Networking
Let's
Connect - The secret of maximizing participation at conferences and trade
shows
By Donna Messer
There's no avoiding the "N" word these days. We all know the benefits of networking, but do we practice it?You are going to be part of a conference or trade show and you want to maximize your opportunities while participating. Good networking is trying to help everyone you meet connect with someone who will benefit from that introduction. Networking isn't selling your product or service, it's selling you and who you know!
Networking is linking resources. Think of networking as a chain and each link you add gives another connection and another. You need to be a part of that chain--a networking source that can help you reach anyone.
Sometimes you have to become a detective, looking into your past. What do you know that might be a positive connection for someone you know now? You have to become a lateral thinker, defined in the dictionary as seeking to solve problems unorthodox or original methods. Lateral thinking stretches your imagination and helps you see a win/win scenario in every situation.
To network effectively, you must be prepared and that means doing your homework! Before you come to any conference or trade show, make a list of who you know and what areas of expertise they have.
Order a supply of business cards and make sure that they have the complete address, and if possible, a dedicated fax line and e-mail address.
People you meet will want to connect with you in the quickest, most economical way possible. Fax machines and e-mail are fast becoming the chosen methods of business communication. Business letters delivered by mail are important , but to make the immediate connection after a networking event, fax or e-mail is most efficient.
The following checklist will help you maximize your participation at this conference.
- Have a plentiful supply of business cards.
- Work on your handshake, it says a great deal.
- Perfect your infomercial, take no more than one minute to introduce yourself.
- Arm yourself with several good questions that will add to a connection.
- Set networking goals for yourself, exchange cards with at least 25 delegates.
- Make notes on the back of each card for follow-up.
Don't know how to perfect your infomercial? Need a few icebreakers? Not sure what your goals should be? Visit us at the ConnectUs website. We've got all you need. Look under Gifts at http://www.connectuscanada.com.
Top Ten Ways to Maximize Participation at a Conference.
- Do your homework. Get details of the participants in advance if possible.
- Ask for a list of exhibitors, delegates, etc.
- Drafts one page of fax/e-mail introducing yourself in advance to delegates and exhibitors
- Suggest you are looking for strategical alliances. Use the words :How can I help you?"
- Have lots of business cards--sometimes it is a good idea to have your picture on particularly when you are in a country where we all look alike.
- Connect with your embassy, local chamber of commerce and any service club you belong to--this way you are expanding your network in and out of the conference.
- Use the internet--connect with clubs, associations and lists in advance--set up meetings and explore possibilities for strategic alliances.
- Think laterally--make introductions a win/win--don't just look for what's good for you.
- Have a website that provides details on you, your company, your products and services, that people can check out during the event.
- Draft a profile of yourself, listing who you know, friends, associates, neighbors. Bring that profile with you--they could be important when making profitable connections.
Who makes up your network?
Everyone you know is part of your network, and it's probably bigger than you think. They can help you and you can help them. You must learn what you can about each individual, their skills, experiences, talents and needs. The people you know are now "warm" leads. It's much easier to build on that warmth by expanding your knowledge of these people than it is to pursue "cold" leads.
- Family. Look at each family member as a well-rounded individual with skills and backgrounds. You can tap into their knowledge and their networks.
- Friends. Your friends have skills that you may not be aware of. Ask. They have their own networks. Ask to be introduced.
- Neighbors. Your physical proximity gives you a unique chance to develop closer ties. Find out who your neighbors are. You already have one thing in common--your choice of residence.
- Professionals in your field. You may not work directly with them,, but you share the same career choice. You can advice and support each other over common issues.
- Suppliers. You do business with them anyway. Find out more about the. They might need your services.
- Clients. You serve them and you have built up a relationship of trust. Ask them to serve you in various ways, as suppliers, supporters, and referrals.
- Coworkers. You likely spend more waking hours with these people than with your family and friends. How well do you really know them? Find out more. You may be able to help each other.
- Clubs or Association Members. If you are involved with any community or professional associations or activities you have a ready-made network. Most people join these groups to meet others. The door is already open.
- Volunteer Groups. One of the most prevalent reasons people volunteer is to meet others and to feel a part of something. Get to know your fellow volunteers better.
- Acquaintances. You meet dozens of people in work and social settings. Don't waste these opportunities. Ask each person you meet to tell you more about themselves. Friendships often begin this way. Good networks always do.
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