5 steps to SMART networking

All too often we attend networking events without any thought whatsoever being put into the whole episode. Most people greet the occasion with anticipated dread. Let’s face it fairies, no-one likes walking into a room full of strangers where the main point of conversation is Mr. Bean trying to hypnotise all and sundry into believing that he really is the most spectacular used car sales man you’ve ever met (whilst he fiddles with his fake Gucci watch). Or getting cornered by someone whose great idea is selling turf to the Arabs.

Fear no more, with just a little thought put into the whole affair you can walk in, head held high and focus on the select few that can really help you grow your business.

Step 1 – RESEARCH

Before the event, get a list of the attendees. Scrutinize the list and pick out 3 or 4 people who can help you grow your business. This is not to say you are not polite to everyone else but the main point of networking is to make contacts. Make a separate list of the names and put them in order of importance. This is your VIP list.

Step 2 – MORE RESEARCH

Before attending the event, pull up your VIP list and check their website, blog posts, twitter account so that you have a good understanding of their business and you are able to complement them on how well they are doing. Think of this as being a bit like doing an interview, the more you know the better you’ll do.

Step 3 – BODY LANGUAGE

Body language is such a crucial part of networking and many people don’t use theirs effectively. Walk as tall as you can when you enter the room. Maintain eye contact. (There is nothing as off putting as the Anthony Perkins psycho look!) Most importantly, smile and be friendly and helpful to whomever you are speaking with because although they may not be the exact person you need, they are bound to know someone they can connect you to.

Step 4 – ITS A BRAVE NEW WORLD

Stop attending networking events that are a complete waste of time. If your client list or potential client list is not comparable with the attendee list, it’s a waste of time. There are far better things to be doing with your time, such as strategizing your business. The first time you say “no” you will feel slightly guilty and the “what if”s” will be running through your mind, but, believe us darlings when we say, that after the initial shock of turning down a party has passed, the sense of liberation is enormous.

Step 5 – HANDLING THE OLD NERVES

Sometimes, no matter how prepared we are or focused on finding the perfect client we are, we can’t stop ourselves from getting nervous. On the one hand nervousness is that fantastic adrenalin rushing around your body, priming you for success. On the other, sweat bags for armpits is really not a good look. Again before you go make a list of things that really worry you about this event, what are the things you worry about? Then make a list of all the worst things that can happen. Now when you have that list made, read it, study it, and answer the questions. Usually the worst thing that can happen is “what if he’s rude?” or “I’ve just wasted all this time and they probably won’t speak with me again”. So what? Move on. If someone is going to say no, get to the “no” as quick as you can so you don’t waste any more time.