Ask yourself who is better at networking: the Extrovert or the Introvert?
Your first response might be the Extrovert. But then, on reflection, you might reconsider that conclusion. That is because networking is not about how many people you meet, but about connecting and listening… It is not about ‘working’a (chat) room and collecting business cards or LinkedIn contacts, it is about creating links forged over time, and who better to listen and nurture these contacts than an Introvert?
In fact, the work of a good “networker” starts before the event itself. For the purpose of this article, we will refer to the good networker as ‘they’, ‘their’ to avoid any sexism.
Before:
- Whenever possible, the Successful Networker will get the list of attendees and speakers prior to the meeting and make contact- via LinkedIn, say, - with those who are of primary interest. … They prepare their connection on the day with a message such as: ‘Looking forward to meeting you on ….. at ……’, and even in some cases ‘I have been looking forward to meeting you to discuss ….’
During:
That way, when they do meet with this new connection, everyone is prepared.
- When the Good Networker meets someone new, they will ask them what they do and LISTEN to their reply. After all, fellow delegates are not there to buy your products; they are there to promote their own business. So, start building a relationship and mutual trust.
- The Successful Networker will then enquire how they might be of assistance and will make note of the delegate’s interests and hobbies, as well as the name of their PA/Secretary – remembering that the PA/Secretary often holds the keys to the boss’ door! These notes will often be entered or transferred to their Contacts Book. Think for a moment here: how many people do you meet for the first time in a given year? 20?30?100? or more. The Successful Networker will enter in their notes: the date and name of the event where they met as well as any particular salient details (ie avid Chelsea FC supporter; Pavarotti fan; F1 fanatic).
Because the Successful Networker wishes to be remembered, they might also use humour to differentiate themselves from other attendees, but – above all – they will EXPLAIN their job rather than answering to a job title – for example: instead of “Hi I am a graphic designer”, they may say “Hi I help people and companies create their own memorable brand”.
After
- Most importantly, the Successful Networker will follow-up within 24 hours and suggest a second meeting where they might exchange business ideas. Have you thought of someone they would like to meet? Mention this as well. Your follow-up is even more crucial than the initial contact.
Phrases like ‘I would like to hear more about your business’, ‘I would like to see how I can help you’ are good openers, or ‘I wondered if I could have your advice on….’ Remember: people love being asked for their opinion.
Also, be sure to ‘connect’ with them on LinkedIn (and or appropriate industry Directory) with a note referring back to your original meeting.
They will also – and most importantly - stay in touch later in time by commenting on relevant market developments, flagging articles relating to that delegate’s industry, commenting on their company results, or even (say) the state of F1’s reputation after a certain incident.
In reality, the Successful Networker does not just make connections at conferences, or cocktails, as even social/non-work-related events can open new doors. Using their LISTENING techniques, they will continue to develop their connecting skills at the gym, on a plane or even at the races.
