Pre-Event Networking Preparation - Making the Most from Networking Events

8132019 Pre-Event Networking Preparation - Making the Most from Networking Events

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THE ULTIMATE PRE983085

EVENT NETWORKING

CHECKLIST

10 Top Tips to Get More Business More Impact and More Opportunities

from Your Next Business-Related

Networking Event

N E T W O R K I N G C H E C K L I S T 1 2

by Rob Brown

wwwTeRobBrowncom



Page 2 of 10 copy Rob Brown 2013 wwwtherobbrowncom therobbrown

WOULD YOU LIKE TO NETWORK CONFIDENTLY EFFECTIVELY AND

STRATEGICALLY FOR PROFILE PROFIT AND POWER The best networkers can just turn up to any networking event and make something

happen For the rest of us mere mortals a certain amount of preparation is neededto extract maximum value from a networking situation That requires some

preparation

To illustrate letrsquos say I could introduce you to the very best prospect or high levelcontact at your next networking event How would you introduce yourself Howwould you make an impact What questions would you ask them How would you

make them remember you What would be your outcome for the encounter You seenow why you need to prepare this stuff

Or letrsquos say you meet a lsquoso-sorsquo or average contact How will you guarantee tomaximise your chances of making something happen Thatrsquos why you need my

Pre-Event Networking Checklist With it yoursquoll be in the best possible position tomaximise your networking interactions for more referrals and opportunities

Robrsquos Networking Checklist 12 - 10Top Tips to Successfully Prepare for

Your Next Networking Event

1 CONQUER YOUR NETWORKING FEARS

Have you ever had a fear of something Haveyou ever had a fear that has stopped you from

pursuing a goal or a dreamNetworking intimidates a lot of people You couldbe the most confident person in the world whenyoursquore doing your usual job But walking into aroom full of dark suits cliques and unfamiliar facesis intimidating for almost everyone

When you go out to network and walk into a roomfull of new faces chances are yoursquore not full ofyourself and ecstatically happy to be there

From CEOs to cleaners most people are lsquofreakedoutrsquo by such situations It comes from having todo the opposite of something your mother toldyou - donrsquot talk to strangers

The good news is that most people feel thesame as you And even better news getting thehang of this networking thing is coachable

When Irsquom doing my coaching and speaking toaudiences about networking more confidentlyand productively these common fears andconcerns come out

It doesnrsquot matter whether yoursquore trying to startup a conversation in a bar with someone at the

gym on a train or at a business related eventSee if you recognize any of them

What should be the first words out of my1mouth

What do I do when I first walk into a room2

How can I put people at ease and break the3ice

How can I make people think well of me and4create a strong first impression



dRobrsquos Networking Checklists 12 - 10 Top Tips to Successfully Prepare

for Your Next Networking Event

Page 3 of 10 copy Rob Brown 2013 wwwtherobbrowncom

ldquoGreat talks coaching and resources to help you get more talked aboutconnected and referredrdquo

How can I make myself engaging5interesting and even exciting

How should I introduce myself and position6

what I do to best effect

How do I make people want to talk to me7

How do I avoid embarrassing silences and8keep the conversation going

When do I move from the easy small talk to9the more purposeful business talk

How can I make what I say more interesting10

How can I disengage from conversations11with manners respect and professionalism

How should I confidently approach groups12of people particularly when they all seem toknow each other well

What does rejection look like and how do I13handle it

What can I say when someone already has14what Irsquom offering or worse just doesnrsquotneed what Irsquom offering

How and when do I follow things up15

Many people share these fears and concernswith you so yoursquore safe in knowing that yoursquoreperfectly rational and normal

However you might be something of anintrovert which could provide you with toughchallenges if talking to strangers is the thingyou fear the most But like I said itrsquos coachable

In many ways networking is tailor-madefor extroverts That is outgoing gregariouscharacters who love people love companylove challenges and love social situations

If you are more of an introvert you mayprefer your own company and a quieter lesspressurised environment

If yoursquore shy itrsquos easy to become paralysed bythe prospect of talking to strangers So hereare four quick ideas to help you conquer yourfears

Just do it1 Yoursquove heard of the phrase

lsquofeel the fear and do it anywayrsquo Nothingconquers fears more than just jumpingright in Who knows as you become moreconfident effective you may even get tolike it

Remember everyone feels like you2 Eventhrough they look super-confident and atease theyrsquore struggling in just the sameway underneath

