1. Preparation
2. Engagement
3. Follow-up
Before you attend a business networking meeting, research attendees and the event’s purpose to tailor your pitch and identify key connections. The group’s website can be helpful, but if you were invited by someone, ask them to step you through the group’s members.
Set a goal for yourself of meeting three new contacts and obtaining permission to follow up.
Craft a concise, memorable introduction that highlights your area of expertise, and tells people who you’re hoping to meet.
Practice your introduction and memorise it. Make sure it takes no more than 40 seconds to deliver.
Once you can deliver your introduction without notes and within 40 seconds, video yourself giving it. Critique yourself and refine it. When you're happy, video yourself again and ask a friend or partner to do the same.
During the networking meeting, prioritise quality over quantity. Listen actively, ask open-ended questions, and show genuine interest in others’ work to build rapport.
Introduce yourself to others, focusing on how you solve problems or add value. Exchange business cards or digital contacts, noting specific details about each interaction for later reference.
Be respectful of time, keeping conversations brief but meaningful. When you’re interested in ongoing contact, ask for a phone or Zoom-based follow-up call.
If you’re determined to maximise your business networking success, be sure to contact everyone you agreed to call within 24 hours. This initial call should be short. Ask what sort of person they tend to get the best referrals from, whether they're using LinkedIn or Facebook, and ask if they have content they would like you to repost or link to from your social media accounts or website.
Assess the suitability of this person for a longer-term relationship. If you think you can work together, ask if you can call back in a few weeks for a catch-up. If you don’t, thank them for the call, and say you’ll keep an eye out for anything they may be interested in.
You’ll find a wealth of tips about how to maximise your business networking follow-up calls in this article on the Bx blog.
The simple, highly-effective three-step method outlined in this post is great, but it takes more time than it needs to. There’s a simpler, more effective method that builds lasting referral partnerships.
Contact me (Wayne) and ask me to explain what it is and why it’s so much more effective.
Building effective referral partnerships will help you maximise your business networking success. Click the link for an introduction to this revolutionary networking concept and then connect with me on LinkedIn.
Are you looking for a technique to help you assess the suitability of a potential new referral partner? Click here.
The best way to maximise your business networking success is to bring efficiency to your networking activities. You want to...
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