Networking - 80% of Success is Showing Up
Would you be happy with an 80% success rate?
As important as networking is, a lot of people recoil at the thought of attending networking events with their attendant social pressures and the self-imposed and perceived expectations. Despite this age of smartphones and 5G networks.
So, if networking is the process of expanding and developing your network of social and business relationships through various communication channels, this must include face-to-face. In recent times you read a lot about the demise of face-to-face networking and the advantages of online networking solely.
I thought it would be worth revisiting the topic of networking events as have no doubt - they will reappear as soon as we get on top of this pandemic.
Of course, not everybody loves walking into a business networking event as a stranger or standing at a trade show stand or even attending a breakfast meeting as a member of an association, but guess what? It is essential to building and growing your business. And yes it does take skill and experience to feel confident in these situations, but it’s amazing how a little careful planning will help you to gain those all-important business leads (or whatever your objectives are).
Attract + Action.
I remember reading an article where Woody Allen was quoted as saying that ‘80% of success is showing up’. Now while I actually do agree with this sentiment, I also believe that the remaining 20% is as, if not more, important as the 80%.
From my own experience, I know that your task will be made a lot easier if you prepare a little before, during and after a networking event. Interestingly, recently I read a blog that broke the word ‘attraction’ into two parts – Attract and Action - (I apologise to the author for not being able to credit them, as I just cannot locate the blog).
They pointed out that we must first attract what we are looking for and then just as importantly, take the appropriate action in order to get what we set out to achieve. The suggestion is that if you don't do this, you will only achieve 80% success.
No one else can do this for us, we must take action ourselves to attract what it is that we want. So referring to Woody Allen’s quote – showing up is indeed action, but it’s not enough on its own. We must take the action by attending, of course, and then make ourselves attractive to our prospects.
Tips and Timesavers.
Here are 10 pointers that might help with the attraction element:
Before the Event
1. Choose the event wisely and set objectives.
2. Scope out individual attendees (and their company’s website) and prepare your elevator pitch.
3. Dress for success.
During the Event
4. Get the lay of the land and look for the influencers.
5. Study name badges in general and be friendly.
6. Be curious and be open yourself to questions.
7. Don’t sell too hard so listen more than you speak.
8. Keep cards handy and keep mingling.
After the Event
9. Make notes and follow through promises (e.g. social media).
10. Be professional with follow ups (they’re not your friend – yet).
Let’s face it, when the current pandemic runs its course, real-life networking events will return in some guise or another. People enjoy connecting with each other, in person. Remember everybody at that event has something to offer somebody and that includes you. Be attractive and go that extra 20%.
Staysafe - Jim.
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