Face to Face Networking

First there was speed dating – now speed networking – it’s all about the numbers, right? Maybe yes, maybe no. If you have an ineffective approach, all the numbers in the world won’t help! (On either front!) I recently attended my first speed event and I learned that to fully utilize this format, preparation is in order.

Speed networking is gaining in popularity and it works like this: half of the participants are seated for the entire event and the other half move from seat to seat at regular intervals. Each participant has a couple of minutes to “pitch” to the other before moving on. Some organizations use a software program that helps sort out participants and perhaps limit the more popular industries. You don’t want to sit down in front of 5 Realtors or financial Advisors.

For people who REALLY are uncomfortable with starting conversations with strangers and awkward beginnings & endings of an encounter, this is a perfect format. A bell rings and you move on…nobody gets their feelings hurt.

As with all networking events…No matter what industry you are in, the odds are that there will be very few people there actively looking for the solution you provide with your product or service. Whether or not you believe they “need” your solution is another issue. I am always dismayed when I encounter someone trying to convince another, at a networking event, that they are in need of whatever product or service they are selling. No one likes to be on the receiving end of an unwanted sales pitch. Here are some guidelines when attending a speed-networking event:
When they are pitching and you are listening:

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  • Ask relevant questions about their business. Who is their best type of client? Who is their best referral partner? What type of connections do they need to further their business? Take notes on the back of their card and get back to them with any connections you can make. When you connect them with someone who can be of value to them, you will have a business friend for life (if they are smart!).
  • Ask if they are on LinkedIn, Facebook or Twitter. If you feel the chemistry is right, offer to connect online and make introductions
  • Carry a small notebook for when you need more room than the back of a card
  • When you are pitching: (When possible, I let the other person go first. The more I know about them, the better I can tailor what I say so that it is relevant to them)
  • The most important point to get across is the solution you offer and who you offer it to. Minor details do not matter – not how long you have been in business, not your dedication to customer service or your location.
  • Tell them your best type of client, your best referral partner and who you need to meet to further your business. For example:
    • Do you want speaking engagements? Ask if they know groups who have speakers
    • Do you need help with learning how to use Social Media? ASK THEM FOR RESOURCES
    • LOOKING FOR A VENDOR OF SOME SORT…GRAPHIC DESIGNER OR SOMEONE TO HELP YOU TAPE AN AUIDO – ASK
  • Have something of value to give them. It doesn’t even have to be related to your industry; as long as it is something they can use to increase their business. I have free resources on my TheLinkSystem.com and SanDiegoNetworkingGuide.com websites – articles on networking skills, networking event calendars, and lots of contacts to hook them up with.
  • I will also tell people about HARO help a reporter.com I’ve talked about that service a lot
  • DO NOT add them to your mailing list without their explicit permission. I am very careful to get permission to send something to them. I tell them the name of the publication and when they can expect it.
  • Be polite if you come across your third Realtor or Financial advisor. Depend upon the

Preparation is the key…know exactly who you need to meet, the information that you need to build your business, then ask for those contacts. Being vague, general, or trying too hard to sell your services to everyone one you talk to, will not produce the results you want. Offering to help others find the contacts they need will be an approach that will get their attention. You will be the only one asking these questions…AND the only one who did not try to sell to them in two minutes or less!