Go with somebody3 (or arrange to meet

somebody there Much of the problempeople have with networking comes fromthe first two minutes If you know yoursquollhave a friend there to look out for orbetter still that yoursquoll be walking in withsomebody your first steps become so mucheasier

Work on your skills4 Nothing createsconfidence more than confidence Thebetter you get with networking the more

certain yoursquoll be

Networking is a mindset as much as a skillset Once you overcome those fears yoursquoll bewalking into that room with your shouldersheld high Yoursquoll be confident expectant andattractive People will want to talk to you bearound you and want whatever yoursquove got Thatrsquos a great place to be







2 BRING YOUR NETWORKING TOOLKIT

One of the best things you can do in preparing

to network is to put together a networkingtoolkit

Some items in your networking toolkit can bekept in your bag or car for all networking eventsOthers are specific to certain events

Yoursquove seen it yourself Some people walk intoa room absolutely clueless about what theyrsquoredoing there and how to maximise their time

Not you Pack your toolkit and be ready foranything Then yoursquoll get the best from all of yourevents Here are 15 things you might need

Your networking goals1

Business cards2

Map amp venue directions3

Deodorant (plus spare clothing if itrsquos after a4long day at work

Mints or gum - for good breath5

Details on parking6

Your own name badge if you have one7

The appropriate outfit8

A nice pen to jot down any relevant details9

Your marketing literature (just in case)10

A good smile and a good handshake11

Your elevator pitch or personal introduction12

Some great networking questions13

A positive expectant outlook14

A desire to help people When you help15others get what they want you tend to getwhat you want

Be prepared to network and have conversationsin a variety of situations Carrying a few propssupplies and cards makes you ready for anybusiness encounter with a stranger

3 SEE THE BENEFITS OF NETWORKING

If your lsquowhyrsquo is strong enough yoursquoll bemotivated to get out there and network Hereare 18 of the top benefits of networking Whichones will motivate you to get out there and gettalking to people When you network you can

Uncover new business opportunities1

Make more profits and more money2

Meet or exceed targets for bonuses and3commissions or simply safeguard your job

Recruit your next employee non-executive4director team member sales executive orbusiness partner

Raise your personal profile Itrsquos no good5being the best kept secret in the world

Source great suppliers6







Locate new joint venture partners investors7mentors coaches or strategic alliances

Improve your self confidence and self esteem8

Make your mark in a new role or territory9

Enjoy the challenge the adrenalin kick and10the thrill of winning new business

Learn new ideas industry tips and insider11trends and information

Scout the competition12

Maintain and lsquogo deeperrsquo with your existing13contacts clients and customers

Develop lsquoreferral networksrsquo by educating your14contacts in exactly what yoursquore looking for

Set up your network to change jobs or go out15on your own

Meet new friends or gain a support system -16business can be lonely

Develop leadership skills Leaders donrsquot hide17

in offices

Source backers funders or investors for your18great business idea

When you see the benefits of what yoursquore doinghere yoursquore much more likely to go networkingand make something happen

Itrsquos those people that have one bad networkingexperience or struggle to make somethinghappen that end up giving networking a bad

name Not you

4 BE OPEN TO NETWORKINGOPPORTUNITIES

Itrsquos not just networking events that give youopportunities to network You can do yourrelationship building before during and aftera networking event And by being open toa variety of opportunities to turn strangersinto friends your next best customer partneremployee or job opportunity might be justaround the corner

Here are just some of the places you can dosome networking and have some interesting

conversations Trains planes cars9

Sports events9

Corporate hospitality and company9

entertaining

Social events bars clubs pubs9

Formal networking clubs There are9

hundreds of clubs and events in every townevery day of the week providing excellent

formats to network and meet like-mindedpeople

Conferences exhibitions and trade shows9

Seminars workshops and training events9

Cafes shops amp restaurants9

One-off annual celebrations run by various9

companies

Awards evenings and black tie dinners9

Queues or lines of any kind You can easily9start a conversation if yoursquore brave enough

Your own events It doesnrsquot take much to9

host a great event these days Bring peopleto you ndash itrsquos a very effective way of raisingyour profile and building your business

Online networks You can do business on9

a remote island these days as long as youhave an internet connection Networking istruly global mobile and portable







Trade associations industry specific events9

and professional groups Business supportgroups These are organisations that are

very powerful user friendly and effectivein bringing people together and makingthings happen Think Federation of SmallBusinesses Chamber of Commerce as wellas a range of industry specific meetingstaking place every month

