You have arrived, dressed professionally, at a networking event, business cards in tow. You enter a packed room full of business professionals, each of whom is also wearing a name tag and carrying a pocketful of business cards. So where do you begin?
Many of us are guilty of showing up to networking events without a plan. We’re busy people and these events sneak up on the calendar. Our time as sales professionals is valuable, particularly to the company we represent, and going to a networking event without a goal or a plan can lead to time wasted–and missed opportunities.
Start by remembering this: You aren’t there to sell.
This might sound counter-intuitive, but your main objective in attending a networking event should never be to sell. Instead, focus on the following:
Before you arrive at the event, have a goal in mind for how many people you’d like to meet.We like to try to find 2-3 people who would be willing to take a phone call from us later and 2-3 people who may be good referral partners for our business.
Have conversations about people–not your business or your product.People love to talk about themselves, their hobbies, their families, their work. Ask open-ended questions that will break the ice and encourage conversation: What do you do for fun? Are you originally from this town? Do you come from a big family? Do you like to travel? Remember, again, you aren’t there to sell. You are there to have good conversations.
Make notes for follow-up–and remember to follow-up.During the event or immediately after, jot down notes about who you talked to and anyone you asked if you could call later on. Send notes after the event to individuals you met or take the opportunity to connect with them on LinkedIn while your name and what you look like are fresh in their minds.
Put these strategies into action at the next networking event you host or attend on behalf of your company.
