Networking, The Rules of Engagement

So firstly, why do we network?
Simple answer: - to gain more business, not leads, leads are for dogs!!
I’m talking about real business, you know, that part that makes us money.
For SME’s networking is the best form of marketing bar none.

• It’s cost next to nothing  (if you go to the right ones)
• You the owner gets to speak about what you know better than anybody, Your Business
• Your business gets known locally
• You get free advice from other business owners

Ok, all that sound too easy. Well it is. However there is a catch
TIME!!
No, not time out of your day, if there isn’t enough time in your day then you probably don’t need the extra business.  For now anyway!
Time in the networking world comes in the form of patience, and boy do you need to be patient.
Ok, the rules of engagement.
DON’T TRY TO SELL YOUR BUSINESS.
There are lots of sales techniques and trends that come and go,
However, one rule remains number 1, top of list. People buy from people, even more so now more than ever.
So engage with fellow networkers, they don’t care about your business, they only care about theirs.
Let them speak, ask them what they do and you won’t shut them up. Be interested (really) don’t fake you’re interest.
Remember who you’re talking to, these people are the same as you and will see straight through your bullshit.
DON’T learn a sales pitch for your business, it sounds just like what it is, a sales pitch. Give them a relaxed short insight of what you do. If they want to know more they will ask. If they don’t ask, then they don’t want to know.
Worry not; you WILL get another chance another time.
Always ask new people “what sort of people are you looking for?” or “how can I help you?”
Remember for now, your just making friends. The business WILL follow.
Remember names (I am crap at this) I try to relate people to film stars to remember names, or give them nicknames.  This did shoot me in the arse once when I called the person by their nickname!!
Forgetting somebody’s name who remembers yours in unforgivable!!
DON’T LIE. The Internet has given us nowhere to hide, you will get found out.
Follow up after the event on all the business cards you have been handed. Again DON’T send a big long email about what you do, they already know or didn’t want to know. A quick email

Hi (name)
It was great to meet you today at (place), your business sounds great and I hope I catch you at the next event.
In the meantime if I meet somebody who could use your help then I will definitely pass on your details.
Best regards

YOU

Remember if you’re thought their business was rubbish and they were a KNOB, then don’t follow-up
It’s still ok to not like everybody, there are some complete idiots out there.
If you find you don’t like anybody! then I suggest you don’t go anymore and close your business!!
Networking takes time, after about 6 months, 50% of my new business comes from networking.
Great ROI
If you’re worried about walking up to people, then take comfort in the fact that so are most of the people in the room.
YOU’RE NOT ALONE
Any suggestions for my next post?