How often have you been at networking meetings where everyone you meet is all about 'me, me, me'?
They start the conversation trying to sell you something and quickly move on when it becomes apparent that you are not currently in the market for what they are offering. I personally think that these types of people are really missing a trick. Here's why:
Don't dismiss someone just because they won't buy from you personally
Even when someone is unlikely to buy from you, it is worth spending a few moments getting to know them and their business... after all, they usually have at least one contact within their business and social circles who will be in the market for what you are offering. And you never know, they might just have a contact who you've been trying to connect with or who is looking to place a substantial order.
Give rather than receive (use a 'how can I help you' approach)
Having a giving approach rather than a taking one can reap massive benefits. We've already established that people like talking about themselves, so turn their habit into useful information for you.
By asking this question means that people are more likely to tell you the types of clients they are looking for and which industries they sell into, which means you are more able to pass on their details to your contacts.
When they have finished, always say whether you have any contacts they are looking for and thank them for giving you such useful information. Continue by telling the types of clients you are looking for and ask them specifically if they have any contacts in those fields.
You'll be amazed at how much more productive your meetings will be by trying to give rather than receive.
Other people are your best PR
Being recommended is the best form of public relations (PR). People are much more likely to believe someone else that you and your products are brilliant much more than they will believe you. Getting to know people at networking events means they are still able to promote you to their associates and clients, even if they don't buy from you.
Find out what people remember you for
I always find it fascinating to discover how people remember me. At many of the networking events I attend, I give a 60 second pitch about who I am and what I do. By listening to how people introduce me to others is an interesting insight into what people remember from these and the types of topics they are interested in. I then use this information to develop other one minute promotions to build on their interest.
Research and follow-up is important
If there is a delegate list published before the event, do use it to prepare for the meeting. Go with 5 people in mind that you would like to talk to. Ask other attendees you talk to if they know any of them and ask to be introduced.
Always try to follow up meetings with emails, tweets or other social media messages to the contacts you have spoken to. These needn't be all work related - in fact if you can weave a social conversation, it is all the better. How much nicer it is to sign off an email saying. "I hope your son's team has a good game on Saturday" or "Good luck in the Great North Run at the weekend"? It shows you are interested in them as a person as well as their business and something you can build on next time you meet.
Hannah
Hannah Sookias
The Write Solution
Tel: 01283 808460
http://www.copywritingandpr.com/
Digital PR - Blog Writing - Social Media Training - Articles - Features - Public Relations
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