I just had the pleasure of leading a LIVE networking event in Atlanta c/o THE Networking Group or TNG! I must mention the LIVE thing since many of our events are virtual, except for the ones that aren’t.
Our attendees were made up of financial advisors, M&A bankers, attorneys, CPAs, insurance agents, coaches, consultants, commercial bankers, (candlestick makers), and other trusted advisor types.
I’m often asked how to make the most of networking events, LIVE or virtual. We often forget about the follow up emails and the stack of business cards in a snarl of rubberbands that accumulate at our desks.
I digress.
Here are four approaches to #businessnetworking that may help you get a bit more organized while making the most of your next cocktail party, golf outing, association meeting, conference, convention, trade show, product show, chamber mixer, or networking event.
PREPARATION
If you can get a list of registrants, 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. Remember, focus on how you can help each other! 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 again, discussing how you might be able to help one another. Bring index cards to take notes – don’t use your phone. 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
The FU! 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, 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 only need to focus on a select few in most cases depending on your goals and target market. Knock Out tip: Invite your most important prospects, clients, colleagues, and referral sources to events you will be attending.
