Scientific Networking (part2)
February 9th, 2008 Posted in MarketingPrepare a list of people you want to meet. If you can’t get names set numeric targets. If you are at an all day conference decide how many people you want to meet in the morning, afternoon and at dinner.
It shouldn’t need to be said, but always check the appropriate dress? You should be dressed at least as well as the best-dressed person in the room. You also need to be equipped to take notes.
Be clear about what you hope to learn at the event. I like to get some basic information, promise to send something of value and move on. That way I maximise my time. What I offer to send depends on what I learn. It might be contact details for someone of interest, an article I have written, a book, or something else.
Learning about the people you meet is the most interesting and enjoyable part of networking. People love to talk about themselves. My objective is to find out their FORM.
FORM is an acronym for:
F – Family spouse, parents, children, even pets
O – Occupation, not just what they do now, but how they got started
R – Recreation, hobbies, interests, favourite restaurant, sporting interests
M – Money, because dreams have price tags
I try to find out what he or she does what they have done previously, how they relax, who is important in their life and where they would like to be in the future.
Here is part of a typical conversation.
“Hi, I’m Michael Harrison.”
“Hi Michael, my name is Sarah Turner.”
“Nice to meet you Sarah, what brings you to this event?”
“I am with Corporate Supplies. We supply printing and stationery to a lot of the companies in this association. What about you?”
“I work with people who want to maximise the value of their business. How long have you been in the stationery business Sarah?”
“About three years now. What does maximise the value of your business mean Michael. Are you a consultant?”
“Yes. I specialise in profit improvement and exit strategies for business owners. Tell me Sarah how long have you been in this role?”
Notice how I keep shifting the conversation back to Sarah. My objective is to learn the names of partners, children and other people who are important, how Sarah relaxes and has fun, what her role is and where she wants to end up – without being pushy. This is a starting point not an interrogation.
… more on this topic tomorrow
One Response to “Scientific Networking (part2)”
By Ricky Nowak on Feb 24, 2008
Hi Michael
Your point of difference here is what is often missing in the way people network or netplay. If they netWORK they have an ojbective, like you did in by reverting back to Sarah. When they netPLAY they have no real plan, no intent and no action to follow up. Success from a networking event is determined before we often enter the room. You are clearly well prepared. Well done,
Ricky Nowak CSP.