was a discussion about the four phases or “tools” of business networking. I’ve been sharing these ideas for years.
But this time, for the very first time, as I introduced the topic, I couldn’t help but think of the movie Moneyball. You might recall the scene when a baseball scout discusses a five-tool baseball player (above average talent in hitting for average, power, base running and speed, throwing, fielding). The scout points out that most young players have three-tools and are looking to develop a fourth. The main character Billy Beane had all five-tools, hence the term five-tool player.
It’s the same thing when it comes to #businessnetworking – most networkers (even good ones!) have one-tool, maybe two.
Do you have all four?
Preparation
If you can get a list of attendees, great. Contact those most important to you and invite them to meet ahead of time, virtually, if possible. (Think, easy!) If you select three or four contacts at a time and set up group meetings that make sense for everyone, you will be a hero. Then when you get to the event, you’ll already have friends there! Also, consider preparing ice breakers, questions you might ask, how you’ll talk about yourself, goals, and of course, what you will wear.
Knock Out tip: Connect with the event organizers and offer to be of assistance – they may know everyone!
Presentation
This is what you do and say at the event. Introducing yourself, asking questions, listening, introducing others, generating introductions, exiting conversations, and discussing how you might be able to help one another. Bring index cards to take notes.
Knock Out tip: Introduce yourself to the greeters at the registration table and ask to be introduced to those you want to meet. If you did your preparation, you may already know them!
Follow Up
After the event, reconnect with the most important contacts, and those that gave off the best vibe. Best to follow up within 24 hours, the next business day, or whenever you may have discussed next steps. That is, if you discussed next steps.
Knock Out tip: Establish the terms of “follow up” in the presentation phase.
Maintenance
Staying in touch (beyond social media and email blasts) is the tool least practiced. Managing specific lists (do your new contacts make the list?) and having a system for developing those relationships is so important. How many contacts do you have in your phone, database, or LinkedIn? Thousands? You really only need to focus on hundreds in most cases.
Knock Out tip: Invite your most important referral sources to events you will be attending.
WHAT BUSINESS NETWORKING TOOL WILL YOU SHARPEN? 🥊
