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 Business Networking in Austin Blog
By: Scott Ingram
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Trade Show Networking Tips Since we’ll be at the Austin Business Trade Show next Tuesday I thought I’d share some specific networking tips you can use at trade shows. I’ll be facilitating some structured networking from 6:30 – 7:30pm during the event. Please come out and join us. Tickets are only $10, and if you’re already a NetworkInAustin.com member they’re only $5 each! What a deal.
Trade shows are a great place to network. People are there to meet other people, and learn about who’s doing what. These 6 tips will help you maximize the networking opportunities at any trade show.
1. Meet the exhibitors
The exhibitors at any trade show paid to be able to talk to you. Make an effort to visit as many vendors as you can. Learn about them and what they have to offer. You might also ask who their target market is, or who their ideal client is.
2. Make it fun!
Consider making a game out of your networking efforts. Try to meet at least one new person every 10-15 minutes. That’ll give you enough time to spend 5 or 10 minutes getting to know them. You’ll also have a few minutes left over to meet your next new friend.
3. Listen
When you’re meeting new people listen more than you talk. Try to find a common interest. Ask them about their business and their personal interests. This information will come in handy later when you follow-up with them.
4. Give people value, be a resource
Be listening for ways that you can help people. Direct them to the exhibitor you met earlier who might have a great solution for them. Tell them about the great drawing you just entered, and suggest that they do the same. Offer to introduce them to someone else you know at the event who you think they might be able to make a good connection with.
5. Use business cards
Business cards are a tool. After you meet someone be sure to ask them for a business card. Take a couple of seconds to make a couple of notes about what you learned about them. Before handing someone your own business card you might want to write a quick note that will add value. Write the name of a website they might find useful (NetworkInAustin.com perhaps?), a book, another networking event. Anything that will make your card stand out, because you’ve show that you’re a valuable resource.
6. Follow-up
This is probably the most important tip of all. Your networking efforts at any networking event are unlikely to bear any fruit if you don’t take the time to follow-up with those you met. Be sure to make at least one preferably two contacts with each person you met in the following week. A hand written note and a voicemail. A brief phone conversation and an e-mail. Just be sure to reconnect so you can truly begin building a relationship.
Happy networking!
Scott Ingram
NetworkInAustin.com
| Congratulations Thom Singer!  I've been fortunate enough over the past few months to get to know Thom Singer. Last week I had the pleasure of being one of the first people to purchase (in person) Thom's new book "Some Assembly Required: How to Make, Grow and Keep Your Business Relationships."
I'll be talking about Thom's book more in a later post, after I read it a second time. Fortunately it's a quick read and I know I'll get even more out of it reading it again.
I have a huge amount of respect for those who undertake the huge challenge of writing a book. Actually finishing that project and having a book in hand is incredible.
Congratulations Thom!
You can get your own copy of Thom's book at: www.ThomSinger.com
Happy networking!
Scott Ingram
NetworkInAustin.com | Better Networking = Better Quality Relationships I've been reading a lot of debate lately about wether quality or quantity is more important in successful networking. I strongly believe that quality is far more important than quantity.
Let's explore an example. Would you prefer a network of 1,000 people who you've met once or twice and might remember your name. Or, would you prefer a network of 25 people who would consider you their friend? Personally I'd take the 25 people. They'd be much more likely to actively help me.
Why?
It's really about top of mind awareness. The first 1,000 people are unlikely to be thinking about you unless someone mentioned your name or something very specific about what you do that would trigger them to think about you. Your 25 close friends are much more likely to think about you without needing such a specific trigger.
Networking isn't just about attending networking events, collecting business cards and following up. It's also about building better and stronger relationships. You don't even need to go to business events to do this. You can build better relationships with your customers. Show them that you really care about them and their needs, beyond the services that you provide. Strengthen the relationships with your vendors. Who provides you with products and services who has a vested interest in your success?
There's also the 90/10 rule that says that 90% of your revenue will come from your top 10% of customers. This applies to relationships as well.
Think about who you already know that fits in this top 10 or 20 percent. Strive to build a better more personal relationships with these people. You can't have a great relationships with everyone, it's just not possible. Focus on those that are most important. That's real networking.
Happy networking!
Scott Ingram
NetworkInAustin.com | Blogging Benefits and Pitfalls The Austin American Statesman ran an interesting article in today's business section entitled: "Blogs can get you hired or fired."
Blogging is becoming more and more mainstream. This article says that there are 10 million Americans blogging and about 35 million reading those blogs. Those are pretty substantial numbers. I think this shows that blogging is not something that can be ignored, of course if you're reading this than you're not ignoring blogging are you?
