It takes both nerve and verve to network well. To work a room with the oiled ease of consummate pro takes some practice. I have known top CEOs bolt for the door as soon as they see the crowds, the business cards and an atmosphere about as welcoming as Colditz; such is its scare factor.
The “roar behind the door” is the nightmare scenario networking novices face when standing outside a conference hall hearing the deafening chatter and wondering how to penetrate this cold front of possible rejection.
But networking can be easy and exciting as long as you know what you’re doing. Remember your ears will never get you into trouble so decide to listen and learn about other people; let them do all the work as you pick up clues as to how you can help them or they help you or connect them to a strategic alliance.
Sounds good but how do you break the ice when all you’re armed with is a cocktail sausage?
Here are some tried and tested openers that you can use once you’ve smiled broadly, introduced yourself and prepare to dazzle with your ardent interest. Have one or two of these up your sleeve and pay attention
• What do you love about your business/what you do? (See their passion)
People will warm to you for asking this and you will find out who they are.
• How did you get started in that line of work? (Their life story)
Learn about their history, maybe shared experiences and why they do what they do now.
• What separates your business from your competitors? (Their USP)
Let them brag and reveal what they excel at. Nod, smile and look impressed. You’re learning useful things.
• What’s changed in your industry over the last few years and what do you see happening in the future? (Their challenges)
This allows the person to show their knowledge and expertise. Could you use this information for follow up?
• So what’s next for you? (Their Big Dream)
World domination, beach or boardroom or simply a “nice little living” – whatever they want now you are privy to their big goal. How could you help get them there?
• How would you like to be described by the people you work with? (Who they are)
Again allow the person to feel good about themselves. Is there anyone you could introduce them to?
• What is the most satisfying and successful way you win business/influence? (Pick up their tricks)
Learn from their processes. Could you and your business become part of this process?
And finally ask
• What’s your ideal type of customer/client?(Who they are looking for)
Now you know if you can help them, pass on leads or offer referrals.
Swap cards, email them the next day to say how nice it was to meet them and suggest follow up. If you are stuck with a crushing bore, say you’re looking for someone, smile and glide on.
Carole Ann Rice is a coach and author. Find out more by visiting http://www.realcoachingco.com/
