Rehearse questions that will eliminate all other suspects quickly.
Set written goals:
# of conversations: How many people will you speak to?
# of leads for appointments: How many “actionable” business cards will you take?
Organize your mobile “office” (i.e., your clothing)
Pocket for your cards (same one all the time)
Pocket for their cards (same one all the time)
Name badge
Place on right breast (to be seen when you are shaking hands)
Use font that is readable from 3 feet away in dim light
Dress not to be noticed but to be appropriate for group and comfort
At a networking event, DO:
Expect to learn about contacts; get leads; maybe get an appointment
Meet new people; establish contacts; learn about people; exchange info/leads
Discover opportunities you can address; tease / build around how you can impact
Make arrangements for a future phone call to set up appointment. Ask for the administrative assistant’s (gatekeeper’s) name. (Ask your new contact to have them tell assistant he/she is “expecting my call,” and offer a second card for the assistant.)
Working the event
Meeting & Greeting:
Use firm handshake (not limp; don’t crush).
Note eye color of person to whom you’re talking.
Politely use prepared disengagement line.
Move on quickly.
Body Language:
Relaxed (comfortable).
Open stance (engaging).
Approachable smile (inviting).
Manners:
Don’t interrupt.
Don’t monopolize other people’s time.
Do invite 3rd and 4th parties into conversation as soon as possible.
Respect:
Other people’s time.
Other people’s space.
After the event
Make desired or committed follow-up contacts within 48 hours
Keep score – measure your performance / measure fruitfulness of event or event type:
#talks #cards taken #dials afterwards #appointments #closed sales
Study the performance ratios:
Leads-to-conversations Appointments-to-leads Closes-to-appointments
Evaluate results from each network event you attend from time to time to validate that your return on investment of time, effort and money is worth it.
