Intro to Business Networking Events
What better place to start discussing business networking events and maximizing value than with an introduction to them? Let’s talk about the basics.
Attendees of business networking events attend to garner new business and partake in professional development. They are an opportunity to meet potential vendors or suppliers, new talent for their businesses, possible partners, and to form new friendships. Understanding the importance of attending events with a multitude of different reasons to be there will help you network better and therefore ensure the furthering of your career and business. Networking events come in various forms, from large-scale conferences and trade shows to intimate groups at local meetups that focus on women in technology or operations professionals in manufacturing. All are opportunities to network and network online through various social media platforms.
There can be four attendees from different companies at one networking event, all from different industries and job functions. They only know their colleagues, and their industries and job functions are different. But at that networking event, they all have one industry in common – it is the industry of the event they are attending. Visitors will have many different opportunities to network.
Often, there will be times when event visitors will all be together in one space, which is a great opportunity to meet new people or catch up with those that you know. And often, there will be breakout or parallel sessions and other meeting opportunities. The ultimate goal is to make as many of these meetings as valuable as possible. And the first (and often most crucial) step in this process is the development or identification of sales leads.
Benefits of Networking at Events
Networking with other participants vested in your success yields multiple benefits. The majority of new job and business opportunities are procured through networks, often with current staff before jobs are broadcast. Networking can provide valuable information about the industry landscape, promising future projects, current industry or political concerns, proposed policies or regulations that could affect your work, and other general knowledge.
It is also an opportunity to engage in activities that enhance your personal brand and industry visibility, and may lead to additional conference or career development panels, or writing and speaking opportunities for you. Networking can also provide you with a chance to share your knowledge, promote your interests, and exchange new ideas. It provides access to leaders in your field, and perhaps most importantly, a network of supporters that are integral to changing careers. Some people prefer to work alone; even they need social relationships regarding our health, creativity, professional motivation, and productivity at work.
Association with thought leaders provides status in our field and enhances one’s personal development. Networking is founded on the principles of interpersonal communication and collegiality. The most effective strategies involve interactive conversational techniques rather than bullying or aggressive maneuvers. In all cases, an individual’s “stance of success” – the perceived professional or personal power and standing one embodies – is crucial to effective networking.
The importance of relationships to career success and to reducing and dealing with hazards was stressed, as was the importance of considering symbolic attributes in those relationships such as trust, confidence, and loyalty, which are not reliant on, and often divorced from, overt reciprocity. A crucial aspect of developing our networks is the need to make contacts not only in our immediate area of expertise but also across different business areas and functions.
In the current financial climate, this is particularly crucial and can provide us with valuable support, advice, and encouragement in future career changes. Networking is also relevant to learning and professional development. As an organizational tool, it is of great value as it creates a professional space with shared values and beliefs, encourages cooperation and joint learning, and has an input into shaping relationships at work.
Preparing for Networking Events
The value of networking comes from making meaningful connections with the right people, rather than just passing out business cards. This requires a strategy for success, beginning with advance preparation. Whether you’re new to networking or a seasoned pro, research the attendees in advance. By knowing a bit about them in advance, you’ll be able to gauge potential interest or how best to engage them. Next, make sure you understand the event format and how this can impact your interactions with others. Events usually allow for a few minutes of meeting time, typically between four and seven minutes.
During that time, you might have the opportunity to give a brief overview of your company, services, and what you need from others.Mental preparation. It is crucial to approach communications with a positive mindset. While the room may be filled with unknown variables, a proactive approach could lead to getting what you need. Responsibilities precede rights. Prepare yourself to be of service. Those that are of most value are the ones with the most connections.
This is your opportunity to lend advice and give back, so get ready to start making valuable contacts. There is an element of professional and personal networking in every event, so being prepared will boost your confidence and stimulate your mind. Starting on the right foot will help put any anxiety to rest; your readiness will allow you to project confidence and warmth, and you can begin to focus on fulfilling others’ needs.
Setting Clear Goals
Before attending one of the many networking opportunities in Chicago, ensure a clear set of goals is in place. The goals can range from obtaining new clients to seeking mentors in the industry. Quickly synchronize the goals to the individual career strategy, then take action. Do not hesitate to set several goals with different measurements, but always ensure that the action is congruent with the goals. For instance, if the ultimate goal is to make a strategic partnership, set specific and measurable goals toward that aim.
Also, follow up on the list of networks and act consistently. Do not discount follow-up events, as one of the final goals is to build a network and plan the outreach for strategically achieving individual goals. Sometimes one event at one network may prove to be the most beneficial, so it is important to set the goals and act, yet be flexible. Often, hidden doors opened by an unexpected source, and those who are flexible can quickly turn the unexpected into planned action.
Also, by setting clear goals, people are able to rate the value of the network. For example, if new clients were needed and networking opportunities were executed, the rating of the network is determined by the ratio of the acquired clients at each event. Be on the move and grow the network!
Elevator Pitch Preparation
The elevator pitch is your 30-second opportunity to make a great first impression, let the person or group know who you are, and leave them wanting more information about you and your company. A solid elevator pitch is concise, to the point, and well delivered. Do not try to tell them everything you do in 30 seconds; help them want to ask you more questions. Have more than one speech prepared for different audiences, as you never know the makeup of the rooms you will walk into.
If you can, have stories and examples incorporated into your speech; it will make it more interesting and memorable. Practice your speech so it becomes natural sounding. Say it in front of a mirror and time it. How well it comes off will depend on your eye contact, facial expression, and body language.
