”Networking? In 30 seconds?”, that’s what you’re probably thinking.
Yes, in 30 seconds…
I’ll explain it to you! Every day we come across situations where we can establish contact with people who may eventually generate business or serve as a bridge to business generation.
What happens often is that either we don’t pay attention to them or we’re not even slightly prepared.
One of the exercises we do frequently in our events, whether training events, congresses or free half day workshops, is precisely to promote networking between participants during the events.
As I have done this for many years now sometimes as I go around participants, I observe behaviours that repeat event after event.
For example, some stand in the corner and pray that no one comes close. Not that there’s anything wrong with this, but if you’re shy and don’t like contacts, what are you doing in the business area?
Some are too effusive, just the opposite, and what I notice is that people tend to shy away from them.
I wonder why…
I mean, in terms of energy, I advise you to adapt to the energy that the other person shows.
If you’re a calmer person, approach them more calmly, if you like to be faster in the deal, approach them in a faster way.
If you’re a more serious person, don’t smile effusively, approach the person with a gentle smile and don’t push the button too hard.
This little technique will make you have much more fruitful contacts in this type of event.
Now we have to think about another extremely important question: what to say in the approach.
In my opinion, and in the face of the experience of this type of events, it’s best to keep it simple.
You should say nothing too complicated. And say it in 30 seconds!
For example:
“Good afternoon!”
– Greet
“José de Almeida, Ideias e Desafios…”
– Hand over the card
Collect the other person’s card and analyse with much interest, if possible praise some (true) aspect such as paper, image, something that draws your attention right away, if you know their company, mention some positive feature it has.
Wait for the other person to start introducing themselves and pull in the conversation, something like ask what they do concretely, or what business areas they cover, something simple, openly asked, and that makes them speak as well.
Try and make the other person speak more than you do in the process, this will create a positive anchor to the other person and make whatever you say to them much more internalized than if you only talk about your project.
Now, when you think the person has said enough, or if they ask you what you do in your company, introduce it simply and above all, by focusing objectively on your added value to their business.
For example:
“Ideias e Desafios specializes in improving the commercial performance of companies by training their people.
To do this we have three fundamental areas in the process: training, coaching and recruitment and selection.”
Let the conversation flow then. But always try to speak a third of the time compared to the person you are interacting with, who must speak two-thirds of the time.
Try it!
You’ll see that only the first time is a bit harder…
Also published on Medium.
