Author Box
Articles Categories
All Categories
Articles Resources

So You're Going to a Networking Event? Are You a Dealer, Seller, Collector or Connector?

February 24, 2012 | Comments: 0 | Views: 144

So, you're going to a Networking Event. Brilliant - you've just increased your career and business opportunities. Or have you?

Meeting new people and reconnecting with previous contacts isn't enough to win you new business, get you referrals and to increase your career opportunities.

Contacts are great but it's the relationships you create that really matter.

Of course you will meet new people but the way you meet them and the first impressions they receive when you do will directly influence the relationships you build in the weeks, months and years that follow.

Over my long career as a business networker I've recognised 4 regular players in the Networking Game. I've also played all 4 roles and noticed a massive difference in my effectiveness depending upon which of the roles I've chosen at a given event.

The 4 players are Dealers, Sellers, Collectors and Connectors and their personal networking effectiveness varies immensely.

I started out as a Dealer and my mission was to get my Business Cards into the hands of everyone I met. As I said hello I would hand over a Business Card just to make sure that they got my contact details right from the start. I always took a big stack of cards with me and my aim was to leave the meeting having given them all away. I would effectively Deal them to everyone I met.

After attending quite a few meetings I realised that some of the other people were using a different strategy. They were looking for the sale and to close business on the day. They were Sellers so I tried that approach as well. In addition to handing my cards over as I said hello, I would focus my conversation on finding out what they do, what they buy, what services they need and 'I can quote you for that business today'. It didn't work because I eventually realised that I never actually achieved a sale because the people I was meeting didn't actually want to buy anything on the day.

I also noticed the people who were leaving networking meetings with big piles of cards because they would literally get a card off everyone they met. These were the Collectors and they built up massive piles of contacts. I thought that was a great idea so I tried that as well. I literally Collected thousands of cards and kept them in plastic business card boxes on a shelf in my office. The trouble was that I was so busy collecting business cards that I never had time to actually do anything with them. I didn't enter them into a database. I didn't follow up the contacts I made but of course they were contacts so they were in my network. I knew that I had met someone in a particular type of business but then couldn't remember who they were or what company they were from but of course they were in my network.

Eventually, I noticed certain people who just seemed to know lots of people at the meeting and they were like magnets attracting new people into conversation. I noticed that they seemed to talk less and listen more but they also did a strange thing in that they focused on helping the people they were meeting by recognising opportunities for them. They then did something unusual in that they introduced them to their contacts who would be great contacts for the new contact. These were Connectors because they focused on listening, learning and connecting the people they met and I was helped by some of them so I tried the same approach and became a Connector.

Prior to this I was always a busy networker and would attend every networking event that I could. People recognised my face and knew who I was but I never really got any business until I became a Connector and focused on helping other people first.

Connectors are the people others think of first. Connectors are the key go to contacts who know the right people when you need help, advice and support. Coonectors are the ones who focus on others first and win regular repeat referral business because they have earned the trust and respect of the people in their network. They don't just know people in their network, they know about them and remember the details that matter. They help first.

So you're going to a networking event. Are you a Dealer, Seller, Collector or Connector?

I specialise in teaching entrepreneurs and professionals to build powerful personal and business relationships that generate long-term profitable business via referral and recommendation.

Business networking skills by Tony Altham

For more TOP TIPS and advice on how to build your profitable referral business, click on the link below and download my FREE REPORT - "7 KEYS TO NETWORKING ETIQUETTE"

Source: EzineArticles
Was this Helpful ?

Rate this Article

Article Tags:

Business Relationships


Profitable Referrals


Business Networking


Professional Networking

In India, employment opportunities are set to grow by a good margin in the coming year, a phase which was started in the turn of the second decade of the 21st century. organisation, candidates with

By: Sarkariexam l Business > Careers Employment l April 01, 2013 lViews: 11708

Sometimes it is amazing to see that certain jobs can precipitate huge turnouts in the recruitment drives. It is as if thousands of people were waiting for the vacancy advertisements and the moment

By: Sarkariexam l Business > Careers Employment l December 30, 2012 lViews: 690

In recent times, jobs in healthcare segments have grown tremendously. It is anticipated that this growth curve will continue for the times to come. Various factors are responsible for this

By: Sarkariexam l Business > Career Advice l December 27, 2012 lViews: 448

Are you in a dilemma whether to choose web based CRM or not? If yes, don’t worry. You aren’t the sole person having this doubt.There are numerous firms trying to make out whether investing in a

By: Reneta Vasileva l Business > Customer Service l December 23, 2012 lViews: 409

If you think about it you will realize the fact that each business has its own set of risks that are involved in it.The trade secrets that you have and the information related to the business is what

By: brumbrum1 l Business > Risk Management l December 23, 2012 lViews: 263

As the time is changing, concierge management services are now growing despite the slowing economies of the world. The main reason of it is the need that is highly specific to the people who like to

By: willsmith10 l Business > Management l December 23, 2012 lViews: 334

Getting ready for a big conference or business meeting? Don't forget to order name tags. Conferences and business events that have name tags are simply more successful. While some may roll their eyes

By: Lawrence Reavesl Business > Networkingl June 08, 2012 lViews: 207

Online interactions are extremely important for your business and also extremely effective. Relationships are at the heart of the interactions and knowing how to leverage them successfully will bring

By: Carolyn Cohnl Business > Networkingl June 07, 2012 lViews: 197

You've decided to let the world know that you're changing careers. You went to the local "meet and greet" and met some people that you believe can help your transition. Now, what will you do to

By: Leon R Scottl Business > Networkingl June 06, 2012 lViews: 184

One of the best ways to get your business associates to send you business is to send them business. This can be in the form of a tip, lead, or referral. But which is better in supporting the members

By: Dave Gutscherl Business > Networkingl June 06, 2012 lViews: 183

It seems like simple math: the more leads you get, the more clients you get. And that's true, to a point. But when you take a closer look, you'll discover that it's a bit more complicated.

By: Sue Clementl Business > Networkingl June 06, 2012 lViews: 157

Networking is an acquired skill. We become skillful at networking when we understand its impact and relevance to our business, and ultimately our lives. This results in diligent work to develop the

By: Marilyn Thorpel Business > Networkingl June 04, 2012 lViews: 172