INTRODUCTION

There are two types of business networking – Informal and Lead Centric. Informal refers to events, activities and meetings at which participants seek to meet other business professionals whereby no requirements are made of the participants to provide referrals or leads. Lead Centric is whereby members agree to meet on a regular basis with the specific purpose of exchanging leads with each other.

Both Informal and Lead Centric business networking are important tools in building relationships and promoting your business. However, your time is valuable and in order to get the most out of your networking endeavors, you should be aware of some best practices that will enhance your experience and chances for success in this area.

This ebook is divided into four areas:

1. Preparation – Prior to the Event
2. Show Time – At the Event
3. Follow Up – After the Event
4. Bonus Section – Resource | Digital Cards | Virtual Networking

To simplify things, when I refer to an “event” throughout this guide, I am using a generic term to encompass events, meetings or activities. It is my hope that after reading this you will find some valuable tips and advice that you will implement while attending your networking functions.

I would love to hear your feedback on the information provided and as such offer you my email address to contact me directly:
barry@visnesscard.com

Wishing you great success in all your endeavors,

Barry C. Donovan

P.S.  If you prefer the audio version of this ebook, click here to access and download it for FREE.

PREPARATION – PRIOR TO THE EVENT

Do Your Homework

Value your time. Research the types of groups/events that are right for you. Look for groups that you feel will give you an opportunity to meet people who may be connected to the types of people/businesses that fit your target market. Additionally, seek out groups/events that you sense will be fun to attend and or be part of. Don’t waste your time with those that do not meet your needs.

If possible, research the attendees ahead of time. Many conferences provide attendees with lists prior to the events. Also, meetup groups show you who has RSVP’d for a meeting. Look over these lists and pick out 5 or so key people you would like to meet. Write their names on the back of your business card and put it in your pocket. These are your “targets” for the event! Don’t forget to include the organizer/host(s) of the event, as they most likely are well-connected and wield some strong influence.

Don’t forget LinkedIn (or Google)! Do a search and gather a few tidbits about each of the people you want to meet. You can use them in your conversation starters (see below).

Set Your Goals

Regardless of whether or not you can access the attendee list, you should set your goal of the number of people you would like to meet (make it quality over quantity). Make your overall goal to consciously be a “giver” and help those you meet first and foremost. Mark West, Communication Geek at Elevated Speaking says, “Have a goal in mind when you network. That goal can be any purpose, finding power partners, clients or fun. Before you attend the event develop a set of questions to help you more toward that goal. Getting others talking is the fastest way to find what you are looking for.”

Plan For The Event

Once you identify an event put it on your calendar immediately. Be sure to note the start time and location. If you are unfamiliar with the location look it up on
Google and note the best way to get there. (Tip: With your phone, take a photo of the map with the meeting location and zoom into the streets directly around it.
This will come in handy when you are in a rush and can’t use your GPS). Also, DON”T BE LATE! Arriving a bit early may give you a chance to meet the host/organizer before it gets crazy. The host/organizer will most likely offer to introduce you to others as they arrive or during the meeting.

Conversation Starters

The Boy Scouts of America’s motto is “Be Prepared” and that goes for networking events as much as anything else. To ease the stress of walking into a room full of strangers, consider having a few planned questions that you can ask to open up the conversation with someone. Here are a few suggestions: Mark E. Sackett in his TEDxFulton Street talk suggests you focus on the W’s. Who are you? Where are you from? What do you do for a living or what would you like to be doing? Why, specifically did you come here today? What are you passionate about – what makes you jump out of bed in the morning? Some other starters might include; “I saw that you also worked with or are a member of so and so...”; “How long have you been a member of this group/organization.”; “What do you love most about your job?”; “How did you get into your line of work?”. If food is served at the event, perhaps try “have you tried the XYZ” or “I am going to grab a bite to eat you would you care to join me?”. Topics of the day work well too – “Did you see the news about (blank) today?” (try to avoid politics if possible).