This does not need to be spoken at 100 mph. The person you are speaking with should not feel rushed. Body language is very important. Stand tall and maintain good posture, make eye contact, be animated (nestled in a nice range between low and high energy), and smile. Those 30 seconds can be magical! Be energetic, and if appropriate, use hand gestures. You want to make sure you leave with a lasting impression, and they not only remember what you said, but how you said it.
That can only happen when you inject some energy along with good facial expressions and body language. Build a strong conclusion that sticks with the listener. Let them know what action you want them to take. Do you want them to call you? Set up a meeting? Vote for you? Based on what you are hearing in the room and what you are observing from your listeners, use your judgment as you start giving your speech. Concentrate on one thing: what action you want the listener to take.
Effective Networking Strategies
Successful networking is beneficial for all careers and can unexpectedly feed into future business, professional, and personal relationships. If you view networking as a disingenuous task where you roll your eyes while begging others to help you, then you won’t get far. It is important to keep the mindset that most of the same benefits you would gain from networking are the same benefits someone else would receive when they network with you.
If you can make a meaningful connection with another person, then your network has expanded, regardless of the person’s profession. When you view networking as an open door to sharing expertise, ideas, and solutions across industries, then you are capitalizing on the true intentions of networking events. Volunteer at the event! It’s a great way to be at the event, proactively help, and meet more people. To initiate conversation, introduce yourself confidently and share your personal brand.
Someone who understands their own history and goals gives a productive, intriguing elevator pitch. At that point, engage in active listening. Listen for similar experiences, advice, tactics, or challenges that could lead to shared experiences. Focusing conversation in areas of commonality will allow for a more memorable and genuine interaction. After some time conversing, if you feel that someone would be open to connect, offer your business card while asking for theirs in return. You must be a person of action and engagement to realize a meaningful return at networking events. Exchanging business cards without engaging in sincere conversation can feel dull, but exchanging information with a promising contact can feel like the start of an enduring professional relationship.
Active Listening Techniques
Active listening is a conversation technique that fosters a cooperative relationship between parties where the conversation flows in a natural give-and-take manner. By definition, active listening shows that you are truly involved in the interaction. There is a vast difference between ‘hearing’ and ‘listening.’ Hearing is the automatic response of your ear to register sound. It is the act of receiving noise, while listening can involve responding consciously when you hear that sound. During conversations that take place face-to-face during networking events, there are several key techniques that initiate consequences.
These conversation techniques include, but are not limited to: 1. Nodding: Demonstrates that you received the communication. 2. Eye contact: Implies interest and understanding. 3. Relaxed posture: Communicates calm and composure. 4. Clarifying questions: Show eagerness and interest. 5. Summarization: Reveals comprehension and builds rapport. 6. Encouragement: Communicates emphasis during pauses and interjections.
By combining these techniques with an awareness of the typical mental and environmental distractions that might crop up, it leads to a conversation that becomes more personal and meaningful. By doing this, you are exhibiting a realistic and deep interest in what the other person has to say. You are both better able to absorb the content of their story and share the emotion with them. Overall, it leads to a natural and mutually enriching experience.
Building Genuine Connections
Networking is about building authentic relationships with new people. Every person you bring into your life is someone you attract because they are a direct reflection of you. Being untrustworthy is a liability that outweighs the potential benefit from whom they might introduce you to. Be someone others can trust, and amazing things can happen. When you’re at an event, the quality of interactions is more important than the quantity of interactions. If you’re in a conversation and you’re not really clicking or vibing with someone, it’s okay to bring the conversation to a close and move on to someone who might interest you more.
You’ll find that when you are genuinely curious and interested in other people, they will not only show up for you but open the doors to many opportunities. Moreover, when you meet someone new, information is exchanged, memories are made, and based on your values and theirs, a decision is made about how to proceed. In most casual interactions, be open to connecting in some way, maybe on a similar idea or thought, or sharing a laugh or common ground.
Use your values as a guide to choosing with whom you want to build rapport. Because ultimately, people do business and refer business to others who share the same values. When you receive their card, take a second to look them in the eye and say that you truly enjoyed meeting them. Then tell them that you would like to get together with them soon for lunch or coffee. Within 48 hours, attach a little “Thank You” note to the back of your business card, reminding them of the conversation you had and, if applicable, that you’re glad you figured out the networking similarity before you went out for lunch.
Follow-Up and Relationship Maintenance
What a person does in the days and weeks following a networking event can have a really large impact on the results. Whatever they do, maintain those relationships, keep the lines of communication open, learn about what the useful things to them are, and always be looking for ways to assist. A failure to follow up can stop your networking in its tracks. By following up, individuals can take those relationships to the next level. Whoever misses out on key opportunities by not following up can be seen as being rude or insincere. And most importantly, follow up because they like to, and the desire to do so will come through.
As we all know, developing these relationships takes time and energy, so use them wisely. Networking events should be thought of as the starting point of a continuous line of business opportunities that will grow stronger over time. By regularly following up, they’ll make sure you maintain those relationships with everyone met. Welcome to the next step in relationship building and maintenance. After a time, a person will realize that their networking opportunities increase in proportion to the value they bring to others. Showing gratitude for their time can result in goodwill and improved interaction in the future.
If they go to out-of-town events, social media can be an even more important avenue for relationship building. For example, the day before an event, someone could reach out through a message. Whether messaging or direct posts, social media can be an important touchpoint for events. More frequent and informal follow-up will put a person ahead of other competitors, show their connections that they are people too, and help them remember them from their time together.
