Your pitch needs a buyer.
Most of us could attend a ‘networking’ event daily that is filled with people that could become new contacts. The question becomes whether or not you can turn those contacts into meaningful action after the event.
My enlightenment regarding networking meetings came from a discussion with a colleague regarding options for our event marketing budget. He would accept or reject the idea based upon whether or not the people attending the event were in the mindset to buy the product we offered.
He used the example of a sporting event where a local bank sets up a table. For the bank there are loads of potential customers. But most people don’t stop. Why? They came to watch the match, not talk about their banking needs – so they are not thinking, or buying, banking services.
Correction: Your pitch needs a motivated buyer.
Let’s go back to networking meetings. Before you decide to go, understand the purpose of the event and why people are attending – this will help you determine if there will be ‘motivated buyers’ in the crowd. Leaving aside meetings targeted at those seeking new opportunities, here’s my ranking of the different types of networking events.
HIGH: Social events – These are the most casual and have the greatest amount of networking time, so people are openly mingling and moving about. If it’s associated with profession/industry group, get someone to escort you around to help break into the small groups in conversation.
MEDIUM: Profession/Industry Meetings – If the meeting is a lunch/dinner affair, there is networking time prior to the meal (while people check in). Attendees are there to visit with their friends and listen to the speaker. IF YOU GO: Same as social events, get a well-known member to escort you and make introductions – don’t leave their side, they are your credentials.
MEDIUM: Conferences – If it’s a conference that brings together different people to connect (say small companies with investors, companies with vendors), if you can help facilitate the type of connections being sought, then by all means attend.
LOW: Professional Development Sessions – There is limited time to network and the sessions present more than can fit in your head, so people are not in the mindset to effectively take in your pitch. You might get to know a few people at your table, so if the topic is of interest, you should attend. If not, spend your networking time elsewhere.
LOWEST: Breakfast events – These are usually the least productive. People show up right before they start, eat, listen to the speaker (while not checking their smartphone) and then bolt for the exit to get to the office.
Before you attend any event:
First, ask a few other candidates who have attended how effective these meetings were in getting them closer to the decision maker. Their answers may either confirm or be very different than my ranking above, so it’s easy and effective due diligence.
Second, figure out who you know will be in attendance and contact them in advance. The more people that know you’re coming in, the higher likelihood you should know even more people on the way out.
Remember your network has great value, make sure you know how to best use it for each event.
Good luck today.
Mark
http://TwitJobs.net The Career Community
0 comments:
Post a Comment