Maybe “Stop the word vomit now” should be my new slogan for my business. I’m kidding. I do a lot of networking and here’s the thing: I watch (and experience) people doing crackpot (that’s the technical term) things all the time that are absolutely going to lose connections and business, instead of doing it.
Here’s my question for you: “Have you ever been to an event and showed up and then before you have a chance to say another word, they start throwing up?” That’s what the word vomit sounds like… “Hi Kim, I’m Hilda and I sell vitamins, in fact my vitamins are the best in the world, they are all organic and backed by research only my company has done on Amazon.” Rain Forest we get these vitamins from the natives who we pay a fair wage and we love all the people in the world, would you like to buy some?”
It feels like an assault, rather than a conversation. My first thought is “breathe”. OK, that’s probably not my first thought, and I don’t think I can write my first thought without being censored.
I’m assuming you would NEVER do this yourself and if you do, my advice to you is to STOP. Stop now.
What should you do instead?
Here’s the golden rule of networking: GIVE more than you get. Be a connector.
Go to networking events with the idea and attitude that you are there to help other people make connections and grow their business. It is rarely, if ever, appropriate to sell at a networking event.
Your goal for the event should be one: five substantive conversations where the person will remember you later. Then, for God’s sake, go ahead with any introductions or commitments you’ve made.
Also, use the 80/20 rule, where you talk 20% of the time and they talk 80%. Your 20% should be made up mostly of really good questions. Also, when asked a question, answer with a short answer and then return it. It might sound something like this, “Hey Kim, what are you doing?” “Jerry, thanks for asking. I work with mid-market companies that are challenged by managers who get promoted because of their technical ability and don’t know how to manage people. I train them and the company typically sees a minimum of 15% increase in the productivity.
I promise you will make meaningful connections and grow your business network this way.