Networking Rules of Engagement

Every successful plan requires an understanding of the obstacles you encounter. Make sure you have a well thought out plan of attack before you attend your next Networking Event.

Have a Plan of Attack

• Know who will be there and who you want to meet.
• People can be really helpful if you ask to meet a particular individual or someone from a particular company.
• Always have a good supply of business cards (at least 50) with you and easy to access.

Have a Sense for What Lies in Wait

• Identify what you need then identify those organizations and events that provide access to those target groups. Do you need Clients? Strategic Alliances?
• The better your definition of what you need, the easier it is to find the right groups.

Know the Culture and Behavior Patterns

• Ask your contact how the organization deals with promoting your business.
• Some organizations are more restrictive than others. Violating the group’s guidelines could result in your leaving the wrong impression.

Equipment Deployment and Allocation

• Bring something to write with and on.
• Bring the right “tools.” Bring a professional looking portfolio or techno tool for making notes.
• Bring blank business cards to assist contacts who have run short.

Devise and Implement an Infiltration Strategy

• Take the role of host – you are there to help not take.
• You look much more professional if you have the card of the person you are referring with you.
• When someone takes your card and shoves it into their pocket you know where it is
• going – into the trash. Wait for someone to ask for your card or contact information.
• Be selective about who receives your card.
• Qualify the people who would value having your card.

Focus and Execute Actions on Key Field Objectives

• Create a relaxed personal environment in which to introduce yourself.
• Focus on your goals for attending the session and gear your conversation toward your goals.
• Actively seek out the people you want to meet.
• Share with them what you may have in common.
• Ask open ended questions and listen.

Debrief and Refocus for the Next Campaign

• Take notes during the event.
• Write on the back of a business card when you receive one to remind yourself about key points and follow-up items.
• Consider adding the date and event name to the back of each business card you collect. People are impressed when you remember details about your relationship with them

Re-group, Re-allocate and Re-engage

• The real value of a networking event is in the contact you have after the meeting with those you met.
• If you promised to do something, make sure you do it. Very few people actually follow-up.
• Having a plan to target your contacts during the event will make follow-up easier and more productive.
• Make a second contact – send an email, thank you note, or marketing collateral.

Written by Jack Cutone, Education Ambassador BNI