5 Ways To Get Back To Networking

Covid is starting to show a steady decrease in cases, hospitalizations and deaths, which I hope continues. Of course, the Debby Downer in me sees the cold weather and holiday gatherings around the corner, which can mean that people are gathering indoors again. Let's continue to think positive thoughts though.

With that in mind, I have been considering in-person networking events that have begun again or will soon. I have attended a few online events that really didn't give me an opportunity to really network, as we had to wait for our turn to speak, which can dampen a spontaneous conversation. One of my concerns is that for those who have not done any networking in person, this skill set can be rusty. Also, there are those who haven't gotten into a field during the pandemic and have never even been to an event before. 

There will be those people who will jump right back into networking and say "It's just like riding a bike!" Bless their hearts! For the rest of you who haven't really worked a room in many months, if ever, here are a few pointers that can lead to networking success.

1. Don't be a wallflower. The best thing you can do is to find someone, albeit a stranger, and let them know that you could use some help meeting people. I've done this at a networking event for realtors, and since I'm not a realtor, I let some people sitting at my table know about my predicament. They were friendly and introduced me to several people. 
2. Set a goal. When I attend a networking function I usually set a goal of meeting and getting business cards from 10 people. When they give me their card I ask if I may call them at "a more appropriate time". They almost always say yes, which is better than handing out my card and waiting for them to call me.
3. Consider this time as work. You are there to meet people who can be potential clients or referral sources. Be professional! You don't need a formal suit and tie but don't get loaded on the free beer either. 
4. Help the newbies. See item #1 above. You can pay it forward by helping someone just as you were helped. This can pay off for you down the road as people you have helped with often give referrals.
5. Don't be afraid to network with your competitors. For those of us who don't attend "exclusive" events, your competitors may be there as well. I've learned that getting to know these people can be beneficial instead of combative. I've gotten sales tips as well as information as to which prospects to avoid. There was one networking group I attended where all the "insurance guys" sat together and the rest of the members laughed at how well we got along.

A good hour or two of networking can help keep your pipeline full, which means less prospecting down the road. Take advantage of these events and try to use them as efficiently as possible. 

Chris Castanes is a professional speaker who helps sales people succeed through workshops and humorous presentations. He's also the author of "You're Going To Be Great At This!", a humorous look at sales. For booking information, click here. He's also the president of Surf Financial Brokers selling life and disability insurance in several states.