The dos and don'ts of becoming a master networker

Feb. 3, 2016
Networking is a key part of your business success. Here are a few dos and don’ts to help you increase your connections and make the most of your networking efforts.  

When it comes to marketing your business, it’s all about the relationships you develop. People want to do business with people they know, like and trust. In other words, your potential customers need to get to know you before you can win them over.

Networking is a key part of your business success. Think about it: people are always looking for personal recommendations for an auto repair shop. They don’t care about the fancy ads on TV. They want to know they can trust their car mechanic. A personal recommendation is like gold. If you are the one out there connecting with people, then you’re more likely to be that person who’s recommended by others as a trustworthy mechanic.

So how can you get people to know you? It comes down to becoming a master networker. Of course, you can’t just wave a magic wand and become the king or queen of connections over night. There is some skill and artistry at work. Below are a few dos and don’ts to help you increase your connections and make the most of your networking efforts.

Here’s what you should (and shouldn’t) do as you network:

Do join associations, including the Chamber of Commerce, BNI (Business Networking International), Rotary, Kiwanis, and others.

Don’t assume joining is enough. Anyone can sign up and say they’re a member, but only those who actively participate will see a true and lasting benefit.

That means attending meetings, events, ribbon cuttings and any other social gatherings that serve as an opportunity for you to meet and connect with people.

How to attend (and make the most of) an event

Even the simple act of attending an event requires strategy and forethought. If you go in without a plan, you’ll either spend your time unsure of who to talk to, or you’ll miss out on an opportunity that could have evolved into a lasting relationship.

We suggest you do spend time preparing for your event. This includes seeing – if possible – who has registered. From that list, pick out a few specific people you intend to meet. Make sure this is a reasonable amount of people so that it gives you enough time to converse and establish a connection.

Do know where to wear your nametag. Yes, there is a “right place” to wear it! It’s best if you wear your nametag on the right half of your chest, since most people shake with their right hands. As they greet you, their eyes will naturally travel from your hand up to your nametag.

As you engage in conversations, do your best to listen more than talk. Believe it or not, the best way to sell your offering is to sit back and let others engage with you. It comes across as a negative experience when you’re the one doing all the talking. So instead, let them do the talking, so that they walk away feeling good about that connection. Your goal is to keep the focus on the other person (take this opportunity to gather information on that person for use later on).

Don’t be a bragger about your business or personal life. Stay humble, approachable, and likeable. 

Do ask for business cards from those you have conversations with.

Don’t write on business cards in front of the giver. Even if they’ve provided space on the cards for you to write on, don’t do it. It can come across as disrespectful. Err on the side of caution.

Don’t be the person who shoves their business cards and brochures into people’s faces. Save your cards for those you’ve truly connected with. Similarly, don’t be the first to mention your business. This comes across as too pushy, and will likely be seen as a turnoff.

Do ask open-ended questions (ones that require more than just ‘yes’ or ‘no’ responses). This keeps the conversation going and reminds your counterpart that you’re genuinely interested in what they have to say.

Don’t be a time hog. People want to network with others (they may have formulated a list just like you!), so respect their time. Connect with them and move on.

While in conversation with someone, we suggest you do keep an open stance, which allows space for a third person to physically join in (if they choose to). Body language means a great deal. If you’re huddled in a corner, arms crossed, leaning into one another, you’re suggesting to others that this conversation is private. Be sure to come across as approachable, even while engaged in conversation. You never know what kind of opportunities might arise when someone else joins your group.

Don’t get drunk. Be clear on your limits. You want to remain social but in control.

As your conversations come to a close, make sure that you do include your verbal call to action. Without it, your efforts might have been for naught. During your networking conversations, a good CTA would be to ask for a follow-up coffee, breakfast, or lunch meeting. This pushes this potential connection from a happenstance run-in at a social event into a far more personal (and potentially fruitful) meet-up.

What to do following your conversations or the event

Earlier we discussed how by keeping the conversation focused on the other person, you could gather vital information to use later on. Now that the event (or conversation) is over, here’s your chance to jot down notes on what you’ve learned.

Write down anything you think might be helpful or relevant, including kids’ names, favorite sports teams, business information and more. All of this could be used later on as a way to establish a connection.           

Connect on LinkedIn as well. While other social networks tend to focus on personal experiences and memories, LinkedIn remains business-centric. Be sure to reach out to your event connections online via LinkedIn. Not only will this help them remember you, but you’ll then be one step closer to connecting with folks in their network as well.

Don’t forget the art of personalization. In other words, write handwritten thank-you notes! This is an incredible way to stand out among the crowd. If you can’t write thank-you notes, then we suggest you send a thank-you via email the day after the event.

Keep on giving! What we mean by this is try to connect those you meet at events with a new strategic alliance, new customer, or anyone else that may benefit their business. By doing so, you come across as an invaluable resource, and your new connection will feel indebted to you.

From master networker to king or queen of connections

All of this networking effort you’ve committed to needs to turn into something, right? Well, as you become a master networker and connector, you increase the number of people who feel like they know you. As people within their network and circles (friends, family, colleagues) talk about needing a mechanic, who do you think will come to mind first? Will it be the mechanic down the street whom nobody knows about, or will it be you – the person with the sturdy handshake and knack for listening?

BNI says that “Givers Gain.” That statement is so appropriate. You have to give a little of yourself (your time, your expertise, etc.) in order to gain something in return. But once you’ve mastered the art of networking, you’ll discover that the few hours spent at social events more than pays itself back in recurring recommendations and business. 

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