The Pedestal Group

Today I was standing in line at the post office and recognized the gentleman in front of me. But if you had offered me a million dollars, I couldn’t tell you his name or how I knew him! Totally awful, right? Except after we said hello / how are you, he asked how things were at BNI. Given a context, I knew who he was, what he does and had good questions to ask while we waited for the person in front of us to send 37 (no kidding – 37) packages overseas.

So, what did I learn? At this time of year when you are going to all kinds of events and get togethers, after the initial “hi”, give the other person a context. Ask them a question about the place where you met. Even if they remember you, it will help the conversation and if they don’t, what a giant help you have been! I came back to the office and fired off a quick email to say how nice it was to see him. He’s now much more in my thoughts because he helped me in a situation that could be awkward and I’ll guarantee he didn’t realize he was helping. If you do this on purpose, you can really make a difference for a conversation that might otherwise go nowhere!

How else can you help people out?

I’m so amazed at how few people follow up after a networking event. Counting it up, I attended 23 networking events in May and June. In that time I received ONE email after the meeting. That isn’t before or after my notes – that’s period.

I try very hard to send a note to every person I meet at a networking event. If nothing else, it gets my contact information into their Outlook. It also allows me to show I’m serious about connecting, share some additional information about me and my business, and address specific issues I wrote on the back of their business card.

So here’s the thing – when I see people the second time, they generally remember me. Many, many people say “I got your email” or “thanks for your note” which means we don’t start from square one again. The other day I was with someone at a networking event and we ran into someone I had met a couple weeks before. He thanked me for my email and we picked up our conversation where we left off the last time. I went to introduce my friend and she was quick to point out they had met before. And then it got really awkward because it was clear he didn’t remember her. At all. Barely remembered the event they had attended. Now I’m not saying an email would have completely solved that problem, but it sure would have helped!

So here’s my request – just try it. Go to an event and email those people you meet with a note specifically addressing something you discussed (which means you have to take notes!). See if it doesn’t net you more responses, more follow ups and more conversations at the next event. Believe me, it is memorable! My second request, which isn’t as important but still – if you get a follow up note from someone, for heaven’s sake respond! You went to that event to make connections and here is someone willing to connect. You probably don’t know yet who they are married to, who their neighbors are, or who their best friend is. So writing them off as a potential client or referral source isn’t possible yet. WRITE BACK. It is much more professional than saying something the next time you see them. I’ve never asked anyone why they didn’t respond, but I’m getting close…..

Lately I’ve been talking to a large number of people asking me how I do so well with networking.  I actually wrote a short course on how to network awhile ago and have touched on it in newsletters several times, but I wanted to take a minute and outline what I do to help network.

The most difficult situation is when you are walking into a room of total strangers.  If I don’t know of anyone attending the meeting, I contact the organizer and find out who will be there.  Then, I will contact a couple people and agree to meet up at the event.  This helps so much because when you walk in you have a purpose.  It also means when someone says hello, you can tell them you are looking for someone. If they know the person they will help you find them.  If they don’t, you now have a discussion topic.

I never carry a bag into a networking meeting because it just gets in the way.  I have my business cards in a hard-sided case in one pocket, a sharpie marker (mini) in the other front pocket, my cell phone and keys in another pocket.  That way I can easily pull out my card for someone, I put their cards in the other pocket so they don’t get mixed up, and I can write notes on any type of card with my sharpie.  I can also schedule a follow up meeting right there on the fly.

When I meet someone, I always write a note on the back of their business card.  It may just be “LinkedIn” or “sells widgets” but it is something so I have a hook to put in my follow up email.  And it helps me remember the person after the meeting.

I generally have a goal of a number of people to meet, connect with or specific people I want to meet. Having a goal keeps you focused on what’s going on and keeps your moving.

Try not to stay in one conversation too long unless it is with a good prospect.  Moving around will help you meet your goals, meet new people and be seen at the event.  Some people just need to see your face several times and then they will approach you!

Finally, I try hard to introduce at least three people in each meeting.  Sometimes that is just the person I am speaking with to someone I know walking by.  Other times I will meet two new people, and then offer to introduce them to each other.  We all go to networking events to meet people so being the person who is introducing others can be a huge relief to those not as good at networking.  If you can offer a reason to introduce them, even better!

What are your best networking tips?