Networking for Wallflowers: How to Profit from Getting into the Crowd

The two most common complaints about networking are: 1) I never meet people I can do business with and 2) I am always so uncomfortable going to networking events. These two complaints are related and can be relieved with a three step approach to networking that helps even the most frustrated networking wallflowers.

The three steps are:

  • Know the right events to attend
  • Know exactly how to start and continue to conversation
  • Know exactly when and how to end a conversation

    • 1. Know the right events to attend. Business gatherings that typically provide networking opportunities are:

    • Chambers of commerce or other organizations' networking mixers; accelerated networking events; service organization meetings. There you will find people from many industries, and people at various levels of decision-making authority.
    • Industry specific organizations' activities, where all attendees are in the same industry; or provide services to that industry.
    • Annual conference/conventions/trade shows that attract providers and vendors.

    You'll know the right events to attend when you are clear about your networking goals. The number one goal should be to meet people to whom you can provide solutions. If your product or service is perfect for a narrow niche, then you should only invest in networking events that attract people from that niche. If your product or service can benefit people in a broad range of industries, you should identify your top three and attend events that attract people from those top three.

    2. Know exactly how to start and continue to conversation. Craft a script for your networking activities. The script will set you free: once you have committed to memory what to say, you will be free to concentrate on the other person. When it's your turn to speak, you'll automatically say the right things.

    Be the first to ask a question. Ask only this question: "John, I'm wondering, what's the biggest challenge you're facing in your business today?"

    • As John answers, give him cues that encourage him to keep talking. Cues include: nodding, smiling, and saying, "really, tell me more."
    • After two or three of John's answers, you'll know if you have anything that could help John meet his challenges. Don't say anything about that yet!
    • Option A ? if you don't offer a service/product that can help John, you move to the next step, which is gracefully ending the conversation.
    • Option B ? if you do offer a service/product that could help John, you can continue this conversation with a few more questions.

    3. Know exactly when and how to end a conversation. Ending the conversation depends on whether you have chosen Option A or Option B.

    Option A ? there's no fit between John's needs and your services.

    • Say, "John, it's been great talking to you. I don't have anything to help you; however, as I go around and meet others, if I find someone who does, I'll send them to you." And then make eye contact, smile and shake hands and move to the next person.
    Option B - you do have a service/product that could help John. Your next question should be, "how important is it that you do something about this now?" Now is the key word here. If it's not important enough to fix now, go back to Option A, end the conversation and move to the next person.
    • If it is important to fix now, you have the opening you need to ask for just one thing: that John will take a phone call from you in the next two days.
    • Come to a specific agreement on when this phone call will take place.
    • Make eye contact, smile, shake hands, and move on.

    Repeat these three steps with other people in the room. Quality is more important than quantity. You want to build rapport with two or three people, then have meaningful exploratory phone calls with them immediately.

    Get away from the wall and get into the crowd and you'll find profit in every networking investment you make.

    Susan G. Trivers is a Business Communication Consultant and Coach. In one-on-one or small group settings, she draws out the untapped skills and expertise of executives, managers, business owners and licensed professionals so they maximize their results from the 80% of their days spent commmunicating with others. Results: more business, more problems solved and greater confidence.http://www.susantrivers.com/

    Susan is the author of 21st Century Presentation Magic! Become a Capitivating and Compelling Public Speaker which demystifies the 22 most common myths of public speaking, and shows business speakers how to find the kernel of magic within each myth. You will instantly improve your public speaking skills whether your audience is one, one dozen or one hundred. http://www.susantrivers.com/21stcentury.htm

    In The News:

    pen paper and inkwell


    cat break through


    The Secrets of Effective Networking

    Before we talk about specific networking tips I want to... Read More

    Create a 10 Second Introduction From Your USP

    You can generate a ton of business by networking, whether... Read More

    Unforgettable First Impressions Part 3: Time is (Not) On Your Side

    You only have three seconds?Connect in under a minute?People decide... Read More

    10 Top Tips for Successful Networking

    1. Recognise the importance of networkingAsk any successful business person... Read More

    Networking Know How

    Networking, even to a seasoned professional, can seem intimidating or... Read More

    Savvy Networking: Grow Your Business and Your Career

    Did you know that contacts are the bread of career... Read More

    62 Ways to MAXIMIZE Your Approachability

    If you walk into your local bookstore and pick up... Read More

    Four Brainless Self-Promotion Techniques To Avoid

    Many workers think that their hard work will speak for... Read More

    How to Generate More Business by Telling People What You Do

    What do you tell people when asked what you do?... Read More

    Ask for What YOU Want and Gain More Business

    Why ask others for help and what do you gain... Read More

    Social Networking: A Link To Like Minds

    Not all dot-com dreams died when the Internet stock bubble... Read More

    Networking Skills: Arguing in Context

    If you're fond of a good debate, you know how... Read More

    10 Steps to Successful Networking

    "It's not what you know, it's who you know."This old... Read More

    Networking

    Put join a networking group on your to do list... Read More

    Why Cant I Start A Conversation With You?

    One out of every ten Americans has a fear of... Read More

    Have We Met Before? What to Do When You Cant Remember Who Yourre Talking To

    You see him from across the room. You know him,... Read More

    Network Your Way to Success, and Remember: Its Not About You!

    Quote of the week"The answer is always no...unless you ask."... Read More

    Networking to a New Life

    Research shows that talking to strangers -- not people in... Read More

    Measuring Value for a Networking Group

    How do you measure a group's worth to your organization?It... Read More

    The 7 Habits of Highly Horrible Networkers

    Networking is a term that didn't exist (academically) until almost... Read More

    Is The Company You Keep Hurting Your Business?

    When you look at your friends, it's like looking into... Read More

    Strategic Networking: Take the Shortest Path to Success

    Do you use Ryze or LinkedIn to promote your web... Read More

    Networking: What the Heck is a Ryze?

    If you're new to the internet marketing club, you may... Read More

    Network Marketing Secret: On Becoming the ?GoTo? Guy

    For years we've been taught to identify ourselves as reps... Read More

    Networking and Trade Shows

    The most important reasons people exhibit at a trade show?... Read More

    Social Network Software

    My neighbor ? a lovely man I've known, and have... Read More

    Sharpen Your Business Networking Skill To Grow Your Small Business

    Most people become lax at maintaining their professional business network... Read More

    5 Ways to Wow People Who Wear Nametags

    People wear nametags more often than you think. The majority... Read More

    Getting Leads

    How many leads do you pass on?As a reminder, you... Read More

    Unforgettable First Impressions Part 1: Discover the CPI

    People like others whom they are like. So if you... Read More

    Network Marketing

    Network marketing is the ordinary person's best opportunity to make... Read More

    Give People Something to Talk About!

    My husband and I tried an experiment one night. We... Read More

    34 Power Affirmations for Networking with the Affluent

    Here are 34 affirmations I have created after studying the... Read More