If there is one thing I insist all my clients and fellow entrepreneurs do, it’s attend networking events. Whether conferences in their fields of interest, cocktail receptions or opening nights, they all provide an opportunity to meet potential clients, present interesting business opportunities or can simply be another way to make new friends.
After attending some of my networking events, an entrepreneur friend realised the importance of interacting with new business contacts. She saw the number of new opportunities I had secured through the events I host and decided to take the plunge herself. However, she finds it difficult to mingle with complete strangers in a room.
I agree it can be uncomfortable in the beginning. You may even find yourself grabbing your phone and checking your text messages and email to avoid the situation altogether. Regardless of the discomfort, I have found it one of the most effective ways for my business to grow, landing many deals in the process.
But just like any skill, it requires practice. The more you attend these gatherings, the more at ease you will find yourself. In the beginning, I preferred taking a friend with me. Now I am happy to go alone. In fact, I find it more effective to do so as it stops me from only speaking to my friend during the event. Instead, I have to introduce myself to others.
Using some of the tips below has helped enhance my networking skills:
• As you approach a stranger, start with a firm handshake, a warm smile and introduce yourself. That kind of gesture instantly builds a rapport between you and the individual.
• If you know the person you are approaching, it is best to greet them by name. Different studies show that when people hear their name spoken by strangers they feel connected and at ease. If you have only just been introduced, say their name a couple of times, so that they feel connected. This also helps to pin their name in your memory.
• If you are shy and see someone you admire but feel nervous to walk up and speak to them, ask the host or an acquaintance to introduce you.
• Instead of just handing out business cards, show interest in others. I’ve left events where other than a greeting and a business card, I knew very little about a particular person before they moved on to someone else. To form an initial professional relationship, ask questions about their profession, what they like to do, and their opinions. Asking open-ended questions such as “How did you get into your field?” is more effective and could lead to other topics.
• Do not be shy about discussing business opportunities. A new introduction may want to discuss a problem that you have the solution to. Be there to offer help. It won’t make you look too eager, and you could be doing the other person a favour. Offer your services but do not push it. At one recent cocktail reception, I landed a deal simply because a new acquaintance told me she faces difficulties marketing her product in Abu Dhabi, as it’s a new market for her. I offered to help and then we moved on to other topics. Before the end of the night, we had an initial agreement that we would be working together.
Last but not least, if your public speaking skills are poor, then practice, practice, practice. Practice introducing yourself and talking about what you do in front of a mirror, or to a group of friends. Alternatively take a workshop or view one online for free. The more you do it, the easier it becomes.
I cannot stress enough the importance of networking and the benefits it has for entrepreneurs. Simply start by attending events, preferably those that are relevant to your field. In time, you too will feel at ease.
Manar Al Hinai is an award-winning Emirati writer and communications consultant based in Abu Dhabi. Twitter: @manar_alhinai.
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