Networking Events - Use Your Time Wisely


By Joshua Feinberg


Networking events provide an effective way to meet and connect with potential clients. What you need to do when you attend these networking events, though, is quickly determine if the person you are talking to is a "sweet spot" client.

Is this person part of your small business target market? Is he or she a decision maker or influencer? Does this business have the potential to become a regular, long-term client?

To get these answers you need to work the room at a networking event efficiently and productively.

"Working" A Networking Event

At networking events you want to talk to people that own or manage a small business. These are the people who have potential to become your sweet spot clients. At the very least, the people you talk to at these networking events should work in, or for, a small business

You DON'T want to waste time at networking events talking to people who work for:
Big banks
Fortune 1000 companies
Organizations with large in-house IT departments
Government or non-profits

When you connect with a person who fits the small business criteria, ask some subtle questions to determine if he or she meets the sweet - spot profile. Questions to ask people at networking events include:

What kind of systems do you have?
Do folks use a lot of computers at your office?
Do you have a network?
What kind of network do you have?
How many people are on the network?

The answers to these questions will help you lead the discussion and give you a lot of great insight as to where to go next.

The next step is to determine if you are talking with the appropriate person in the organization. A good question to ask for this purpose is, What kind of systems do you use?" If they can answer the question then you can be fairly certain they are a decision maker or are close enough to the decision maker to be an influencer. Asking these types of questions at networking events helps you determine if you should push further or walk away.

The Bottom Line on Networking Events

Networking events offer a short window to connect with as many potential clients as possible. You want to use your time at these networking events wisely. By asking direct and specific questions you can quickly determine the sweet - spot potential of the people attending the networking event. If there is potential, then follow-up questions to determine if the person you are talking to is a decision maker or influencer are in order. If not, then you can be confident in your decision to say good bye and move on.


More Resources

Unable to open RSS Feed $XMLfilename with error HTTP ERROR: 404, exiting

More Networking Information:

Related Articles

Plan for the Event or Flounder
Rather than being there to eat the food and drink the drinks, planning before attending an event will change your view.Have you ever attended an event and seen all the people gravitating towards the food and the drinks? That is the first thing people seem to go for.
How to Gain Maximum Value from Your Networking Time
One of the best ways to get business is through networking. That's what the majority of people I speak to tell me.
Network Marketing Secret: On Becoming the 'GoTo' Guy
For years we've been taught to identify ourselves as reps for one XYZ company or another.~We have our fancy business cards printed, some letterhead, maybe an address stamp.
The Answer to Your Worst Networking Nightmare
Imagine you just met your ideal client at a networking event. He's friendly, has great ideas and could use a valuable person like you to help grow his business.
Why Cant I Remember Your Name?
You're terrible with names. You forget someone's name within ten seconds of their introduction, and it embarrasses you.
The 4 Actions of Awesome Hospitality
These Actions of Awesome Hospitality? will help you manifest the power of approachability through your organizational front porches.AWESOME ACTION #1: Go Beyond the Door My friend, Pastor Bob Farr of the St.
Did You Market Yourself Today?
"If you build a better mouse trap - the world will beat a path to your door."Do you still believe that?Let's try another one.
Five Steps for Expanding Your Customer Base with Guerilla Networking
As a single company, it is impossible to provide your customers with all the services they desire for every aspect of their life; but with guerilla marketing, you can come close. By partnering with companies that provide different, yet complimentary, services to your business, you can create a network of reliable resources for your customers.
Unforgettable First Impressions Part 4: Become a Social Gift Giver
Do you ever wonder why single people give flowers, wine, candy or mix CD's on first dates?Bingo! Because they want to get lucky!Just kidding. They bring gifts because they want make a great first impression.
Acknowledging Referrals! What's in It For You?
I grew up in a household where saying thank you was a code of behavior that was absolutely essential. There were simply no exceptions.
Test Your Networking Know-How
Let's test your knowledge on networking:1)The best definition of networking is:a) Schmoozing at meetings and events b) The solicitation of funds c) Building and maintaining mutually beneficial relationshipsd) Marketing and selling your products and services to everyone in the room so you can meet your sales quota before your boss fires you2) Why do you network?a) To develop your businessb) To help other peoplec) To share informationd) All of the above3) What are the most effective ways to network?a) Regularly attending meetings, events and activitiesb) Talking to random people in the streets, stores, busses and bathroomsc) Offering referrals, resources and recommendationsd) It doesn't matter as long as you help others first and remember that it ain't about you4) True or False: Networking is not a skill, but rather a hereditary trait passed down from your father not unlike height or Male Pattern Baldness.5) True or False: Networking isn't always strategic, but frequently occurs by an accident and/or stroke of luck which falls in your lap like a gift from God.
Volunteering for a Networking Group
When is it appropriate to volunteer to take a position in the group?Have you heard the saying that "the fastest way to get anything done is to ask a busy person"? It is very true. What it actually boils down to is the fact that busy people are often very well organized and have the ability to delegate some of their tasks.
Lesson 15 - Meeting the Prince with More Reputation than Power
The StoryBusiness has a habit of testing us as individuals and as entrepreneurs. Several years ago I retained my first entertainment agent to represent my business and me.
Savvy Networking: Grow Your Business and Your Career
Did you know that contacts are the bread of career life? In times of change, information and relationships are a source of power. Savvy networking will help you to tap into this power to grow your business and your career.
Increasing the ROI on Your Networking
Networking requires an investment of time, money and effort. Here are four ways to be sure your return on that investment is worthwhile.
Work that Room, Baby!
Networking, schmoozing, making connections. Call it what you want, it's something that is a necessity if you want to do business today.
Effective Networking
The process of finding out about a job, getting interviewed, and eventually receiving an offer for employment starts with networking. By networking I don't mean sending out hundreds of copies of your résumé unsolicited to H.
Planting the Seeds of Greatness - Make it Great Newsletter #7
Thought of the WeekThis week, I'd like to challenge you to try something: Give something to someone that you know can never repay the favor. This could be something simple like opening the door for someone with their hands full, or buying lunch for a complete stranger at your local bistro.
Your Front End
While surfing for traffic or browsing your safelist emails, you are sure to have noticed the very large number of networkers promoting similar, if not identical, programs. Empowerism and Profit Rally are everywhere, as are health related and telecom based MLM opportunities.
Social Network Software
My neighbor - a lovely man I've known, and have had social contact with for years - is the COO of one of the world's largest companies. He's read my books, is familiar with my concepts, and is a fan.