Mike Stokes

By Mike Stokes mikestokes

At most networking events delegates get the opportunity to present their businesses to all or some of the other delegates. This is a shop window, a chance to make a really positive first impression – so delegates need to make good use of it.

Preparation is key, as in all business activities

• the venue and the time must be checked, to avoid being late
• the format is important – is it room, table or 1-to-1 ?
• delegates should be aware of dress code, to look the part
• an idea of the other attendees helps to structure the pitch
• before writing the pitch, the delegate needs to confirm objectives
• the content & timing must be right, so rehearsal is critical
• the use of props can be most effective, to prompt or to adorn

Performance will be effective if preparation has been adequate

• it is not wise to speak whilst dragging a chair
• a deep breath often avoids speaking too quickly
• the name of the delegate and business must be clear
• the temptation must be resisted to include too much
• it is important to concentrate on differentiators
• other delegates need to know what the speaker is seeking
• the pitch needs to be memorable!

A pitch is made memorable by telling people what they want to hear

• this is my NAME and business
• this is the BENEFIT of what I do
• this is HOW I do it
• just like I have for THIS CUSTOMER
• and this is my NAME again

Mike Stokes had a long exporting career and has advised new exporters since 2003. He networked prolifically to establish his own business and then in 2009 he formed his own networking group in Lincoln, The Business Club.

By Mike Stokes mikestokes

In order to get the maximum value from a networking event, it is important to “work the room” effectively. By keeping to the following guidelines, a difference will be noticed.

Early arrival
The best quality networking takes place when the room is relatively empty. Good relationships can be established without distraction or competition. It is important to find out when things are due to start and to plan a schedule which ensures early arrival.

Keeping moving
It is wasteful to hang around with the same people too long and colleagues should say goodbye at the door. Once good contacts have been made, the networker should politely move on and make fresh connections with others. Excuses must be found to move on from “monopolisers” – or they should simply be passed on to someone else!

Keeping cool
Overheating should be avoided – so plenty of water should be taken in, for the voice as well as the overall demeanour. Smart but comfortable clothing is advisable.

Making introductions
Delegates should try to develop a reputation for themselves as connectors of people. As well as introducing oneself to others, it is important to introduce existing contacts to other attendees. That is what they are there for!

Asking questions
Before selling to anyone, or helping anyone, it is vital to establish as much as possible about them. People should be encouraged to talk about themselves and their businesses — but a genuine interest must be shown while they are telling their story. Summarising back indicates an understanding.

Making connections
The prime objective at a networking event is to make connections – with a view to developing good working relationships. It is not to blatantly sell to people, as that will often offend them.

Listening
We all have two ears and one mouth, so listening should take twice as long as talking.

Collecting cards
Cards should be taken from other delegates and the follow-up actions should be written on the back while things are still fresh.

Leaving late
If possible, it makes sense to hang around as long as there are still delegates in the room. There can be some good quality networking while the room is gradually emptying.

Mike Stokes had a long exporting career and has advised new exporters since 2003. He networked prolifically to establish his own business and then in 2009 he formed his own networking group in Lincoln, The Business Club.