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An article on making the most of networking events by Patricia Fripp, CSP, CPAE
by Patricia Fripp, CSP,
CPAE
We all attend events
promoted as the perfect format to make new contacts and develop potential
business relationships. I never stop being amazed how many talented and
well-educated people often do not know how to maximize these events.
Here are two easy
ways you can make the most of networking events.
1. "TRAVEL WITH
YOUR OWN PR AGENT" TECHNIQUE.
It's simple and
cost free. Enlist a co-sales professional, friend, or fellow speaker to
form a duo. My networking buddy in San Francisco is Susan RoAne, the best-selling
author of How to Work A Room, Secrets of Savvy Networking, and
What Do I Say Next? We attend many meetings together.
Here's what we do.
When we arrive at an event, we alternately separate and come together.
I'll walk up to Susan as she is talking to someone, and she'll say, "Larry,
let me introduce you to Patricia Fripp. Patricia is truly one of the greatest
speakers in the country." And, I will turn around and say, "Larry, I bet
Susan is too modest to tell you she's the best-selling author of three
books."
When you do this,
just as RoAne and I do, you're saying great things about each other that
you'd love your prospects to know, but modesty prevents you from telling
them.
Suppose Natalie
and Fred are secret partners. As Fred walks up, Natalie says to the person
she's been talking to, "Jack, I'd like you to meet Fred. Fred has taught
me nearly everything I know about sales and our product line. There has
never been a sales contest in our company he hasn't won." Then, Fred can
say, "Well, Natalie's being very generous. It's true; I've been with our
company for sixteen years. But, Natalie's been here for only six months,
and she's brought in more new business than any other person in the fifty-three
year history of our firm, so she knows a couple of things too. I tell
you, you couldn't do better than work with someone as enthusiastic as
Natalie."
2. IF YOU ARE SHY
VOLUNTEER YOURSELF A GREETER.
Much of the value
of meetings can be lost if you are retiring or fundamentally shy. For
many people, mingling with a room full of strangers can be an unpleasant
or even scary experience. Seventy percent of the population rates themselves
as at least "situationally shy," says Susan RoAne in her networking books.
I encourage you
to focus on all those exciting new people and messages instead of the
butterflies in your stomach offer to take a job that requires interacting
with other attendees. For instance, when you wear a name tag with a ribbon
that says "Greeter" you can issue name tags, sign up people for work shops,
or just direct traffic: "How do you do? I'm Chris Carter. Nice to meet
you. Name-tags are here. Food is there. How do you do? I'm Chris Carter.
Nice to meet you." Soon you've met many new people and will get cheery
nods of recognition throughout the event, making them more responsive
and at ease.
A BONUS THOUGHT
ABOUT CONNECTING
The key to connection
is conversation. The secret of conversation is to ask questions. The quality
of the information you receive depends on the quality of your questions.
If you have a conversation it may lead to a relationship. A relationship
could lead to new business. A business relationship when nurtured can
and will lead to long term success.
SO WHAT ARE YOU
WAITING FOR????
Put on your 'Sunday
best' and go meet some new people!!!
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