Networking is not a new way to meet, it’s been around for decades, but it’s not for the faint of heart, there is some work involved. Originally face-to-face with a bunch of strangers in a room where one or two people would start to mingle and chat, like a high school dance there were a number of wallflowers. Some people would be handing out business cards, everybody was trying to convey what they do, who they are, and where they’re from. Some were only there to meet new people, others to make connections and then there was a misguided few who thought they were going to have a client jump out in front of them.
Whatever networking looked like to you all of that changed in 2020. Groups moved online, others were already there, and new ones popped up; the networking game changed.
For networking group attendees it was now about learning how to engage through a computer screen or phone. It was figuring out what to say, and how to say it. It didn’t matter if you had done networking long before 2020, there was an interesting transition.
Pros moved seamlessly from face to face, to face on screen. Others continue to struggle even months later as I’ve seen at many networking events that I’ve attended recently. Towards the beginning of 2020, my record in one week was 16 networking events as I tried different options to find which worked for me. Now I do a few networking events a week with groups that have added value for me and I’m told I am bringing value to them.
Networking shouldn’t be throwing “you know what” at the wall and seeing what sticks. It should be a planned addition to your marketing strategy. We only have so many hours in the day, make sure that they’re used effectively.
Networking isn’t about expecting to find clients. Not to say you won’t, but if your sole purpose of attending networking events is to find clients then you may be sorely disappointed. What networking can do for you is provide an avenue to find clients, make new connections who move in the same circles as your clients, or make great connections that can become strategic partners for other areas of your business useful in attracting clients.
Here Are 10 Tips for You to Become a Pro Networker
1. Prepare Your Introduction and Practice It
You shouldn’t be fumbling and humming and hawing when you tell people about what you do. If you don’t have confidence in what you’re saying they will see you as an expert. Determine what you were going to say ahead of time. Write it out and practice it in front of a mirror and record yourself. If it’s new for you, repetition is how you’re going to obtain a level of comfort delivering your pitch. Remember, practice makes perfect. Your words should slide off your tongue with ease every time.
2. Focus on One Thing
Don’t try to be all things to all people. People won’t remember what you’re saying and there is no value for your listeners. Pick one thing that you want to discuss at each meeting and deliver that. You can create different elevator pitches for different areas of your business or expertise but don’t try to deliver them all at once.
3. Layer Your Pitch
Networking events give you different amounts of time to speak, it could be 30 seconds, 1 minute or 2 minutes. You’re not going to be able to deliver the same amount of information at every meeting. With this in mind, create stacking or layering of your details. Start with a 30 second delivery of the most important information then add on additional information depending on the group. When I’m in a group that only allows for my name and what I do I start with this:
“Hello, I’m Michelle Ricketts, I am a business consultant in Vancouver Canada, but I work with clients globally. I guide entrepreneurs to grow and scale their business, with a strong foundation, to become self-sustaining”.
Then when I have more time in another group I can add on or layer:
“…I work with individuals or in group training. We start with a Business Strength Test to see where they are today.”
… and so on, you get the idea.
Being able to stack or add additional elements to your pitch will ensure you are ready for whatever time frame you’re offered, and not cut sell yourself short when you have more time.
4. Paint a picture for your listener
Don’t ramble off a list of things that you do, people like stories., Incorporate what you do into a story around your business or client experience, something that will resonate with your audience. Paint a picture, this may put someone they know in view as a potential client for you.
5. Don’t Expect to Land a Client
You may be fortunate enough to meet a client through a networking event, but it is more likely that you will meet someone who knows a potential client. When you realize the person in the meeting or breakout group is not a client don’t dismiss them, stay engaged. You never know who they know. Treat everyone as if they are a referral partner.
6. Display a Professional Background
As much as there’s a lot of leeway and forgiveness with people online these days, it is still best to have a professional background. This doesn’t mean that you have to go to the expense of buying a green screen and professional set-up. However, there’s nothing more distracting than watching somebody appear and disappear as they talk using a background without a green screen.
You can have a professional environment by making sure whatever is in the field of vision looks tidy and professional. This does not include an unmade bed (or any bed really), a bathroom, or roommates walking around in their underwear. A good rule of thumb is that if you had a brick-and-mortar location, and wouldn’t show it in front of someone while you’re having a buying conversation, you probably shouldn’t be showing that in your online window. Another alternative is to blur your background, keep it professional.
7. Be Courteous Do Your Fellow Members
Just because the people in the room are not your ideal client doesn’t mean you can stop listening or leave. I have seen where somebody leaves a networking breakout room for whatever reason and says nothing. If you have a valid reason to leave, apologize and let the group know why you are dropping off. If you don’t have an opening to let them know verbally, then put it in the chat. When you leave with no notice all that says is “you’re not important to me” which is downright rude.
8. Dress Professionally. Dress for Success!
Things have become more casual online recently. Dress based on the event that you are attending. If it is a casual drink over Zoom with family or friends that’s very different from a business meeting or a networking group. Your attire should reflect the image you want to convey for that meeting. I don’t think anyone is attending meetings in pajamas any longer (at least on top), but a halter top or bathing suit may not be appropriate either. I’m not saying you should be wearing a suit, but be mindful of your audience. If you want to be seen as an expert you should dress like one (at least on the top that can be seen).
9. Be Sincere
I have been in some networking groups where after people give their elevator pitch or presentation people clap. As for the elevator pitch or introduction, I don’t clap as a rule. To me it feels phony, not genuine. I will clap for a presentation even if the information wasn’t relevant to me. At the end of the day be sincere and true to yourself. If it feels right do it, if it feels forced don’t.
10. Develop a Relationship
Networking is all about developing a relationship whether you’re face to face or on screen. I wouldn’t suggest this demands you attend a meeting every week or every meeting necessarily, but it is necessary to show some consistency so that people get to know, like, and trust you. Determine what that frequency is for you. You’ll know you are developing relationships as people start to recognize you in the group.
Bonus tip!
One key thing that will help you with networking is to ensure you have your contact information and short write-up ready to copy and paste into the chat window so that you’re not trying to type in the chat. It should contain your full name, company name, contact information, and social media links including “https://” so people can click on it in the chat and it will open in their browser.
Keep in mind you may need to revise your information based on each group’s requirements, but if you have it saved on a Google or Word Doc, or Google Keep note you will be able to change it as quickly and easily.
If you’re able to implement one or two of these tips I’m sure you’ll see a difference in how your networking is received by your audience, taking you from being a networking virgin to a pro.
