The 3 Keys to Effective Networking: Part 4

So you know the "mechanics" of the event, including who is in attendance, your networking goals, as well as how to disengage from non-productive conversations. But truly the most important piece of networking is the quality of interaction.

The best tactic is to be professional, friendly and direct when you approach someone who you have not met before. Ask them what they do and be an active listener, providing enough time for them to explain their product or service. These listening skills may provide you with some very key details that will help you in progressing the sales process if there is a fit with what you do.

Once you have learned more about your target contact and have ascertained whether there is a fit, you are in a good position to gain a referral. A good question to ask is "Who can I speak with at ABC Company to introduce our product/service?" There is a strong likelihood that you will get the name of a decision-maker or at least a positive referral into the target company. If you have their business card in front of you, use it to jot down the referral so that you don't lose sight of the information.

If you follow these key strategies, you will make some great contacts as a result of your networking efforts and your time at these events will be well spent. As always, send me an email if you have questions: tim@bashostrategies.com.