Committed business referral groups9

These give you a structured processfor developing trust and buildingrelationships that will lead to business

being referred to you on a regular basis

In short you can network wherever you comeacross other human beings Why some peopleeven talk to their pets and their plants Likethe lsquomartinirsquo advert itrsquos any time any place anywhere

Think about taking risks with yourrelationships Who knows what conversationsand opportunities lie on the other side of acourageous lsquohellorsquo And what rich resources

and relationships lie on the other side ofa courageous approach to a stranger at abusiness event

5 SET POWERFUL NETWORKING GOALS

Itrsquos vital you know what you want to achieveand makes the experience all the moresatisfying when you nail it

Networking goals are part of your networkingstrategy That means deciding what partnetworking is going to play in your businessdevelopment and your companyrsquos overallmarketing strategy Then itrsquos a case of meetingthe right people in the right places with theright objectives

Here are 8 examples of networking goals toget you thinking how to be more focused andproductive when yoursquore there

Meet three strangers1

Collect five business cards2Uncover one good opportunity3

Give out seven business cards4

Scout three competitors5

Warm up two prospective clients yoursquove6already met Go deeper with three existingclients or customers

Raise your profile internally by talking to7three more senior figures in your company

Raise your profile externally by talking8to two prospective employers or seniorfigures in your industry

Setting a good goal or objective for each eventyou attend That way yoursquore much more likelyto get done what you need to get done Thatrsquosprofitable and productive networking

6 DECIDE WHAT YOU WANT FROM YOURNETWORKING

Your time is precious If you take one thingfrom this book be sure to prepare well andmake the most of these moments away fromyour loved ones your inbox your hobbies andyour existing clients

To do that you must decide what you wantfrom your networking Here are five keyobjectives that people network to achieve







Network for business1 If yoursquore lookingfor new business yoursquoll want to besourcing events that have a good numberof prospects - people in your targetmarket who need and want what you doAlternatively yoursquoll want to be aroundpotential introducers and referrers who canconnect you to those people

Network for profile2 Consider who youwant to be seen with and by It could be thesame as above - more prospects It could beimportant people who will enhance yourreputation by association But it could be

other types of people - check back at themany benefits of networking in section3 and decide what you want from yournetworking activities

Network for support3 You may just wantencouragement and sounding boards frompeople in your field industry or situationPeople who can identify with what yoursquoredoing People who understand

Network for suppliers4 What help do youneed to grow your business and enhanceyour career Getting around good advisorssuppliers providers mentors and coachescan do wonders for your professional andpersonal development

Network for investment5 You might just need money or other investment Inwhich case yoursquoll want to be attendingevents full of entrepreneurs investors andprofessionals who can connect you to the

right people

You can see that where you go and who youmeet will be defined by what you want your

networking to do for you

7 SOURCE GREAT EVENTS

People wonder about where exactly tonetwork It seems some people get loadsof invites to great events and other peoplenever get invited to anything

Itrsquos crucial you Source the best events to goto These could be regular weekly or monthly

networking clubs business referral groupsor one-off annual events such as black tiedinners awards ceremonies conferencesexpos or exhibitions

Here are some ways in which you cansearch for and find the best networkingopportunities for you and your situation

Hit Google1 Do a search for networkingevents plus your postcodezip code oryour hometown

Ask others2 Go to your clients customersand contacts for their advice What eventsdo they like what do they get from themand what kind of people go there

Go to the connectors3 Tap into the bestconnected people you know They willoften introduce you to their networkthrough their prime networking events Atthe very least theyrsquoll know the very bestevents to go to

Solicit invitations4 Get yourself onguest lists mailing lists databases andpromotional lists for the best blend ofevents

Check out networking event5sites In the UK take a look at wwwfindnetworkingeventscom wwwmeetupcom and wwwgovukevents-finder Thereare plenty of them that cover a townregion or even a national footprint Therewill be similar sites in other countries







Check local press6 Your newspaper or localmagazine should give you a heads up onwhat events are happening in your area

Ask venues7 Going to places you know holdnetworking events and business functions isgoing to give you a list of whatrsquos on

Run your own events8 If you canrsquot find whatyoursquore looking for consider running your own That way you control the guest list

This lsquodue diligencersquo should give yo more thanenough networking opportunities to sink yourteeth into A little preparation goes a long way

8 EVALUATE NETWORKING OPPORTUNITIES

Before you say lsquoyesrsquo to a networking invitationhere are some great questions to ask yourself

Where is the event Clearly closer is better Try1to keep most of your networking within a 30mile radius of your homeoffice

