For many of us, networking and getting new clients is a big part of our job.

Most people don’t like networking events, and when we get to one, the abundance of people, and apparent relationships that already exist in the room can be intimidating.

As Marketing Manager of IT Freedom, networking is a huge part of my job.  I am the marketing team, the sales team, the business development team, and any other team that involves promoting the company, and generating new revenue and clients.

Two months into the job and hitting a bare minimum of five networking events a week, I’ve learned a few things that make going to events productive.

 

 

 

Get there early.

As they say, the early bird gets the worm, and being one of the first to arrive means there are only a handful of people to navigate.  Striking up a conversation with the early birds means they will introduce you to the people that they know as those people arrive.  This is a great trick to rely on when you’re just joining a group, or don’t know anyone else that will be attending.

 

Team up.

Once you’ve met a few people, follow up with them and ask them if they would be interested in dividing and conquering at networking events.  This has been especially helpful for me since I’ve become involved with the Austin Chamber of Commerce.  Long time members tend to congregate together and breaking in to a new group can be hard.

Teaming up with someone means you can share each other’s contacts, and that “I don’t know anyone here” feeling is eliminated.  Don’t worry about getting rejected, people are always eager to find ways to make networking easier.

 

 

Ask questions.

Everybody knows this one, but it can be the first thing to go when the nerves take over.  Live in Austin?  Most people are transplants, so here’s a great string of questions that can break the ice.  The great thing is that the questions ease you in to the conversation, gives you some context to operate and improvise from, and allows you to properly introduce you’re new contact to someone else, which, by the way, you should make a point in doing.

• Where are you from originally?
• What brought you to Austin?
• What do you think so far?
• What part of town do you live in?
• So you say ______ brought you here for a job, tell me more about what you do.

 

Give first.

Make an effort to focus your thoughts and questions on how you can help the person you’re talking to.  Everyone else is so eager to give their schpeel that being one of the few listeners in the room will work to your advantage.  Think about it.  The last time that you had a great conversation with someone, were you doing most of the talking?  We like it when people listen to us, and letting someone tell you about themselves reinforces the positive feelings that bubble up during the interaction.

Remember, before someone trusts you, they have to like you.  Use listening as a gateway to a business friendship.

 

Go where the food is.

I don’t have to explain this one.  I know that’s where I would be.  Plus, this is where a lot of the shy people tend to gravitate.  Another benefit is that there’s already something in front of you to talk about.  Just remember to go easy and don’t hog all the meatballs.

 

Follow up.

And follow up immediately.  The chances of getting a one on one with someone are higher when you are fresh on their mind.  And if you asked questions and introduced your new contact to other people, you are that much more cemented in to their experience at the event, and not just some random person that threw their business card down.  If you asked questions and focused on helping them, you have already raised your value in their eyes, so reach out while you’re still on their mind.

Before any of this happens, you have to get to the networking event first.  If you have to make a pit stop at home, use my “don’t take your shoes off” rule to make certain you get out the door.  If you’re like most people, pants are next, so leave those puppies on!

Share with the rest of us, what’s been your networking rockstar secret?

 

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Another glorious guest post from Katrina Tolentino, aka @RealAustin – originally published on one of her blogs. Let her know what you think!