Networking with FACE seminar

 

During the Confex, Alessandra Alonso, a consultant of 20 years conducted a seminar on networking. The main points that she wanted to convey were those of:

• Learning & self-development
• Relationship & business development
• Effective communication

Alonso came up with the concept of Networking through FACE:

Focus

Approach

Conversation

End

Focus is the key starting point to any networking. If you don't know what you want to achieve then how is someone going to be able to help you to do it?! Alonso outlines 6 main reasons that people network which helps to narrow down what you may be looking for:

Now obviously everyone is going to have a different approach to networking, some people can just turn up without much preparation and find out as well as inform people what they need to know. Most people, myself included however, will need some degree of planning. The first thing to do is make sure you know who you're talking to! There's no point talking to someone who works on set design about your problems with security for 20 minutes! Preparing an introduction for yourself can also help, although you may feel a bit silly saying it for the 20th time in the day. But by then it will seem natural and with your pre-planned objectives and a prepared list of questions, you will look extremely professional. Of course, everyone wants to work with professional people!

Next up is the approach. In short conversations, only 30% of how people will react to you is down to what you say! The other 70% is actually how it is said and how we look. These exhibitors are going to be seeing hundreds of people a day, the ones that stand out are going to be the ones who engage with them, looking enthusiastic and being passionate about what they're talking about.

Conversation is where the main work will be done. A simple list of do's and don'ts can cover this:

Do… 

• Be curious 
• Be authentic 
• Build rapport 
• Look the part 
• Actively listen 
• Reach out to many 
• Take Note 
• Show appreciation

Don’t… 

• Use and Abuse 
• Presume /dismiss people 
• Go on about yourself 
• Go into selling mode 
• Ask without giving 
• Forget your business cards 
• Forget to thank people 
• Lie – it’s a small world! 

For networking to be worthwhile, it never actually ends. If following the meeting you feel that the person is someone you can work with, which would be mutually beneficial, then follow it up!!! Stay in touch and review the outcomes so that both parties can be happy. 

Got any other networking tips? Write them down in the comments!

http://www.international-confex.com/page.cfm/Action=fileDownload/formatFor=seminar_2_fileupload/fileName=806489_fileupload/fileExt=pdf

Semi-Interesting Seminars

A lot of trade shows and virtually all conferences include seminars as part of their programme. Why? Do people seriously want to sit there and listen to someone stand at the front of the room and talk at them for an hour?

I mean, honestly now, don’t you get bored? Wouldn’t you rather walk around and talk to people? See things? Drink coffee???  I don’t know maybe it’s just me... Must be that leftover ‘kid in the back of a classroom’ mentality.

And yet I turn up to them. More than that, I enjoy them. On occasion of course ;)

So it got me thinking, what is it that actually makes people go to seminars. Is it the speaker or is it the content? Would you be willing to sit through a boring delivery if the content was strong? Or would you rather listen to a good speaker discussing an utterly useless to you topic?

I think that for me, much like a lot of other people, it’ll be a mixture of the two. You’d want the speaker to be engaging and fun and not have a horribly annoying voice but at the same time you’d want him/her to talk about something interesting to you or at least something that will help you in your job or life. Otherwise, what’s stopping you from getting up and going to the nearest Starbucks?

Interview with Young Networking

If you were paying attention to Friday's Posts, specifically my spotlight on networking, I told you that I would have the pleasure to talk to Ash Phillips from Young Entrepreneur 

Networking Association. I wanted to ask him about his thoughts on networking and his experiences. This is what he had to say...

Q: Let’s start off with a bit of an introduction for our readers. What’s your name and what do you do?

My name is Ash Phillips. I’m a serial Entrepreneur and the Founder of YENA, a social enterprise that 

supplies young people with a non-intimidating networking environment. We run free events to bring 

people together in order to increase their network size and opportunities. 

We also supply exclusive access to many business services, and are working on integrating a mentor 

scheme within the group.

Q: And how long have you been attending and running networking events?

