We all know that as a professional within a professional services firm you are expected to be able to work the room. Let’s face it, face-to-face networking can be very daunting and if not done properly a waste of your valuable time. There are many simple ways that you can achieve more with your networking time. Here are my top tips.

1. Do your homework in advance

By this I mean, ask your host for a guest list in advance. Identify 3-6 people that you want to have a conversation with. Do some research on the contacts you want to meet – what line of business are they in? What may be the particular business or personal challenges that they may be facing? On the day before you go to the networking event, have a quick look at some of the on-line news websites, and relevant trade journals, and formulate an opinion on some of the top stories.

2. Have the right kit with you

By this I mean, have a personalised badge already made up with your logo, lots of business cards, and a small notepad and pen with you.

3. Have your introductions worked out

When you meet someone for the first time, they are going to inevitably ask you what you do. Have a 30 second paragraph worked out in advance which tells people ‘what value you bring to your customers & clients’, and your target market.

4. Think about your positioning

Make sure you are positioned so that you are facing the door (or early in the event, facing the table where people collect their badges). That way you can see who is arriving, without having to look away from the person you are talking to.

5. Finding a person to talk to

We’ve all been there – we arrive at an event and everyone seems to be talking and you are feeling like billy-no-mates. Position yourself near to the drinks table, buffet or toilet – people will walk past you, and take the opportunity to introduce yourself. After all, everyone at a networking event is there to meet new people.

6. Starting a conversation

An exceptionally common fear is not knowing what to say to someone you have just met. There are some really easy openers to a conversation:

“Hello, I’m ….AND THEN…

“How’s your day been?”

“How was your journey here today?’

“What have you got planned for the rest of the day?”

7. Keeping a conversation going

Normally people love to talk about their business – so aim to get someone talking about their business, listen to what they are saying – and find ways of personally complimenting them on that they have achieved

8. Find a reason to stay in touch

Now, Mr Smith from Fantastic Widgets may not be your target client. But he may know someone that is. If you want to stay in touch, then ask for their business card. But, it is more powerful to find a reason to stay in touch. For example, ‘have you met so-and-so? – I’ll send you their details’, ‘I was reading a great article – I will send you a copy.’

Would you like to achieve more from your networking time? Or perhaps you would like to start enjoying your networking time? One of our coaches can help take the fear factor out of networking for you. Here at The Efficiency Coach we specialise in working with Professional Services firms. Why not give us a call on + 44 (0) 1234 48 0123 or drop us a line, heather@theefficiencycoach.co.uk

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