Networking Schmetworking

Breakfasts, lunches, evening socials, little gatherings, it made no difference what time of day a networking event was or what it was dressed up as. For me as many others, the word 'networking' had always struck terror into my heart. . . until I found a formula and, being a Feel the Fear kind of girl, tried it. It worked, so I'll pass it on:

Prepare: Most events ask the business person to say a 60 second piece about their business. Follow this simple five-point structure and you will fly through:

1. Hello, my name is Confident Business Person, my business is called Your Business Name, thank you for asking me along today.
2. Your Business Name was established in XYZ Year and we are based in Region, Town.
3. We specialise in Your List of Things (what you do, who you like to work with, how you like to deliver and look after people)
4. We are offering a special deal on XYZ to meeting attendees today please see me afterwards. This is important it gives listeners a reason to talk to you (You must prepare an offer - 5% discount perhaps? A discount if a group member introduces you to a new client?)
5. Again, my name is Confident Business Person, my business is called Your Business Name. This repetition is important, listeners remember the last thing they hear from you.

The key to this trusted formula is to start and end by saying your name and your business name.

OK, that sounds DULL but I promise that if you have a meeting to go to and you practise this over and over again it will not do you any harm to be Mr/Mrs Dull for a couple of meetings until you feel confident.

Practise: Your business is what makes you a living so you need to get this right so you will be rehearsing this in any situation where there is a clock! In the bath, in the car on your dog-walk, you get the idea.

At first your spiel might be under 60 seconds. I am not being obvious here, I know we all need to breathe but, if you take a breath at the end of each sentence then the speech will even out. In conversation you will notice, if you start to watch, that people do this when they are thinking – taking a pause makes you look like you are considering your audience and what you say – not faltering.

Now when you have this ready, go to the meeting and on the way rehearse in the car – it'll be fine.

If it's your first meeting with this group there is no reason why you should feel at home – who would? It's unfamiliar and you don't know anyone, take deep breaths and accept it for its oddness and newness!

Tactic: When you find a seat, sit in the middle of the table/room, this way you will be neither first nor last to deliver!

Whilst others are delivering their 60 seconds watch them and learn. There will be masters of networking in the room! See how those you imagine are calm stand, what do they do with their hands, where do they focus. Do not be panicked if they are cracking jokes and seem good at talking, you will be doing this at a later date!

When it comes to your turn, smile and remember to breathe, if you need a prompt card make one using the bold words in my five points above. Extend your gaze around the room, not just on one person, talk to people not at them and smile. And remember everyone has felt like this.

Networking & Milling Around: During the bit I have always found difficult, find a friendly face, have business cards in your pocket in case you are asked but don't thrust them at people as it can make you seem a bit desperate. Ask people about their business and listen to them, it's hard when you are a bit nervous but so much easier to let someone else do the talking. You won't get business by being pushy but I have won a lot of business by being kind and attentive - apply your life rules to networking and it can actually be pleasant!
Always ask 'chatters' for their card, be aware that in some groups it seems to be a sign that the 'chatter' is moving on when they ask for a card, if they ask for a card then you ask them too.

Etiquette Notes:
Before you go to the meeting ask the leader:
• if there is a set running order.
• if there is a dress code – there's nothing worse than looking scruffy or overdressed
A lot of networking gigs have a table for cards and flyers try to see if you can spy this when you walk in and if you can't see it ask the group leader if they have a display table or if cards are passed around at a certain point in the meeting. Knowing this kind of thing can make you more comfortable.

Business Cards Note: Do not give anyone a nasty looking business card ever! It is all the person you have met has to remember you by, like laddered tights or dirty shoes.
A cheap looking business card = bad press for you.
Invest in some nice cards and hand them over with pride.

The seasoned Pro – that's you!
When you have used this routine a couple of times you will be a pro then you can introduce a joke; a little anecdote; props – there really is time in 60 seconds if you work it out. I have delivered 60 seconds on flash cards because I'd lost my voice and it worked – people remember it. At a longer talk for budding business people I once took a beach towel, sunglasses and suncream, to puzzled looks I explained to the group these were their essential tools for starting a business – they would need a holiday first in preparation for the hard work ahead. The key to feeling relaxed is to relax your listener.

Reverse tactics for the pro: When you have been to a few meetings . . . sit next to the host, at the end of the table or the edge of the room, this way you get a chance to be first or more importantly, last to deliver!

Happy Networking, or as we say in Shropshire, 'Networking Schmetworking'. We're all people underneath!