Your USP (Unique Selling Proposition) - :30 Second Elevator Intro

Being able to answer the question – “So what do you do?” in a relaxed and confident manner is important. I am not going to go over how to write your :30 intro, but here are a few resources to check: https://www.mindtools.com/pages/article/elevator-pitch.htm
https://www.thebalance.com/elevator-speech-examples-and-writing-tips-2061976
https://articles.bplans.com/the-7-key-components-of-a-perfect-elevator-pitch/

My abbreviated answer to the question (for my photography business), “so what do you do?” is “I capture life’s passions and create lasting memories through printed photographic wall art.” The next logical question someone would ask me is “how do you do that?” and I would proceed to talk about the ways in which I accomplish it.

Homework: If you don’t have your USP or a :30 intro you can use, work on one now.

First Impressions

You only have a few seconds to make a great first impression, so be sure to dress for the occasion. Being a “creative type”, I understand the desire to dress down a bit and buck the system (having worn a jacket and tie for decades), however if the event dress ranges from business to business casual try to meet at least the minimum standard.

In addition to your attire, be sure your business card reflects you and your brand in highly positive light. Printed cards are inexpensive these days and you can get
500 high quality cards (paper quality) for under $30. If you use your photo on the card, be sure it is up to date and taken by a professional. Don’t skimp on the
photo and remember you can use it on your LinkedIn account as well.

If you want to stand out from the crowd you might consider a digital business card. There are various forms on the market ranging from free to custom-designed. If you are interested in a digital card, visit visnesscard.com.

TIP: When putting on your name tag, be sure to place it on your right chest area not the left. When shaking hands with someone, the natural tendency is to look toward their right side.

Show Up!
Alexandra Linyard, Co-founder @ 1218 App Team says “showing up is the first rule.” She is correct. If you commit to an event don’t let the voices in the back of your head or other “priorities” stop you from attending the event. Networking is an important part of your business strategy, make it a priority!

Turn Your Phone Off or Place it on Vibrate

Technology has turned us into a “I have to do it/deal with it/reply to it get back to them now” society. Our cellphone (mini-computer) is never more than three feet away and we feel compelled to act at its beckon call. Chances are that call you get while talking to someone can wait. However, if you are expecting a call, let the person know ahead of time and excuse yourself if you receive that call. Otherwise, don’t answer your phone. You can always check your phone before meeting the next person.

Get the Lay of the Land

When you enter the room stop and a take a moment to observe the layout and activities that are taking place. Is there anything interesting about the place that
might be good to mention as a conversation starter? Are food and beverages being offered? If so, use that to your advantage in your conversation starters. Are there any individuals not engage in conversation? If so, engage them. Scope out high traffic areas like the bar, the main entrance to the room and food areas.

Be Proactive and Initiate Contact

Everyone is at the event to network. Don’t be shy about initiating contact. Use the conversation starters mention in the previous section or just simply ask “May
I join you?” “What brings you here?” “Have you attended this function before?” Don’t be shy doesn’t’ mean be rude. If you encounter a group of three or four +
people, wait until you’ve made eye contact with everyone in the group and a couple of them have acknowledge your presence by speaking to you. Also, don’t
interrupt/approach two people who are in a conversation.

Be Present and Make Them Feel Special

Being present means focusing on the person you are engaged with and avoiding all other distractions such as looking away to find your next target. Body language is also important. The best way to naturally maintain good body language is by listening. Smile, stand up tall, nod your head to show you are listening and maintain eye contact at all times.

Also, show the person you are listening by repeating something they said or asking them a question about the subject. . . “Now Bob, let me ask you about the school you mentioned.” Notice I used his name, Bob. Make it a habit of repeating the person’s name several times during the conversation. This does two things; it shows you are present and it helps you remember their name. Besides everyone likes to hear their name!

Be Positive and Upbeat

Enthusiasm is contagious. Be upbeat and passionate about both your business and what the person you are talking to does. Be positive and avoid negatives as they turn off people and reflect poorly upon you. Also, avoid talking negatively about others. . . don’t get caught up in gossip!

