Paternoster patter, elevator pitch or conversations and connections…

A bit of advice for any networking that you do – and this was given to me a number of years ago!

When we meet people at networking events they will be “representing” their business – but they are also consumers who have a life outside business, have homes, families, cars, want holidays, places to visit and places to eat and drink – and they will know lots of people in their “non business life” who will have those B2C needs!  

Being aware of this and by following some simple steps we can really get the most from the networking that we do - the most for the people we know, the most for us and the most for the event.  A successful event is where people are generating numerous opportunities (for you and the people you know) - conversations and connections leading to market intelligence, new ideas, collaborations, solutions to problems, support for new ventures, suppliers, advocates and even customers.

Most people aren’t born with a natural talent for networking – a bit like any business skill it takes practice, research, reading, listening and practice – like all skills the more you practice the better you become. You will never know which event will lead to finding a mentor, a collaborator, a co-founder, a customer, a supplier,  a connection that will be useful to you, your business or someone that you know at a later date. AsRobert Kiyosaki says “The richest people in the world grow and build networks.  Everyone else looks for work”

So to get the most from your networking.....

Research

There’s never a reason to go into an event in the dark. Research using all the tools available – what’s being said on Twitter, LinkedIn, who goes to the events, is the event listed on Find Networking Events, who’s the host, where is the event, is there parking, is it invitation only, how much will it cost, is there food, is there a business seminar, what do you need to prepare for, is it speedy or relaxed – and any other questions you need answering!  The host is there to broker introductions and help you get the most from the event - try calling them before and have that conversation to really get a feel for how they do things - every event is different!

Go with a plan

Failure to plan is planning to fail – a networking event is like any other business/life activity go with some simple goals but keep it simple; maybe your goal is to exchange information with five new people – not meet as many as possible or get an order – would you give an order to someone you’ve only just met? Do keep in mind that plans can change – a conversation that you have could lead somewhere that you weren’t expecting – a real win-win-win moment!

Be on time

Arrive as close to the event’s designated start time as possible – even a bit early – a great time to meet the host and before groups have started to form.  If you are there “first” then people will gravitate to you!

Be approachable

Body language is everything, especially when meeting new people (55% of the way in which we communicate in fact!).  What does yours say about you?  Look at people’s feet – look at your own – an open stance in inviting!  If there is someone on their own go and introduce yourself – how much easier is it to do that and how good will the person feel that they are no longer on their own.  Put your phone away – you’re there to talk to people face to face!  Relax, smile and remember that other people will be as nervous as you!I

Know when to stop talking, know how to listen!

A conversation should never be led by one person. We have all heard "the 2 ears, one mouth analogy"  – this is what works best!  Listen, ask questions, and truly be engaged in what the other participant is saying, instead of focusing on what you want to tell him or her next, or on looking for someone else in the event.  Know how to move on politely – perhaps go together to get another drink or join other people you know and to introduce the person you’re with to the others – you can move on without leaving them on their own!

Don’t give a pitch/elevator speech/lift oration/paternoster patter/step ladder presentation

When meeting people it is very easy to ask, after you have introduced yourself, "What do you do?* don't -  try asking a question that is not going to lead into their "the elevator pitch" - it could only lead to yours!  Ask a question like "What brought you to this event?" or "Why do you do what you do?" or "How do help other businesses?" or "What are you looking to achieve in the next 12 months" - keep the focus on having a genuine conversation. How do you do this – ask questions – ask questions that will help you get to know the person – become interested in them!  Networking shouldn’t be about just finding someone who can offer something to your business. It’s about forming new relationships. And if your business is brought up, only share what they want to know. Don’t go into pitch/elevator speech/lift oration/paternoster patter/stepladder presentation mode!

Follow up

Networking doesn’t end when the event does. Attending events is useless if you don’t take the time to follow up afterwards. Ideally you should follow up within 24-48 hours of the event.  How you do it is up to you or should I say up to how you have promised/agreed to follow up with the people that you have met. It could be via LinkedIn (a personal invitation), on Twitter (following them), an email, a phone call, arranging a coffee and one to one – the choice is yours!  What it’s not is your newsletter (unless they have asked), never a blanket email – either to everyone at the event or even a blanket email that showing the email address of everyone you met.   It’s a good idea to make a note or 2 maybe what you discussed, business related or otherwise, common interest, key date – a business card is a great place to do this and this can then be added to your CRM system.   A top tip - spend a few minutes once the event has finished to make these notes!

When following up keep your tone professional, but relaxed – having just read an article in The Guardian about politeness  -  take the time to treat and communicate with others as you yourself would like to be dealt with.   Give them time to respond before sending a second follow-up – this is where connecting on LinkedIn and/or Twitter is far better – keeping each other updated but indirectly!

This list of tips is not endless but one that has stood me in good stead!

Feel free to comment and add your top tips!