It seems that barely a month passes without some kind of networking event. As the online sector “grows up” and people stop hiding behind the laptop and start doing business in more mainstream ways, these networking event are becoming ever more popular in starting new relationships and in building upon existing ones.

Perhaps you are finding the prospect of first time networking daunting? We all do. It’s only natural to want to hug the wall or cradle your drink when entering a room full of strangers. First timers or ‘Newbies’ as they are affectionately known, need fear no more. We’ve all been there – and survived. To survive in a corporate climate that is witness to a global technological revolution, networking is not so much a business option but a professional skill and a valuable asset in today’s world. So, here’s how to network successfully.

Definition
Networking is about human connections – about building relationships, establishing contacts and seeking out new business opportunities, taking the time to learn and share information, meeting inspirational role models, in addition to building your confidence and self-esteem.

Networking at an affiliate event is generally an organised affair, with the vital ingredient being strategy. It’s not about ’selling’ your self or your business as such, but about asking for permission, and if done successfully, it can bestow you with profile, position, credibility and market knowledge. The bottom line is that networking isn’t so much about you, but rather about the other person. A good networker asks questions and actively listens to the replies. Interest breeds interest. If you are interested in the other person, it’s likely they will be interested in you. Once they show an interest, then you can gently and conversationally inform them about your skills, experiences and interests. But, a word of caution. Never ‘pitch’ above others at this early stage.

How to network:
Be selective. Choose the right event where the people you wish to meet most will surely be. If possible, try obtaining a guest list before hand to get an idea as to who will be there and which businesses will be represented. Another ‘prior event’ tip is to prepare a short but memorable answer to the obvious question of ‘what do you do?’ Accept invitations and treat as ‘meetings’ where you can influence and extend your contacts. Plan how many contacts you wish to make. Set yourself a target for each event. Seeking out one or two people you know, perhaps online, and arranging to meet up prior to the actual event can be beneficial. Make use of the hosts or event organisers to introduce you to people you are keen to meet.

Top of the tips is don’t get tipsy! A clear head is a great asset and one needed at all times if you’re going to network successfully. Don’t give prospective business partners a negative view of yourself as a someone banging on about this that and the other in a haze of alcohol.

Punctuality is important as it seems easier to make introductions if you are one of the first arrivals instead of in a room full of people. If name badges are available, do wear one, and always wear it on the right – the side where the eye goes when shaking hands.

As you enter the events arena don’t hug the wall or hide in the corner. To do so means missing out on vital observation. Try observing the way people arrange themselves: either on their own as individuals, in a loosely gathered group – they don’t necessarily know each other and there is room for more to join or the closed group, an obvious set up where two or more are deep in conversation and given via body language their desire not to be interrupted. Leave this group well alone.

Try joining the loosely gathered group for a good start to your networking. Make eye contact. Smile. Request permission to join them – it’s polite and offer a hand shake as well. As they are strangers at this point, caution needs to be applied as you still aren’t sure whether the contact will be useful to you or not. Engage in small talk and converse with people in a non-threatening way by asking neutral questions. Avoid monopolising the conversation, but ask the kind of “open” questions requiring more than ‘yes’ or ‘no’ answers. Listen for link words that are dropped into the conversation and use them to generate further points of interest. This helps to establish an element of empathy, which in turn will help present a positive impression of you in those to whom you are speaking. Join in only when you have something noteworthy to say and that will be of interest to others in the group. Foundations are being laid which, if strong enough will lead up to the marketing stage of exchanging business cards.

And do ensure you have a never-ending supply of business cards!!

Now you know the art of networking. But – be warned. Practice makes perfect and this is particularly true with networking. So, relax, get out there, practice and win.

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