Be a Connector/Giver and Find Mutual Benefits

Be open-minded and curious about the mutual benefits of helping each other out. Think outside the box to find ways to connect the person you are talking with to someone you may know or someone you know who knows someone (wow say that three times fast).

Be a giver first. Don’t chase connections, let them come to you. Remember that the person you are talking to has their own network of contacts. These are the people you potentially could do business with, but first you need to establish trust with your new contact before they will open up their network to you. One of the best ways to establish trust is to offer them something and then FOLLOW THROUGH on that offer. It can be as simple as sending them a link to an article on a topic you discussed and promised to forward to them. Another way is to introduce the person to someone you know while at the current event.

TIP: When you first meet someone, try this repetition technique to help remember their name. “Bob, it’s Bob, right? Very nice to meet you, Bob.”

Don’t Pitch

Don’t be that person who shows up at a networking event and tries to sell their product or service to everyone and anyone who will listen. This is the fastest way to turn-off people and get a reputation that will have people avoiding you.

You want people to be attracted to you and not running away. These events are the first step in getting someone to know, like and trust you so a long-term mutually beneficial relationship can develop.

Tell Your Story - First and foremost, BE YOURSELF!

We all have a unique story to tell. So, when it is your turn to share it, be yourself and tell your story, not a story you think they want to hear. Whether you use your canned :30 Elevator Intro or something else, it is important to come across as genuine and passionate about what you do. Remember to be upbeat and enthusiastic!

HOMEWORK: If you don’t have your story ready, outline one now. See story telling resources/links in the Resources section.

TIP: After speaking with someone take a second to jot down a couple things you learned about them that you can mention in your follow up note. Don’t forget to ask them for their business card.

Sit With Someone You Don’t Know

If the event has a sit-down portion, perhaps there is networking before dinner and a main presentation, sit at a table with people you do not know. This gives you an excellent opportunity to meet several people in a short period of time. The people to your left and right offer a chance at prolonged conversations.

Move Around, Be Active

Your time is valuable and you have a limited amount of it at networking events to meet those key people you have targeted in advance. Be disciplined with your
conversations. Meet someone, learn a bit about them, determine if you can help each other and then move on. Don’t spend an inordinate amount of time with one person. Watch out for people who tend to hijack your time and you should strive to not hijack others time.

When disengaging from the conversation be polite. Use phrases like “I don’t want to monopolize your time” or “I see some other folks I need to speak to” or “it’s been great chatting with you, I would like to continue meeting some other folks.” Here is a great place to introduce them to someone else at the event. This makes you look good and gets you on to the next person. If you feel it is advantageous to both of you, then do what is mentioned in the next item below.

You’re In It For the Long Haul – Set a One-on-One Meeting Up

If you find someone that you click with and feel a mutually beneficial relationship is possible, don’t leave the conversation without doing the following three things:

1. Exchange contact information.
2. Clarify how the person prefers you to communicate with them. Is it email, text or telephone?
3. Set a next step. It can be contacting them to set up a one-on-one meeting (if you are at a regional or national event and you don’t live in the same area the meeting could be a phone or video call). Or check your calendars right then and there and book that one-on-one meeting.

Remember, you are not going to “click” with everyone, so don’t feel bad about that.

TIP: If you have an iPhone, use Siri to remind yourself of what to do next (i.e. “Siri, remind me tomorrow at 8 AM to call Bob Smith”). Android devices have apps that allow you to do the same thing.

Do What You Said You Would Do

The fastest way to establish trust is to follow through on a promise you made at an event and do it in a timely manner. The sooner the better and no more than 48
hours after the event. If you promised to contact the person to set up a meeting, do it. If you promised to send the person some information, do it. If you promised to connect the person to someone, do it. However, be involved in the introduction, don’t just email both parties and say “Bill this is Mary, Mary meet Bill. I think you two could help each other.” Explain why and give a little background on both parties. If you can do an introduction via a conference call instead of an email, do it. The telephone has become a vastly underused tool since the advent of email.

Don’t forget to thank the people who refer others to you as well.

Send A Thank You Note

Steve Sexeny, Global Business Development Head for an international investment firm says, “After you’ve met someone send them a thank you card. In this day of technology people still like receiving good old fashion mail and cards.”