What is the venue like2

Am I free What is my workload like at that3time

Who invited me Am I expected to be there4

Will I enjoy it5

How much will it cost6

How long will it be on for7

Will any of my competitors be going8Sometimes if too many competitors are goingyou might not want to be there Alternatively

you might not want to miss out

Will any of my contacts or prospects be9going

Will any of my clients customers or contacts10be going Not good if your goal is to winnew business or meet new people ndash yoursquoll betempted to mix with the old ones

Who is going from my company and can I11liaise with them in advance

Is it relevant to memy businessmy career12

Is there a presentation or sit-down meal13Often not good for networking as theselessen the contact time

Can I follow up properly if I fulfil my14networking goals

What information can I get from event15organisers and hosts beforehand

There are few things worse than being at thewrong event talking to the wrong people

and feeling lousy Asking a few searchingquestions like this will help you make the bestuse of your time

9 MASTER THE FIRST TWO MINUTES

Preparing well for networking doesnrsquot stopwhen you walk into a room The first fewminutes can be crucial and will set you up fora good or torrid time depending on how it

goes Thatrsquos why itrsquos crucial to get your mindright and set yourself up confidently early on

Get there as early as you can This lessens1any anxiety as you can get to know thehosts and form the early groups otherswish they were in when they arrive late

Take a good look at any guest or2delegate list Any of your target marketor prospects Also check out yourcompetitors







Get yourself a drink of water or juice and3compose yourself If it has to be alcoholgo easy Be calm but expectant and be

prepared with your networking toolkitChoose to lsquospotlightrsquo network by focusing4on select guests you would like to meet

Consider lsquofloodlightrsquo networking if you5simply want to meet anyone there ratherthan particular people

Ask the hosts to introduce you to anyone6you particularly want to meet especially ifyou donrsquot yet know them

Keep sight of your goals Stay on track7focused and disciplined Only stray forexceptional opportunities

Be patient Relationships take time and8even opening people up in a networkingsituation takes a few moments goodlistening and some well thought out

questions

Survey the room Yoursquore looking for the9most approachable people who aregenerally on their own or in open groups

Go solo early If you came with someone10you already know split up as soon as youcan

By conquering those first crucial minutes youcan set yourself up nicely for a profitable andproductive networking experience It makes

you feel more comfortable and in turn makesother people feel comfortable around you

Networking is like dating in some respectsDonrsquot go networking looking for the rightperson Go networking being the right person

10 BE A GOOD NETWORKER

Working on your networking skills is vital foranyone who wants to make the best of their

networking opportunities

Whether yoursquore aiming to win business raiseprofile or enhance career opportunitiesyoursquove got to be worth knowing and good tobe around This final section is about makingyou a better networker even before you walkin the room

Bond with people1 Creating rapport isbasically making people think that theyrsquoreglad theyrsquove met you and itrsquos to their

benefit that yoursquove come together In otherwords they like you and theyrsquore relaxed inyour company

Smile2 It shows you are warm openfriendly and approachable

Put the spotlight on them3 The secretto having people like you is to take aninterest in them

Look them in the eye4 You come across as

being warmer and more friendly when youmaintain good (but not over excessive) eyecontact

Dress correctly5 That means professionallyand appropriately People like that Itcreates the right first impression

Use their name6 As Dale Carnegie says inHow to Win Friends and Influence Peopleldquoitrsquos the sweetest thing anyone can everhearrdquo





Page 10 of 10 copy Rob Brown 2013 www therobbrown com


B U S I NE S S NE T W O R K I NG9

REFERRAL GENERATION9

REPUTATION BUILDING9

LIKEABIL ITY amp TRUST9

CAREER ACCELERATION9

COMMUNICATION amp INFLUENCE9

PERSONAL IMPACT amp GRAVITAS9

COMPELLING lsquoWORD OF MOUTHrsquo9CORPORATE EXECUTIVE PRESENCE9

Helping you raise yourprofile and make more

salesmoney fromnetworking and referrals

Put yourself in their shoes7 Great listeningmeans really empathising with their role theirchallenges their personal situation and theirgoals and dreams

Show respect and courtesy8 Let them knowyoursquore pleased to have met them and betalking to them Making people feel specialgoes a long way to building rapport

Have a good strong handshake9 Whetheryou like it or not deals and careers are madeor waylaid on a handshake Ensure yours is nottoo much like a rock or a wet fish

Have regard for personal space10 If yoursquoveever stood next to somebody with no conceptof this yoursquoll understand how crucial this is

