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Networking – how to approach people

Do you sometimes feel a bit self-conscious at a networking event? Perhaps you feel a bit apprehensive about approaching someone or even two or three people chatting together. Most people feel this way however, you’re there to make contacts so you just have to find the courage and get on with it.

In all the years I’ve been attending networking events I’ve never been rejected by anyone and in most cases people are pleased that you've joined them.

They want to network too and it saves them the trouble and difficulty of approaching you.

10 Steps to success

#1 Smile – look friendly - If you look too serious you may make the other people feel nervous.

#2 Opening remarks could be – “Hi, I’m Alan – what did you think of that speaker?” or “Isn’t this a great venue, have you been here before?” or “Did you enjoy your lunch?” Any other kind of opening small talk is good. If you approach someone at the buffet table you could ask them about the food.

#3 Don’t be negative and don’t whinge - Don’t say things like – “What a miserable day” or “I don’t think much of this hotel” or “I thought that speaker was really poor”

#4 Open with something positive – Introduce yourself and then ask – “And what does your business do?” Use the person’s name and the business name from their badge.

#5 Get interested – If you want to be interesting then be interested. This is one of the best ways to sell you. Look at them and smile - listen and look like you’re listening. Empathise with their problems and give them genuine compliments. Use their name but don’t overdo it. Find out everything you can about the individual and their business.

#6 Don’t be dismissive of people – It’s too easy to think – “They’re not a potential customer for me” and then switch off. I’ve been in the situation where someone has said – “Alan, I don’t think I’d be able to do business with you however I do know someone who’d be very interested in what you do. I’ll give them your card.” Of course, you politely ask if it would be alright to contact their friend. Remember – people may not be able to do business with you but they can become one of your unpaid sales people.

#7 Be likeable – People will only talk about you to other people if they like you. You might have the best product or service in the world but people won’t talk about you or your business unless they like you.

#8 Keep moving – Although you want to spend time with people, there comes a point when you’ll have found out all you need to know and established whether you’re going to follow up later or not. Resist the temptation to talk too much about your business even if the other person is interested – leave that for another time. You need to move on and meet some more people, after all that’s what your really there for. You could make your exit by saying something like – “It’s been really interesting talking to you Mary, I’ll give you a call next week with that information I promised and perhaps we can talk further. I need to go and get another drink.” Make sure your glass is empty and theirs isn’t or you’ll feel obliged to get them one.

You could also say – “I must go and wash my hands” or “It’s been really interesting talking to you John, thank you for your card, I’ve just seen someone I’d like to talk to, hopefully we’ll meet again.”

#9 Don’t drink alcohol – Skip the wine and have an orange juice, water or a coffee. Networking is a semi-social occasion but you’re there to do business. Alcohol and business don’t mix.

#10 Get there early – Your goal is to meet as many people as possible so get there when the event starts. Also be the last to leave – I’ve made some great contacts as I was walking out the door.

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