First of all, I'll start by saying I am not a professional networker - this blog post is just my personal observations on the skill.
The topic crept into my mind this week following a chat I had with someone on winning new business. There are a number of ways all accountants can win new clients, but as you can imagine the conversation veered toward networking and whether or not it's worthwhile.
Personally, I go to a lot of networking events and I have to say that in the main I enjoy them. But being honest, I never manage to talk to the majority of people in the room- which I expect most of you will relate to.
Over the years, I have seen loads of articles on 'How to network the room successfully’ and while the tips are very good there is sometimes too much emphasis on speaking to as many people as possible.
Put yourself on the receiving end of that. How many times do you feel that you have been ‘networked’? I have attended events where the serial networker has made their way to me.
They are very polite - always acting interested in me and my business and nodding. But it’s their eyes that give the game away - always already scanning the room to find their next victim!
After a minute or so it’s enough about me, they launch into their spiel, shove a card at me and disappear and you know that tomorrow you will get the standard follow up email – I have to say it does not work for me.
Our business is all about relationships and I need to feel a genuine interest in the person and their business and I hope that it’s mutual.
It does mean you don’t get to network the whole room as your conversations take longer.
However it’s more enjoyable and tomorrow on those follow up emails I know that they are more personal and there is a genuine interest in meeting up again.
This leads to longer lasting and more meaningful business relationships. You see, it’s a bit like dating – you want to look forward to meeting the person again. I spend a large proportion of my time working and while I want to build a successful business, I want to have fun on the way.
What do you think - is networking worthwhile, and how does it work for you?
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Replies (3)
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I find a lot of networking events are pretty fake, I seem to be the only one in the room who genuinely wants to talk to the person I'm talking to, rather than just do the pleasantries and move on to the next victim.
Feeling you've been 'networked' is not pleasant, they are not interested in you, just what business you can give to them.
It would be far easier if everyone chucked 20 business cards in the middle of the table,gave a 60 second elevator pitch to the room about what they do and what they are looking for.
Networking should be about getting to know and trust people and seeing if they can help your clients...it's not (not in my opinion).
It's about people
I agree with you its about getting to know people. When you take the time to build the relationship the work should follow. Most of us wouldn't hand work out to strangers - there needs to trust. Happy networking!
Avoid the amateurs
I agree with you Paula. Much as I enjoy networking there are a lot of people out there who really don't get it.
However good one is at networking there is often the unknown element of what the other people in the room will be like. Even if you're very choosy, as I am, as to where you network you can still get unlucky. When this happens I simply make my excuses and move on.
During my talks on 'Networking Magic for Accountants' I include a number of acronyms. One seems especially relevant here as you mentioned some of the following as things you don't like in others. I agree, which is why I suggest they are 5 things to A.V.O.I.D doing when you are networking:
Asking for workVisually scanning the roomOutstaying your welcomeIgnoring answersDefeating the purpose
Mark