Handwritten notes get attention. They show you took the time out of your busy day to think of the person. If a handwritten note is too much for you then consider a service like Sendoutcards.com. They will print and mail your note with your signature and message. While it is not as personal as a handwritten note, it does show you took the time to think of them.

Emailing someone a quick thank you note is easy, however, if you want to be remembered and separate yourself from the crowd, consider a handwritten note. I knew a gentleman who worked for a chamber of commerce that sent a handwritten note to EVERYONE he met at a function. Do you think the people who received those notes remembered him the next time they saw him? You bet they did.

Build Your Contact List Purposefully

Don’t be that person who gathers business cards and adds people to their CRM or email list without either getting their permission or having had follow up conversations. Also, refrain from making a “friend” request on Facebook or a “connection” on LinkedIn until you have met a few times. I personally have a policy that I will not request or accept friend requests until I have had at least a follow up one-on-one with the person and feel this is someone I will like, trust and can comfortably refer them to my friends and family.

Yes, I know many people “prospect” on LinkedIn by sending connection request. How do you handle these inquiries? If it is someone you have met at an event and have had a subsequent follow up meeting, then perhaps you accept it. If it comes “out of the blue” from someone you never met, only you can decide how you will handle it. However, I suggest that if you choose to accept the request, don’t just click the button, set up a time to talk to that person on the telephone and explore how you can help each other’s business. Start building a relationship!

Provide Value

Try to provide quality items or contacts of value. Quality is more important than quantity. This is one place where the old sang “less is more” applies. If you listened carefully during your conversation(s) with your new contact, you should have jotted down a few items about the person and their interests. Knowing this information will help you provide items of relevant value to them.

One-on-One Meetings 101

Your first one-on-one meeting is designed to let you get to know the person you are meeting with on a personal level. It is NOT an opportunity for a sales pitch! As such, below are some topics and suggestions for making your initial one-on-one fruitful. . . but first, focus on being a good listener!

Location – Be aware of where the other person may be coming from and set up a location that is convenient for both of you. Try to pick a quiet spot where you can converse without straining to hear each other. Coffee shops, Panera, Corner Bakery, Ihop and the library are just a few of the places you could consider. Try to avoid meeting at either of your offices...neutral ground is best. Know ahead of time how to get to the meeting location and be sure to have the person’s cell number in case either of you are running late.

Meeting – generally speaking, try to keep your first meeting to one hour. Be on-time and respectful of the other person’s time.

Discussion Topics – remember you are getting to know each other on a personal level. Here are some suggested topics that could be covered:

Background

Where did you grow up?
Do you have any siblings?
Are you married?
Do you have any children? How old are they? If older, what are they doing now? If younger, what activities are they involved with now?

Education
Where did you go to high school? Did you attend college? If so, where?
What did you study? Did you participate in any sports or activities in high school/college?
What was your career path that led you to what you are doing today?

Activities
What hobbies do you enjoy?
Are you involved in any volunteer work?
Do you love to travel? If so where...what is your favorite place you visited?

Other
Any interesting facts about you or your family or background you would like to share?
It’s the end of a great week and you have some free time on your hands – what would you do?

Next Steps
Consider setting up a second One-On-One to learn more about each other’s business.

Send a thank you note!

BONUS ITEM: VIRTUAL NETWORKING

When I wrote this section it was June 2020. COVID-19 had changed the way we network (we adapted). . . While virtual networking has slowed tremendously it is still part of our business networking toolkit.  So it is only appropriate that I share a few Best Practices that relate to Virtual Networking (you know what I am talking about. . . the Zoom and Google "hangout" calls we all have been on for the past several months). In no particular order here are some tips for you.

Prepare Your "Call" Environment

Just because you are not face-to-face doesn't mean you can let creating a great first impression slide by the wayside. Be sure to de-clutter your background so your "set" appears neat and clean. You are the focus of the call, not your office!

