The Art of Networking

If I am totally honest, the word “networking” used to send shivers down my spine. Awkward small talk, sweaty handshakes, or trying to explain what you do while balancing a plate of buffet food. But I am now beginning to understand the real value of networking and am reaping the benefits.  No more sweaty palms or sleepless nights, although balancing the bacon buttie still happens!

Personally, I prefer to use the word "connecting" rather than networking.  Building connections can lead to real growth, new opportunities, partnerships and even great friendships.

Instead of avoiding events, I now actually look forward to them.  I go armed with business cards, my spiel and a very open and honest attitude.  My confidence has grown and I can talk for hours about my business (please feel free to tell me to shut up - or if you are Charlie, ring the bell!!).

If you want to take the plunge but are a bit nervous, just think of it as making friends and not making a sales pitch.  Focus on asking questions rather than being the subject of them.  Be genuine, be transparent and always smile.  It's just a conversation after all and remember everybody has to start somewhere.  I am yet to meet anybody judgemental at one of these events.

Remember it's normal to feel nervous - at least to start with.  You may fear rejection, you may have imposter syndrome, perhaps you're unsure what to say, maybe you feel like you are bothering people and they don't want to hear what you have to say.  Just remember that many others will be as nervous as you but you all have one thing in common, the desire to connect.  You really don't need a perfect pitch, just show up as you.

Start small, just attend a local business meet up in your home town, maybe a co-working breakfast or a workshop.  Look for events with formats that you are comfortable with.

If you still don't have the confidence to attend in person, get online.  I've started using LinkedIn far more than I used to and use Facebook to promote my business.  Sometimes it's easier to strike up a conversation this way. 

If you are attending an event just introduce yourself, your business name and what you do.  Maybe talk about how you help your target customers or talk about a recent project you've been working on.

Remember it's just a conversation. You don't need to sell anything, you just want to introduce yourself and what you can offer.  It's often worth preparing some questions, just simple ones like "what kind of work do you do?”,  “How did you get into your line of work?” “What do you enjoy most about it?”

For me, the real magic of networking happens after the event.  Often it can take weeks or months but somewhere along the line you'll get a referral.  Then that referrals leads to another one and so on.  Always send a quick follow up message or connect on social media.  If you promised to do something, make sure you do it!

Like anything else in business, the more you do it, the easier it gets. You don’t have to be a natural-born extrovert — you just need to start showing up, one event or message at a time.

Gradually your initial chat will turn into a relationship.

Networking isn’t about being the loudest person in the room. It’s about showing up, being real, and finding common ground. So take a deep breath, show up as you are, and remember: someone out there wants to hear what you have to say or they want to have what you are selling.  Every person you meet could be a door to something unexpected.