Have you ever asked about a person’s profession and got an answer so technical you had no idea what they did or what to ask next? I wish I had a secret NetworkingCam hidden in my name tag. I’d have enough material to produce a series of these videos. Yes, this video is exaggerated for effect, but sometimes people will go off in the darndest tangents, almost as if they are trying too hard to sell/impress the other in the short time they get to talk. In this video, watch his expressions…and her last line cracked me up (I think I would pass on that bowl of snacks).
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Here are some simple guidelines for any networking exchange so you don’t become the type of networker people will avoid (and we all know those types).
- Have a prepared overview of your product or service using very simple language. Don’t continue talking about your business if they don’t ask any questions or show any interest. If you continue on with no encouragement from them, expect their eyes to glaze over and then start scouting the room looking for an escape. Instead, change the subject back to them.
- Ask Pre-Qualification Questions, about their business, target market how long they’ve worked there.
- Don’t offer a card unless you are asked for one. Remember, you are gathering information on those you want to follow up on… The ones who are either future prospects or future PowerPartners.
- Keep your eyes focused on them, not checking out the rest of the room.
- Talk for no more than 5 minutes…that’s long enough to determine how/if you want to follow up with them. This is not Rapport-building time. That comes later.
I was presenting a workshop in another state last year. Before my presentation, in the gathering & networking phase, I saw a man who was with a franchise that a friend of mine here in San Diego was involved with, so I wanted to chat with him. But there was a woman talking “at” him in earnest and it looked like she was going to be a while, so I circled back to him a few minutes later and stood back far enough to not intrude but close enough for him to know that I wanted to talk with him. When there was no pause in her dialogue, I continued on. I tried once more before breakfast was served, with no luck. He came up to me after my workshop to apologize for not being able to talk to me earlier. He had not wanted to be rude to the woman talking to him.
FYI -- When cornered by a Conversation Hog, you must protect your time. If they are that clueless to talk non-stop for more than 5 minutes, they most likely will not have the capacity to be offended. When I am ready to move on, I will usually say politely and with a smile, “I don’t want to monopolize you. I know you have others to meet, and so do I. It was a pleasure talking with you”.
If you get the exit line…AND you did most of the talking, you stayed too long. If I want to follow up with someone who I feel would be a good PowerPartner, then I make sure to say, “ Let’s get together and see if we can help each other develop some business”. Then they know that when I call, it’s not to pitch them.
These simple “Rules of Engagement’’ will serve you well in making the most of any networking event.