Equipment

Most of us will not be attending these video calls from a professional studio, and that is fine. However, doing your best to have the essential equipment will go along way toward creating that great first impression. Camera placement should be at or slightly above eye level. Test your audio prior to entering the meetings. The software programs like Zoom give you a chance to do so. . . do it and make sure your microphone and speaker volumes are sufficient. We all have been on calls where we can barely hear the person talking. Speak up when it is your turn to talk. If people can't hear you, it reflects poorly on you and we don't want that. This will separate you from the crowd. . . be sure to have lighting behind your computer/camera so your face is lit properly. Do NOT sit with your back to a window or the light source. You can purchase LED ring lights and other types of lights online for very little money and it will make a big difference.

Manners

Avoid eating while on-screen. If you have to eat something, turn off your video feed temporarily. Stay seated and be present during the meeting. Avoid typing on your keyboard and doing other tasks. Treat this as if you were at an in-person event/meeting. Also avoid being negative. People are attracted others who have positive attitudes.

Use What You Have Read Already In This Book!

Many of the practices mentioned throughout this book apply to virtual networking as well. . . Setting goals; reviewing the attendee list prior to the call; having a prepared introduction; following up in a timely manner; dressing appropriately and several others. Don't forget to have a one sentence description of what you do and your contact information ready to paste into the chat area.

RESOURCES

Groups and Organizations

• Your Local Chamber of Commerce
• SCORE - Service Core of Retired Executives
• Entrepreneurs’ Organization
• BNI - Business Networking International
• YEC - Young Entrepreneurs Council
• American Marketing Association
• Rotary Club International
• Master Networks
• Meetup.com groups
• LinkedIn

Storytelling Resources

• Crafting An Elevator Pitch
• Elevator Speech Examples and Tips
• Key Components of a Perfect Elevator Pitch
• The Story Selling Method - Master The Art of Storytelling to Build Trust, Stand Out, and Boost Sales (This is an affiliate link)

Others

• Send Out Cards - Thank you cards made easy.

Advantages of Having a Digital Business Card When Networking

Times have changed in the digital world. The use of printed business cards has decreased dramatically over the past decade. That is not to say you should not have printed cards because there is a need for both digital and printed. After all, you can’t put your digital card in a fishbowl at the local pizza parlor to win free pizza for a year!

I think we all are familiar with how printed cards are used, however it is important to look at how digital cards can help you promote yourself and business in a more dynamic and impressive way. To that end, take a look at the list below and ask yourself if having a digital business card makes sense for you. Digital Business Cards are Marketing Tools that if used in your daily routine offer a number of advantages including:

• Always with you since it sits on your phone’s home screen
• Makes a great first impression – If done correctly
• Simple to share with others with a few taps of the screen
• Gets your company and contact info on the home screen of clients and prospects
• Easy to update - its digital and changes are updated immediately
• Keeps you top of mind
• Separates you from the crowd
• Eco-Friendly
• Reduces the number of printed cards you need to purchase
• Provides multi-media options like videos, images and audio
• Linking to your social media accounts, web pages, documents

You can learn more about custom-designed digital cards at www.visnesscard.com.

Barry C. Donovan is a First Impression Warrior whose company's products and services help business professionals create great first and lasting impressions (think headshots, digital business cards and ebrochures) as well as assists victim advocates at law enforcement agencies, DA's offices and service organizations with providing required Victim Rights information to victims of crime via a browser-based app. 

He has been in the marketing profession since 1985 serving clients in a wide range of industries as well as the non-profit sector. He has served on the Dominican Foundation Board of Directors since 1992 and is a former board member and current Advisor for Go Play of Colorado. 

Barry is the author of the the book "Make More Money With Your Graphic Design Business - Offer Custom-Designed Digital Business Cards" and the guides, “Best Practices In Business Networking” and “Ultimate Guide to Creating A Great First Impression.” He also hosts three business networking groups in the Denver area. He has a B.S. in Business Administration and Marketing from the University of Central Florida.

More on his company's products can be found at the web site:  Visible Digital Solutions LLC.  You can reach Barry via email at barry @ visibledigitalsolutions.com