Networking – A Forgotten Priority?

February 8, 2016 by Chorus Business

Networking – A Forgotten Priority?

With the onslaught of “social media” and every marketing consultant urging you to be Tweeting, Facebooking, Google + ‘ing, LinkingIn and any other social medium they can find to generate more business it is important that good old fashioned face to face networking is not forgotten. Indeed, for many businesses, it is the single biggest source of lead generation and sales. However, networking skills do not come naturally to everybody but there a few tips that can help and ensure that your networking is effective:

• Quality v Quantity: With limited time it is the quality of connections that really matters. Target the events and meetings that you believe are the most relevant. Focus on people and organisations where there is potential synergy and have large networks themselves.
• Prepare: Apart from remembering your business cards! Develop your opening introduction and pitch. Practise really does pay off. It will soon be so automatic there will be no panic moment when somebody asks you the immortal question: “so what do you do”? Make sure you can adapt it to the situation and above all be yourself – don’t force a personality that is not yours. Networking is not just for ultra-confident extroverts it is about people that can add value.
• Research:Before any event try to find out the attendees, sponsors, speakers. Identify who you would like to make contact and use the organiser if need be to fashion an introduction
• Two way process: It is important to remember that networking is not all about what you can get out of new contacts but also helping and sharing your own contacts. Be a “super connector” i.e. introducing two people who can benefit from each other. It will be remembered.
• Engagement: Listen. People like to feel they are being listened to. Ask insightful questions, ask better questions and pay attention. When there is a lull in the conversation and no more to be said at this initial contact be polite and excuse yourself.
• Follow up: Whenever there is a connection and promise to stay in touch do follow up. A simple rule, 24/7/30, will help: in 24 hours send a short email, in 7 days connect via the relevant social media and in 30 days set up a face to face meeting – no selling at this stage. Build long term relationships not short term contacts.
• Review: Constantly review your network - look for the gaps that you need to fill. Assess what is working and what isn’t and adjust your time spent accordingly

There are several networking groups and events in Southend including Southend Peers that meet every week in an informal atmosphere to help promote your business and build a sustainable network.

If you’d like any further information on Southend Peers or advice on any aspect of running your business please call Chorus Business Advisers on 0845 8671263 or email info@chorusadvisers.co.uk