10 ways to turn conversations into exciting opportunities
20 years ago I walked into a networking event, armed with my business cards, my solid-well-rehearsed pitch and was feeling good, if not a little nervous underneath.
2 hours later I walked out of said room with not a single lead.
I’d met lots of nice people, had been welcomed and enjoyed what was, on the whole, a pleasant experience. However, I left deflated and it got a whole lot worse over the following days when the phone didn’t ring and no one emailed for a coffee.
I now shudder at the thought of this little story because now I know how to network the ‘right’ way and it has been so successful for me and my businesses.
I’ve now run successful networking events across parts of the country travelling around from my home in Lincolnshire which I absolutely love. Back in June, I launched in Sussex which coincidentally is home to my ancestral roots on my paternal side. Centuries of farmers were ploughing the fields and employing staff. I so enjoy visiting the stunning places I found on the census records over 20 years ago.
So, whether you’re in Sussex, Lincolnshire, or The Outer Hebrides here are my top 10 tips for making your networking work. When you discover how powerful networking really is, it will be groundbreaking.
1. Find your groups
There are many different types of networking meetings available and it’s important to find the ones that suit you and your personality. Go and try as many as you can and then narrow down the ones you really like attending. You’ll know when you walk in the room if they’re for you.
2. Prepare
Get prepared the day before. Take a notebook and pen, some business cards and practise introducing yourself in around 40-60 seconds. Give your name, what you do, who you’re looking to work with and how you help clients get results.
3. Don’t try to sell
I liken this to going on a first date and asking the person sat opposite you for their hand in marriage. Unless you’re on one of those ridiculous TV dating shows this is absolutely NOT the way to network successfully. Build relationships first.
4. Be patient
Networking takes time to build. If you have one conversation with a person and expect a sale straight away you’ll be disappointed. Meet, Understand, Value and Trust is my mantra for conversations to naturally grow into valuable relationships.
5. The people in the room are only half the story
I love to use accountants for this example because everyone can relate and it makes me chuckle coming from a business finance background.
Most businesses already have one so when another asks to meet with you, you’re most probably thinking “Really? Another accountant? I already have one and I’m not interested in any more tax advice”
Big mistake and I’ll explain why.
You’re not just meeting with that person; you’re meeting with everyone they know too. So never refuse a chat when someone asks.
6. Be consistent and follow up
You go to one meeting, show your face, leave and don’t attend again. Surely that’s enough hey? They took your business card, you’ve connected on LinkedIn and they know how to find you.
Except everyone is busy being busy and when the person they need is in the room on the week they need them and you’re not there, guess who they’re going to approach.
So keep attending and follow up afterwards. Keep the momentum going. Stay on their radar. You don’t know when they’ll need you, but you must be there when they do.
7. Your face won’t fit everywhere
Some people you immediately take to on the first meeting and feel like you’ve known them a lifetime. Others you meet and take an instant dislike to, not knowing quite why but there’s something about them you can’t quite put your figure on.
This is life. People will be the same with you in reverse and that’s ok. Try not to take it personally.
8. Give more than you take
I call this Networking Gold. Those who say networking doesn’t work are usually the ones who come in looking for sales only. They’re not in the room to help and collaborate, they’re the age-old ‘takers’.
If you’re constantly on the lookout for how you can connect others for their benefit not yours, you become the person doing good in the rooms. This is gold for your reputation and credibility.
9. Be your authentic self
You walk into a networking room channelling your inner Alan Sugar or Karren Brady because you think that’s how all business people present themselves. This isn’t going to work and you’ll get found out really quickly.
I would also say to dress smartly but in clothes that feel comfortable. You’re representing your business; you are its first impression.
But most importantly be you. I can’t emphasise this enough. Remember the saying ‘people buy from people’? It’s true.
Showing up as ‘someone you think you should be’ won’t open doors.
10. Enjoy it!
I’ve had times in my business career that have been incredibly tough and challenging. They take their toll and have on occasion affected how I feel. Sometimes that leads to wanting to isolate myself and stay away from other people.
I’ve learnt the hard way how wrong that is.
My last piece of advice is to push yourself out to at least one networking event each month, weekly ideally and be around people. Humans need human connection.
If you’re in the right rooms you’ll be surrounded by people who only want the best for you and will help and support you if you’re willing to share you’re struggling.
I’ve made friends, socialised and had long lasting connections with people I’ve met in networking rooms who were once strangers.
That is the true power of networking.
Have fun with it.
About Nikki Butlin
Nikki Butlin is a Founder of Driven To Network, a growing nationwide organisation of business meetings, and The DRIVEN Formula®, a practical framework built around Determination, Resilience, Intention, Vision, Execution and Nurture.
She also Mentors, Speaks and is Author of ‘Driven To Achieve – Transforming Challenges Into Opportunities.’
Having spent over 30 years working with UK SME Businesses Nikki’s mission is to support ambitious business owners, founders and professionals to gain clarity, build stronger businesses, stronger finances and turn their ambitions into achievable results. You can find out more about Nikki here: www.nikkibutlin.co.uk
