As our world begins to open back and live events become more frequent, how do we get back into networking face-to-face as it once again becomes commonplace?
Who this is for
Honestly, everyone. Many of us took a step back from in-person networking, and it is a great refresher. Also, it may be an eye-opener for you and how you network, or you may see someone else in the examples of what not to do while networking.
What we will cover
For starters, we’ll cover who we are and why we have some insights on networking. Also:
- Transactional vs. Transformational relationships.
- You have to give to get.
- Proper and effective networking.
- How to help support one another.
Full disclosure, we have adapted this article from a presentation we recently made. We felt it was relatable for you, our audience, and beyond. If you have anything to add, please let us know in the comments.
Who is MackWP Marketing and Kelvin, an extremely brief origin story
Well, for starters, MackWP Marketing is your partner in content marketing. From content creating for social media and social media management to email marketing and website SEO, we’ve got your back (again, this is very brief).
Kelvin has been using social media since its conception. As professionals, we all network in some way, shape, or form, right? Kelvin has been networking with organizations such as Chambers of Commerce, BNI, AmSpirit, and more since moving to Florida in 2013. Nearing the end of 2018, he made the transition from corporate America to the Chamber world, accepting the role of Marketing Director with the Central Pinellas Chamber of Commerce.
This new role made networking a key function of everyday operations. Kelvin was now planning or helping to plan networking events, networking with Chamber members and prospects, local and state government officials, and more. Through each action, gaining more insights into networking.
At the start of the pandemic in 2020, Kelvin’s beautiful wife Emily came home one day and said that Florida never felt like home, setting the next phase in their lives into motion. Having helped businesses increase their reach and get in front of potential clients on the side for over a decade, Kelvin decided to take his content marketing business full time.
Moving back to the Pittsburgh area to be near family, MackWP Marketing is a member of the Central Pinellas Chamber of Commerce, the North Pittsburgh Regional Chamber, and the Cranberry Township Chapter of AmSpirit Business Connections. Networking is one of the most valuable aspects of our day-to-day business.
Transaction vs. Transformation Relationship
We’ll start with transactional relationships as we explore these two. Transactional relationships are short-sighted and born out of necessity. They may boost your sales temporarily, but when your focus is on transactions, it does not further the relationship as your move forward. In transactional relationships, you are focused on gaining as much as possible in exchange for as little as possible. Transactional relationships are all about you and about what you can get as opposed to what you can give.
On the other hand, transformational relationships are born from desire. You go into transformational relationships with no expectations other than to give. By definition, these relationships will transform you, even though you are not the main focus. You may build a friendship, a professional connection, a referral partner, an advocate, a customer, a combination of the above, or maybe even all of the above. These relationships are focused on the long-term and growing business (and the relationship) together in mutually beneficial ways,
It’s about building trust
There are a few points under this:
- Listen
Make it a point to truly listen to others while networking. What do they solve? What is a good lead for them? Who makes a good referral partner? What value may you bring them?
- Be honest
Let’s be honest here, a solid tip across all aspects of life and business, nothing kills trust faster than not being honest with someone. You want to have a solid understanding of them and their business while they gain a solid understanding of yours. If you are not being honest, this understanding cannot be formed.
- Give more than you get
You may even look at this selfishly because it will pay tenfold. It’s about giving. How can you help? What introductions may you make? Whom may you refer? When you give, you will get.
Feet on the ground networking tips
We’ve been covering who we are as well as relationships and how to build them. Now let’s look at some tips while networking:
- Business Card Master
You do not want anyone to lose your business card, so don’t lose theirs. You also do not want to stumble around while trying to find your business card to hand to another. A method I use while networking is to keep my business cards in the right pocket while keeping others’ business cards in my left pocket.
- Make eye contact and smile before approaching
Others can tell a lot about you from your casual eye contact. Making eye contact with another says that. You are approachable while smiling shows your warmth and acceptance.
- Approach potential connections slowly and confidently
Have you ever walked into a networking event, and someone jumps in front of you giving you their pitch? You don’t enjoy that, and likewise, another wouldn’t enjoy it if you did that to them. This action also conveys that the person is focused on the transaction and what they can get as opposed to what they may give. Give others time to get settled before approaching them.
- Extend your hand in a non-aggressive manner
You don’t want to seem overeager. Handshakes are still important, being a sign of welcome and a solid character. Shake another hand firmly and gracefully, not so tight that it hurts another.
- Think small talk first
Like the person that jumps in front of you and starts pitching, there is no need to jump right into your elevator pitch; again, this is a sign that you are in it for yourself and focused on transactional relationships. Get to know others a little first.
- Give your undivided attention
Have you ever networked with someone and noticed that they keep looking around the room at everyone around you like they’re eyeing up their next target? You wouldn’t enjoy that so don’t do it to others.
- Have a polite exit plan
For when you run into that individual that begins pitching right away, or the person that doesn’t give you their attention, or even someone you just can’t get away from, and it’s eating up all of your time. Whatever it may be, have a polite way to bow out and getaway.
- Let others know you are leaving
Anyone that you feel is a possible connection, let them know when you’re leaving the event. This will leave a positive and lasting impression on them.
- Leverage Social Media
Social media is a big part of what we do, so of course, we need to hit on this. Let your network know when you’re going to a networking event. Someone may join you, they may be an advocate for you, and it’s always nice to have someone you know at an event. Likewise, connect with your possible connections on social media.
Now that the event is over, follow up!
When you have made possible connections with others at a networking event, follow up. The quicker you do this, the better as they are more likely to remember you. Call them, send them an email, and connect with them on social media. Thank them for their time, ask for a one-on-one to learn more about them and their business, ask how you may help them.
Virtual networking and doing it right
Since the onset of the pandemic, virtual networking has gained massive popularity, and rightly so. Virtual networking offered a great bridge while we couldn’t meet face-to-face. In our opinion, nothing beats in-person networking, but virtual networking isn’t going anywhere and does have its place (not to mention how convenient it can be!).
Some simple etiquette:
- Don’t take calls from your bedroom; the bedroom is too intimate!
- Have a working camera and test your equipment. It is always better for others to see your face as opposed to the blank avatar presented when you don’t have a camera.
- Don’t monopolize breakout rooms.
- Take charge in breakout rooms, helping to direct the conversation. This gives others the perceptions of a leader, which is a good thing.
- Let others speak first. This gives you more insight into everyone and a better idea of what to say, tailoring your words to hit on solutions and points of interest.
- Tell jokes or say something funny, but keep it appropriate.
- Give shout-outs and compliments to others in the call.
- Get everyone’s name that was on the call and follow up.
Effective networking secret: give to get.
Go into networking with the mindset that you will give more than you will get. More often than not, you’ll end up getting more than you imagine.
Supporting one another
We won’t dig into this one too deep as we have covered many areas of this topic in recent articles (find them all here: https://www.mackwp.com/education/).
When you connect with others at a networking event and connect with them on social media, also like and follow their business. Engage with their posts, like, comment, and/or share. This truly helps expand the reach of their content and brand. Likewise, when you engage with their brand’s content, they are more likely to engage with your brand’s content.
We’re all in this game together. We want everyone to succeed, and we are sure you want to see our success as well.
Until next time, keep smiling.
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