I’ve been attending networking events since I started my own business 4 years ago. These range from 

long running institutions, to bank-run events. I’ve been  running YENA for around a year now we’ve 

learnt a lot in that time but time is a resource you can’t buy and can only learn from. 

Q: So in your opinion, what makes a good business networking event? (examples from ones you 

organise/attend, good practice)

From what I’ve learnt from other events, and running YENA events, there are many aspects that balance 

an event and make it great. 

Location - this is important in getting the right people involved. Our Bristol event is based at a quirky 

hotel/bar which is luxurious but not pretentious. This has helped people feel important but not out of 

place. The team there is also fairly young but very good at what they do so this helps us with the quality 

of our event. 

Content - what your event consists of is important. Regardless of how relaxed it is (YENA is very relaxed) 

is still needs some format. This makes people feel comfortable with the organiser, and with what they 

should be doing at the time. 

The People - the most important aspect of the event, undoubtedly, is the people in the room. This 

doesn’t even mean the organisers it means the people who are there. YENA has been a success and still 

exists because of our wonderful community. The event is an event without people and the right people 

make it great. We love our attendees, and we tell them that at every event. 

Q: Why do you think it's important for businesses to attend networking events?

Yes. In attending a networking event, you’re not selling to the people there. Whilst they could become 

clients, what you’re really doing is winning advocates of what you do. You have a potential workforce in 

that room who can recommend you to their network so in a room of 10 people you’re potentially connected 

to over 1000 people. If you make those 10 people love you and want to give you work, it’s likely it will 

come. If you spend your time pitching all of them to get turned down, you’ll likely never hear from them 

again in the way you’d like. 

Q: What about people who don’t run a business? Is it worth their time to network with businesses?

YENA is one of the only events I know of that promotes the use of networking to improve opportunities. 

Giving professionals, students, and NEETs (not in education, employment or training) somewhere to 

increase their connections, gives them the chance to increase their opportunities. They say it’s not what 

you know it’s who you know, and whilst I believe it’s both, you’re not going to get far with all the 

knowledge but no contacts to help that turn into something. 

Q: Finally, what would be the best piece of advice on business networking that you would give to our 

readers?

My best advice is to give. Give advice from experience, lend an ear and listen to the other person, actively 

think about who you can put them in touch with to increase their opportunities. The more you can give 

someone, the more they’ll want to give back, and that’s when you gain from networking. 

So that was Ash, the real question is what do you think? If you want to find out more 

about YENA, take a look at their website http://www.yena.co.uk, follow them on twitter 

@YoungNetworking or on Facebook 

UK to USA Networking

As mentioned in the previous post, the International Confex is an ideal place for the traditional networking to take place and a chance for attendees to maximise networking opportunities. The type of networking generally seen in this environment is all quite formal with extra workshops and a 'practical networking session'. To me this seems quite intimidating and tends to put a lot of pressure on those that may be quite new to the networking scene. There are many events out there that take this same approach of the typical formal networking. This maybe one of the reasons why networking was once deemed 'scarier than death' (http://www.accountingweb.com/topic/social-networking/fear-factor-networking-scarier-death)

Having done some research on events overseas it appears that the United States tend to take a more informal approach with networking. It is quite similar in the sense that there is a dedicated time and place for attendees to network and everyone is there for the same reasons however  it is done in a more relaxed atmosphere.

Looking at the '2013 Event Solutions Idea Factory' the programme included 'A Welcome Reception' located at the stunning Mirage Hotel in Las Vegas. Attendees were able to introduce themselves and get to know event professionals from all over the world, against the backdrop of the beautiful pools with drinks flowing all evening. Now I don’t know about you, but this seems ideal to me!

By event organisers' creating a more relaxed atmosphere attendees are able to put the aside the negativity and fear associated with networking and have the ability to enjoy themselves a lot more.

In my opinion I believe it's about time networking became a fun part of business instead of a dreaded one.

Let us know what you think. Should networking stay strict and formal or should the atmosphere be a little more hassle-free and comfortable?

