Do you know anyone who actually likes business networking events? I have attended countless networking events whilst working in the US, UK and Ireland and I have yet to meet someone that finds them enjoyable. On the plus side networking at conferences and events can be extremely beneficial as a way of meeting potential customers, investors, helping to raise your company’s profile and give you greater insight into the industry you are in.
Here are number of tips that can help you to maximise the networking experience before you go:
Before you go…
1. Think about why you are going
What is the purpose of your attendance at the event or conference? Are you there to sell to potential customers, to evaluate potential partners, to research your competition, to try to attract investors? You will probably have more than one purpose so you have to make sure you are prepared and have the right marketing materials ready. Also don’t be afraid to ask questions of the event organiser before deciding to attend event e.g. who has already registered? What numbers do you expect? What is the background of individuals attending or is company X attending?
2. Prepare marketing materials
Make sure your business cards are up to date with relevant information. A one pager brochure about your company can be useful. If you have a website make sure it is current and professional and that the branding is same as your other marketing materials. Remember people you give your business cards to may look you up!
3. Prepare a strong elevator pitch
You will be introducing yourself and your company to individuals and you will need to prepare a strong elevator pitch or pitches for different audiences. A few tips:
Try to encapsulate your business’ core purpose to grab attention Think about what problem are you solving in the market place, i.e. what is the market need you are meeting? What are you looking for? Why are you there? Think about the person you are talking to as different audiences will prompt different requests e.g. you might say to a potential investor that you have a funding requirement of X and are currently raising funds.4. Plan meetings beforehand
If you are attending a conference there is a lot of planning you can do before you go to maximise your time. Firstly, try and get a list of exhibiting companies and attendees. Contact those of interest introducing your company and explaining why you would like to meet with them at the conference or event. You’ll find that sometimes a “one time only offer” of scheduling a meeting at a conference or event is a good way to get a meeting with a company or individual.
Here are number of tips that can help you to maximise the networking experience when you get there:
When you get there…
5. Arrive early!
It’s a temptation to arrive just in time for the start of an event or conference and miss the registration networking. But if you arrive early you can see the name badges of who’s coming and ask at registration front desk about the attendees. If a company or individual that you are interested in talking with has arrived and you don’t know what they look like just ask the person at registration if they can point him or her out to you.
6. Don’t be shy!
Introduce yourself and your company to individuals. A good place to stand is near the tea and coffee as it always attracts people and can be an easy place to strike up a conversation. Ask questions e.g. what speaker are you looking forward to hearing today? By asking questions you can find out information about what is important to them which can be useful intelligence if they are a potential customer, partner or investor. Also, remember someone may be attending the networking event to target you and your company!
7. Be aware of group dynamics
It’s easy to join in an existing discussion when there are three people rather than two. When two people are facing each other talking it’s very hard to break in and get involved in the conversation as they are in a “closed group” formation. If there are three people in conversation they are usually in a circle or a more “open group” and therefore it is easier to join the discussion.
8. Maximise your time at the event
Try and avoid tying up your time talking to service providers unless you require one. If you find you are, try and end the conversation and move on. Also be targeted about who you talk to as one significant conversation or meeting with someone that is a potential customer, partner or investor is much more beneficial than meetings with a string of service providers.
Here are number of tips that can help you to maximise the networking experience after the networking event:
After the networking event…
9. Business Cards
Many people have a nice collection of business cards sitting in a drawer collecting dust. It’s good practice to write on the back of the business card where you met the individual and the date you met them. Qualify the business cards and then enter the most useful or relevant contacts into your email or contacts database.
10. Follow-up in a timely manner
Try and follow-up with relevant contacts you met at the event in a few days before you slip off their radar. Say that it was good to meet them at such and such an event and that you are following up with regard to X or Y.
These networking tips were initially prepared by Dr Ciara Leonard, Project Manager, Enterprise Development, NovaUCD for the O2 Ideas Room Blog.
ENDS
11 August 2009
For further information contact: Micéal Whelan, NovaUCD, t: (01) 716 3712, e: miceal.whelan@ucd.ie.
NovaUCD is University College Dublin’s Innovation and Technology Transfer Centre. NovaUCD is responsible for the commercialisation of intellectual property arising from UCD research and for the development of co-operation with industry and business.
NovaUCD provides entrepreneurs and knowledge-based start-up companies with a comprehensive business support programme comprising advice, seminars, consultancy, workshops and individual training. NovaUCD also provides incubation and other related facilities for entrepreneurs, campus companies and knowledge-based ventures