Picture this- you leave your office and drive across town. You park you car and enter a large building. Once inside, you meet a friendly person to whom you give a small amount of money. In exchange she hands you something to attach to the lapel of your suit and she sends you around the corner. As you turn the corner, you enter a huge room full of strangers. Some are clustered in small groups, talking secretively. Others are standing along the perimeter, clutching drinks nervously. You stand stock still in the doorway, completely unsure what to do next.
Welcome to most salespeople’s version of networking. While most salespeople know that networking is an essential part of growing their businesses, many aren’t sure how to go about it. Here are some tips to make networking a profitable part of your prospecting repertoire.
Every handshake counts- the first impression many people have of you is your handshake so make sure you have a good one. “Good” in this case means not too firm- no one likes a bone-crusher- and not too wimpy- the “wet dishrag” is creepy. If you’re not sure what others think of your handshake, find some friends and practice. It will do you all a world of good.
Time is of the essence- as salespeople we are very busy people and networking can be quite time-consuming. One of the best ways to maximize your time is to set a goal for each event and leave when it is accomplished. Typically at networking events we get sidetracked talking to people we know well and we never get around to meeting new people. Set a goal of meeting five new people and then head off to another event. You can often get to several events in one evening and make each one a good use of your time.
One hand free at all times- in order to kill two birds with one stone many of us take advantage of the snacks and drinks available at most events. This might be a good time-saver but be sure you always have one free hand when circulating around the room. You never know when you’ll get to shake hands with the most important person there or need to retrieve a business card from your pocket and you don’t want to be juggling a plate and wine glass at the same time. Remember, you’re there to meet and greet, not eat.
Nametags on the right- this might seem like a silly little rule, but it can make a huge difference. When we meet someone new and extend our right hand to shake, their eyes move to the connecting hands (to make sure they don’t miss) and then travel up our right arm to our right shoulder. If your nametag is there it is makes it easy for them to see, and remember, your name.
Profit pockets- one of the keys to networking is to be very organized. Before the event make sure you are wearing a jacket that has two available pockets. In your right pocket, place five clean business cards (keep at least 40 more in the glove compartment of your car, just in case). In your left pocket place, the smallest pen you can find. During the event you will always know to find your cards in your right pocket. When you are out of cards, you’ve met your five people. Always place the cards you receive in your left pocket. After you get two or three cards, head to a quiet corner or the restroom and use your little pen to jot notes about your conversation with each new contact. After the event you’ll have a great record to use for your follow up notes.
A guest always says thank you- if someone invited you to a dinner party, you would, of course, send a thank you note afterwards. The same goes for networking events. Make sure you send the organizer of the event a short, handwritten note of appreciation. You’ll guarantee yourself an invitation to the next event! And while you’re writing, don’t forget to send notes to the new contacts you’ve made. You’ll be much more memorable than those who just email.
Follow these simple rules and you’ll set yourself apart from the rest of the crowd and bring profit and ease to your next networking event.
Laura Posey
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