Leave us a comment below giving us your views on networking! 

Networking at the Confex

                         
With over 300 exhibitors at the International Confex, it is an ideal place for b2b networking for events companies. With a large central networking area, as well as the countless stands set up with exhibitors just as keen to make partnerships throughout the day, there's very little chance that you won't meet someone who will be able to assist with your business! As I'm sure most readers will be aware, the events industry is one which relies on being proactive which means that most people attending this event will be willing to go straight in to interact with others. This leads to the networking performing really well, although can leave some of the shyer types behind very easily.

Along with the central networking area, following each seminar session there were opportunities to network with fellow event professionals that have similar interests, leading to potential connections. 

In terms of how to approach networking at these events, which can often be a daunting experience, Greg McKeown of the New York Times wrote just before the Confex of 3 mistakes that people make when networking:

The first one is to not go crazy with business cards, although it may seem like a good idea to spread your bets and try to make a contact with everyone you meet, one meaningful relationship built can be worth far more than 20 business cards handed out after a two minute conversation. Try to focus your efforts on the potential partners that would mean the most to your business.

Secondly is to make sure you are listening to whoever it is you're talking to. This might sound obvious but with so much going on at these exhibitions its very easy to be distracted. This will show to whoever it is you're talking to, and they won't be keen to do business with someone who won't listen to them for 10 minutes!

Lastly is not to fear missing out. Sometimes the most natural relationships can be formed when not 'on duty'. Talking to people while taking a break can be when the conversation flows most naturally. McKeown spoke of a time at the World Economic Forum for Latin America when he tried to attend everything, but ended up with nothing until the last day, when he took some time off to go to the pool, where having casual conversations actually ended up with business relationships that are still strong to this day!

Do you agree with Greg? Have you got a different method? Let us know

https://www.youtube.com/watch?v=03UkpkrFHrI

http://www.linkedin.com/today/post/article/20140307191106-8353952-the-top-3-networking-mistakes-people-make?trk=tod-home-art-list-small_3&utm_content=buffer8b5c3&utm_medium=social&utm_source=twitter.com&utm_campaign=buffer

Spotlight on networking

While initially people thought of networking as a nice side benefit to attending events and didn’t really place much emphasis on it there has been a big culture change in recent years. People are recognising that “It’s not what you know, it’s who you know”. They realise the importance of having a good professional network because it can really get you places. Knowing the right person can get you jobs, training opportunities, put you further up the list for promotion and help you out of a tight spot with various work tasks.

There are now millions of networking events all over the world, both face to face and online. If you type into Google ‘networking event’ and your city you are bound to come across some happening in your area. In fact you may need to type in exactly what kind of networking event you’re looking for, to narrow down your search otherwise you may well be hit with far more results than you’re willing to look through.

But what does a networking event have to do with business? Well, that’s what I asked Ash from Young Networking. Stay tuned to find out the answer!

Top Three Business Networking Opportunities in London

As mentioned in one of my previous posts, there are thousands of networking opportunities in London but who has the time to go to all of them? That’s why, I’ve had a look at what opportunities there are for Busy Event Managers in London to network and come up with this list of what I think are the best ‘value for time’ business networking events for you.

     

  The International Confex – well we think the Confex is pretty wonderful hence using it as a sort of case study of what an events event should look like. For more reasons about why, check out Ed’s post here.

    BNC Global Event Show – it’s pretty similar to the Confex but on a smaller scale. One of the highlights for this year was …. While you’re of course welcome to stay for the entire day, I’d personally say that you can probably take a good look around and speak to a number of other event planners in about two or three hours, depending on what demands on your time are like on the day.

    House of Events Evening Drinks Reception – as the name suggests, it’s an evening drinks reception so means you don’t have to spend all day on it and get a nice glass of bubbly with it too! The slight downside is that the focus is mainly on venues round London and little else so it’s not as well-rounded as the other two.

What do you think? Post your comments below, I’d love to read them!