Mark Hunter |
Mark Hunter, "The Sales Hunter", is a sales expert who speaks to
thousands each year on how to increase their sales profitability. For
more information, to receive a free weekly email sales tip, or to read
his Sales Motivation Blog, visit TheSalesHunter.com. |
Mark Hunter
has written 7 articles for SB Informer. |
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22 Tips to Use at a Networking EventMark Hunter
November 30, 2007
Networking events have been part of the business and social scene
for as long as anyone can remember. For many people, they make a trip
to the dentist seem fun. For others, networking events are enjoyable,
but because of who they have to spend time with, they wish they had
scheduled a visit to the dentist. Regardless of your feelings
on the subject, when attending an event, it's important to have the
perspective that your goal should be to help others first.
Unfortunately, it's an old clich� that is often left at the door. The
next time you're headed to an event, keep in mind the following simple,
helpful rule: after it's all said and done, you want to have earned the
right, privilege, honor, and respect to be able to meet with them
again. This is not a license to sell yourself, but an opportunity to
build a relationship. - When you arrive at a networking event,
avoid gravitating to people you know. You should initially thank the
host and then immediately find someone new to introduce yourself to.
This will help keep you in the right frame of mind as to why you came. -
Stop selling and start listening! When you meet someone for the first
time, use it as an opportunity to get to know them. Don't try to sell
them anything. Rather, begin to establish a relationship. -
Keep your business cards in the breast pocket of your coat, a shirt
pocket, or in an outside pocket of your purse so they are easy to
access and in good condition. - When giving a person your card,
personalize it by hand writing your cell number on it. This will cause
the recipient to feel that they are receiving something special. -
When giving or receiving a business card, be especially careful when
dealing with people from outside the US as many cultures treat them
with very high regard. - When receiving a card from someone,
take a moment to write yourself a note on it such as where you met. If
you do this while you're still talking to the person, it will help
convey your sense of personal connection. - During the course
of a conversation, use the other person's first name two or three
times. People always like to hear their own name and it will help you
to remember it when the discussion is over. - Rather than
telling a new contact all about yourself, spend your time asking them
questions. It's amazing how much you'll learn! - After you meet
someone for the first time, use the back of their business card to jot
a note about something you learned from the conversation and the date
and place you met them. Recording the information will give you
something to talk to them about the next time you see them. -
Connect with the person you're talking to by tilting your head as you
listen to them. It is an effective body language technique which
communicates that you're paying attention to what they're saying. -
When a person is talking to you, be sure to look directly at them.
Giving a person full attention with your eyes will encourage them to
share more. - When giving someone eye contact, remember it's
not a "stare-down" contest. Give the person 3 – 5 seconds of eye
contact and then look away briefly before returning your focus to them
again. - The best location to network is by a high-traffic area such as a main door, the bar, or near the food. -
Never approach someone if they are walking towards the restroom or if
they have a phone in their hand. Wait until they have returned to the
networking area or put their phone away. - After the person has
shared something with you, ask them another question about what they
just said. This shows that you're paying attention and that you care
about what they're telling you. - Always keep one hand free to
allow yourself to shake hands with people. This means that you
shouldn't eat and drink at the same time. Remember, you're there to
network, not eat a full-course meal. - As a way of demonstrating your networking skills, introduce each new person you meet to at least one other person. -
Never try to barge into a group of 4 or more people. Come along side of
the group, but do not attempt to enter into the discussion until you've
made eye contact with everyone and a minimum of two other people in the
group have said something. - Do not approach two people who are talking, as you may be interrupting an important discussion. -
Initiate conversation with someone who is standing by themselves.
They'll be happy to have someone to talk to them and, as a result, will
many times open up with valuable information. - When you meet
someone for the first time, you have 48 hours to follow up with them
before they will completely forget about meeting you. - A
networking event is not a time to see how many business cards you can
acquire. Rather, it is a time to develop a few relationships that have
potential.
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