8 Secrets to a Productive Business Networking Meeting

4/30/2008

8 Secrets to a Productive Business Networking Meeting
By J. Miles Harding

You've scanned the newspapers, found a networking opportunity, paid your $35 to attend, invested your 4 hours and walked away with a couple of business cards and agreements to "have a cup of coffee" next week.

Great! So how do you make sure that you make the most of these upcoming meetings you worked so hard to get?

First, congratulations on actually getting two follow-up meetings. In a recent survey of business networkers most participants indicated that they received less than one quality contact per event…less than ONE!

Second, its time for a plan, the plan I call the 8 Secrets to a Productive Business Networking Meeting.

Secret 1- When you make your follow-up phone call to set the appointment be sure to specify a meeting length. Revisit this duration at the beginning of your meeting right after exchanging pleasantries. Generally I find 45 minutes to 1 hour to be sufficient.

Secret 2- Exchange elevator pitches and 30 second commercials. Listen, provide feedback, and succinctly educate one another on your respective businesses.

Secret 3- Describe as clearly and specifically as possible what you are hoping to gain from this meeting. New prospect contacts? Potential employer contacts? Business people network for a host of reasons, make your reasons known clearly.

Secret 4 - When it's your partner's turn to describe his/her business and what he/she hopes to gain from your meeting and relationship be sure to:

Listen attentively
Ask good questions and
Listen attentively some more!

Learn all you can and take notes. All avenues to creating value as a networker begin by actively listening, questioning for understanding and listening some more.

Secret 5- Establish and present a "best fit" prospect profile or better still, create a wish list that contains the names of specific companies or even individuals you are hoping to be connected with. The person across the table from you just might be able to get you that meeting of a lifetime or at least one step closer. But, you'll never know if you don't plan ahead.

Secret 6- Establish clearly defined and time bound next steps. What will each of you do as a result of this meeting and by when? Gather and report information? Make connections to other people? Be as specific as possible in order to create maximum value

Secret 7- NO HARD SELLING! The quickest way to end your networking career is to hard sell your business networking partners something they don't want or don't need. While your partner may be a viable prospect the purpose of a business networking meeting is NOT to pitch your product, but rather to find mutually beneficial ways to help one another.

Secret 8- Business introduction meetings are the single best way to grow your business and your professional network. Easily fill your calendar with powerful meetings by visiting http://www.bizblinddate.com/. You should be meeting with at least 4 new contacts every week and now it's simpler than ever.

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