Reveal something of yourself 11 Why wouldthey tell you all about them if you donrsquot meetthem halfway Introduce yourself with warmthand a strong elevator speech People want toremember you but often you donrsquot give themenough to go on

So now yoursquore pretty prepared and motivated to

maximize your next networking situation I wishI was there to see you do your stuff light up theroom and make a great impression Most of all Irsquodlove to see you relaxed and enjoying yourself doingwhat most people are really scared of

When people see you really doing the networkingstuff right and making things happen theyrsquoll sayyoursquore lucky Or they might just say yoursquore born thatway But yoursquoll know you took the time to lsquoskill uprsquoand make yourself better Herersquos a recap of what

wersquove covered - 10 top tips to get more businessmore impact and more opportunities from yournext business related networking event

1 Conquer your networking fears

2 Bring your networking toolkit3 See the benefits of Networking4 Be open to networking opportunities5 Set powerful networking goals6 Decide what you want from your networking7 Source great events8 Evaluate networking opportunities9 Master the first two minutes10 Be a good networker

So what now Make sure yoursquore connected tome on LinkedIn If yoursquove got value from thisNetworking Checklist Irsquod really appreciate arecommendation on there saying how Irsquovehelped you

Stay on my mailing list - Irsquoll share more of theseChecklists with you over coming months Youshould also start getting my newsletter TheConnected Professional with tons of topnetworking referral and relationships building

tips for career and profit And if you get chanceto see me speak live a one of my events I lookforward to shaking your hand



Page 2 of 10 copy Rob Brown 2013 wwwtherobbrowncom therobbrown

WOULD YOU LIKE TO NETWORK CONFIDENTLY EFFECTIVELY AND

STRATEGICALLY FOR PROFILE PROFIT AND POWER The best networkers can just turn up to any networking event and make something

happen For the rest of us mere mortals a certain amount of preparation is neededto extract maximum value from a networking situation That requires some

preparation

To illustrate letrsquos say I could introduce you to the very best prospect or high levelcontact at your next networking event How would you introduce yourself Howwould you make an impact What questions would you ask them How would you

make them remember you What would be your outcome for the encounter You seenow why you need to prepare this stuff

Or letrsquos say you meet a lsquoso-sorsquo or average contact How will you guarantee tomaximise your chances of making something happen Thatrsquos why you need my

Pre-Event Networking Checklist With it yoursquoll be in the best possible position tomaximise your networking interactions for more referrals and opportunities

Robrsquos Networking Checklist 12 - 10Top Tips to Successfully Prepare for

Your Next Networking Event

1 CONQUER YOUR NETWORKING FEARS

Have you ever had a fear of something Haveyou ever had a fear that has stopped you from

pursuing a goal or a dreamNetworking intimidates a lot of people You couldbe the most confident person in the world whenyoursquore doing your usual job But walking into aroom full of dark suits cliques and unfamiliar facesis intimidating for almost everyone

When you go out to network and walk into a roomfull of new faces chances are yoursquore not full ofyourself and ecstatically happy to be there

From CEOs to cleaners most people are lsquofreakedoutrsquo by such situations It comes from having todo the opposite of something your mother toldyou - donrsquot talk to strangers

The good news is that most people feel thesame as you And even better news getting thehang of this networking thing is coachable

When Irsquom doing my coaching and speaking toaudiences about networking more confidentlyand productively these common fears andconcerns come out

It doesnrsquot matter whether yoursquore trying to startup a conversation in a bar with someone at the

gym on a train or at a business related eventSee if you recognize any of them

What should be the first words out of my1mouth

What do I do when I first walk into a room2

How can I put people at ease and break the3ice

How can I make people think well of me and4create a strong first impression













































Business cards2




Details on parking6




































in offices




name Not you





Sports events9


entertaining









companies

















































right people





























Will I enjoy it5































questions




























































































Business cards2




Details on parking6




































in offices




name Not you





Sports events9


entertaining









companies

















































right people





























Will I enjoy it5































questions





























































Business cards2




Details on parking6




































in offices




name Not you





Sports events9


entertaining









companies

















































right people





























Will I enjoy it5































questions

































































in offices




name Not you





Sports events9


entertaining









companies

















































right people





























Will I enjoy it5































questions


























































































right people





























Will I enjoy it5































questions




























































right people





























Will I enjoy it5































questions
































































Will I enjoy it5































questions




























































questions














































































Documents

Pre-Event Networking Preparation - Making the Most from Networking Events