“If you work hard in training, the fight is easy.” – Manny Pacquiao
Manny Pacquiao is one of the most accomplished boxers in history. His career is especially remarkable because he moved through an enormous range of weight classes while continuing to win at the championship level. Some of his biggest accomplishments include being the only eight-division world boxing champion in history and being the first boxer to win the lineal championship in five different weight divisions. Pacman’s training camps were famous for intense conditioning, roadwork, sparring, repetition and preparation.
Networking may not be boxing, but the work you do before an event, conference, mixer, meeting, or presentation makes what happens when you enter the room a whole lot easier.
The last thing you want to do is just show up. No plan. No strategy. No idea who will be there. And no thought about what you’re going to say when someone asks, “So, what do you do?”
If networking is supposed to help you develop relationships that lead to more business, shouldn’t you prepare for it like any other important business activity?
Here are five ways to prepare for your next networking event!
Know Why You’re Going
Networking is about meeting people relevant to your business so you can learn from them and help them. “I’m going to network” is not a goal. Before attending an event, decide what you want to accomplish. Maybe you want to meet three new people that are in a specific profession or represent a local community. Your goal doesn’t need to be complicated. It just needs to exist. When you know why you’re going, you’ll spend your time much more intentionally.
Connect with the Coordinators
Or the Board, Committee, big cigars, whatever. If you can schedule time (ahead of time!) with a coordinator or someone large and in charge, you’ll feel more confident and prepared when you arrive at the event. You can learn who will be there and how you can make the most impact. In fact, you can even share your goals when you meet so they can help you best prepare. Then, when you arrive, you will have friends that can help introduce you!
Do your homework on social media. Once you learn who will be at an event or meeting, you can start to do some homework about who they are, what they do, and who they’re connected to. A quick look at someone’s LinkedIn profile might reveal a mutual connection, shared interest, recent accomplishment, or other natural conversation starters. Walking up to someone and saying, “I noticed we both know Susan Smith” is a much stronger opening than, “So…what do you do?” Even better, connect with them ahead of time and initiative a meeting as appropriate.
Prepare Your Introduction
Eventually, someone is going to ask what you do. It’s not the best question in the world but on some level, it will have to be asked. Your response shouldn’t sound like you memorized your company’s website. And it shouldn’t be a 90-second commercial that makes the other person regret asking. Keep it short, conversational, and focused on the people you help and the problems you solve. Be specific.
“As a financial advisor, I work primarily with doctors and dentists, helping them manage their investment strategies and establish a succession plan for their practices.”
Now there’s something to talk about. Remember, your introduction isn’t supposed to close a sale. It’s supposed to open a conversation.
Prepare Questions to Ask
Great networkers aren’t necessarily great talkers. They’re great conversationalists. There’s a difference. May I share a quick story? Did you catch the game over the weekend? What types of clients do you typically work with? How did you get into that business? What are you working on right now that you’re excited about? What would be a great introduction for you? The key is to be curious and genuinely interested in learning more so you establish how you can help one another.
Of course, it’s also important to have a follow-up plan. Networking doesn’t end when the event ends. In many ways, that’s when networking begins! Don’t wait two weeks. Follow up within 24 hours, the next business day, or when you both agreed to reconnect.
Preparation is everything! Successful networking isn’t about collecting the most business cards, shaking the most hands, or working the room harder than everyone else. It’s about developing the right relationships. And relationships are much easier to start when you’ve done your homework.
Before your next networking event, don’t just grab your business cards and head out the door. Use these tips and be prepared for your next fight.
Pow!
