How to Network with Strangers

If you attend networking meetings, or events, in all likelyhood, there will be people there that you’ve never met before. These individuals represent a golden opportunity for you (and your business) to expand your personal network of contacts, referral partners and potential customers. For some of you, this will be something you’ve done many times, but those of you who are new to business networking, here’s a few tips and things to remember when networking with people you’re meeting for the first time.

COMBATING NERVOUSNESS

If you are nervous about attending a function with a lot of people you don’t know, and having to speak with them about your business, here a few tips to help:

  1. Remember that most of them are just as nervous as you. They are just better at hiding it.
  2. Great networkers are not born, they develop the skills over time and with practice. Even some of the best networkers started out just like you. A good way to start a conversation with someone that you perceive to be a great networker, is to ask them what they have done to be so good at it. People love to talk about themselves, so ask great questions and listen to their responses.
  3. Network with a buddy. Ahead of time, pick someone who is either nervous (like you), a seasoned networking pro, or someone from your referral sphere to “work the room” with. Two heads are better than one, and you can collaborate on some strategies which will help you be successful.

INTRODUCTIONS

Whether you are introducing yourself, or your networking buddy, to someone new, here’s how to do it like a pro.

  1. Glance over the guest list as soon as you arrive, and pick a couple of people that you definitely want to meet during the event. If using the buddy system, find out if your partner knows any of the people you want to meet, and if they will make an introduction. If possible, do the same for them.
  2. WEAR A NAME TAG!!!! It can sometimes be very difficult to remember the names of so many people, especially when meeting them for the first time. A name tag makes you more approachable and reduces other people’s anxiety over having to remember your name.
  3. Refrain from hugging or kissing someone that you don’t know. A firm, quick handshake is the most appropriate way to greet a new business contact. Maintain good eye contact with the person you’re meeting, and remember to smile and project confidence, even if you don’t feel it. Fake it ‘til you make it.

HOW TO CONVERSE WITH A NEW PERSON

The goal at events like this is to meet as many new people as possible and to arrange follow-up meetings with them at a later date. Here’s a list of DOs and DON’TS during that first conversation.

  • DO ask questions, and listen to the responses. Some good beginning questions are:
    • How do you pronounce your name? (if it is unclear)
    • What company are your with?
    • How did you get into that field?
    • Who is your ideal client?
  • DO ask follow-up questions to demonstrate that you have been listening and are fully engaged in the conversation.
  • DON’T monopolize too much of their time. Beginner networkers tend to “stretch out” conversations with people they have successfully met, just so they won’t have to start a conversation with someone new. YOUR time is valuable, and so is THEIRS. It’s not rude to keep the opening conversation short. It maximizes the number of people that you BOTH can meet.
  • DO spend a little extra time with those people who you think would be great referral partners, but keep it no longer than five minutes. Exchange business cards, and promise to contact them to set-up a future meeting.
  • DON’T spend your whole time trying to actively sell your products or services. You are there to build RELATIONSHIPS, not create customers. The selling and customers will come after you’ve built the relationship.
  • DO approach the event with the mindset of “How can I help others?”, rather than, “How can these people help me?”

BUILDING CONFIDENCE

People respond best to others who portray a positive and confident professional attitude. This is an invaluable skill to possess. No matter what company you work for, what job you have, or what products and services you sell, the first product you have to sell is yourself. If you don’t appear confident in yourself, others will not have confidence in your company or products.

  • Remember that there are very few (if any) people at this luncheon who fully understand or who could do your job for you. Be confident that you are an expert in your field.
  • You will appear to be nervous or lack confidence if you ramble on about yourself or your company. Do not volunteer information that someone has not specifically asked for. The most confident people usually do not feel driven to speak a lot about themselves. At one-on-one meetings, after the luncheon, you will be expected to talk more about yourself and your company, so save your best stuff for then.
  • Having a networking buddy, especially one who knows your business, who can give you a testimonial, is a huge confidence builder. If you’re giving a testimonial, make it short, sweet and sincere, then get out of the way of the person you’re recommending. The testimonial is not about YOU, it’s about opening the door for THEM.