One of the most interesting parts of this article is the mention of a blogger named Bray. When he's interviewed for a job they really don't need to ask him very many questions because they've already learned so much about him by reading his blog. They also talk quite a bit about companies that are hiring "googling" potential employees to learn about them and their backgrounds. The results of a Google search are probably going to be a lot more telling than what's in a resume.
Googling is not just something that hiring departments are doing. Your clients, customers and even fellow networkers are Googling you. Blogs are a great way to be in control of what they're reading about you. It's not like they're trying to dig up dirt, for the most part they just want to get to know who you are. They're also a great networking tool.
I recently posted a comment on another blog and their comment back was: "I think I’ve networked with more people in the past 6 mths than I did for the last 2 years - and all because of my blog."
I've only been blogging for a few months and the results have been unbelievable. Sure there are some potential pitfalls. Saying anything negative is going to have consequences (I think my mother had something to say about that: "if you can't say something nice, don't say anything at all"). It's really just common sense. A blog is public, and essentially a permanent record so you need to really think about the consequences of anything you say. That may turn some people off, but I think the benefits far outway the potential pitfalls.
Happy networking (and blogging)!
Scott Ingram
NetworkInAustin.com
| Sorry... There is no Magic Bullet If done appropriately and consistently over a period of time networking is a powerful marketing strategy. But, it's not a magic bullet.
In business it seems we're always looking for the magic bullet. That one secret sales technique or marketing strategy that will payoff beyond our wildest dreams immediately. There's got to be a service, consultant or trick I can use to get unbelievable results within a week.
The truth is this type of magic bullet just doesn't exist. Instead it's a well thought out, constantly tweaked and refined and consistently implemented strategy that works best. Even a mediocre plan that is done consistently will produce far superior results than a great plan that is only worked for a couple of weeks.
Networking is no different. It's more important that you do it, not necessarily how you do it. Certainly doing it well will produce better results. However, being the greatest networker in the world won't do a darned thing for you if you don't get out there and build relationships.
This doesn't apply just to networking. Any marketing strategy is going to follow the same rules.
Be consistent and your chances for success will be much higher. If you're also consistent about continuing to learn and improve your odds will improve even more.
Happy networking!
Scott Ingram
NetworkInAustin.com | Learning from Mentors I've been very fortunate in my life to have learned from a lot of mentors. Folks who have taken their time to share their knowledge with me. I've been able to learn from their own successes as well as their mistakes. What they've taught me, whether they knew they were teaching me or not, has been invaluable.
Most of my mentors I met through networking. Just one more of the benefits of networking that goes beyond referrals and new business. Now I'm to the point that I learn something from just about every meeting I have with anyone. I even learn from those who are younger than me who've asked me for advice.
The majority of my own mentors took on that title accidently. I hadn't sought them out, they were just there when I needed them. I'm not sure that I did it on purpose in the past, but I put myself in a position to find good mentors. Being a Rotarian has helped me find some of my mentors, as has my willingness to spend time with people who are much smarter than me.
Now I do it on purpose. If I'm having a particular challenge or question I will simply call someone who's been down this path before. What they can teach me is far more valuable than what I can read in most books. Plus I can ask them questions and get advice about my particular issue.
Take the time to learn from the wisdom and experience of others. It's free and you'll both win!
Happy networking!
Scott Ingram
NetworkInAustin.com | Take 5 Minutes to say Thank You I think Hurrican Katrina has helped us all realize how really fortunate we all really are. If you think about it, the fact that you're able to read my blog is a real luxury.
If you're anything like me you're probably very grateful about a lot of things. Unfortunately we don't always show that gratitude.
This is a great opportunity to sincerely thank someone. Think for a second about someone who helped you out when you were in a tough spot. I have a feeling that someone has already flashed into your mind.
When you're through reading my blog take just 5 minutes to thank that person. You might pick up the phone and give them a call, or just write a quick note to express your gratitude.
It's a small gesture and won't take long at all. At the very least it'll make 2 people feel good.
Happy networking!
Scott Ingram
| Your Business Card: An Important Networking Tool I've seen too much advertising copy saying that business cards and the greatest marketing tool since sliced bread. They're a very important tool, but if you're relying on your business card to sell yourself then I'm worried about you.
Honestly, I'm just really frustrated with the number of people that don't bring, don't have, or who run out of business cards during a networking event. For me, a business card is just a tool that helps me remember who you are. My memory is pretty sketchy when it comes to names. If I don't get a business card from someone I just met I'm screwed!
There are lots of opinions out there about business cards. What information should be on the card? Should it be horizontal or vertical? How about more information on the back of the card?
A basic, simple business card it what makes me happy. Who are you? What do you do? Who do you do it for? How can I get in touch with you? That's all I really need. I also prefer that the back be blank. [I know I'm going to get all sorts of folks telling me that this is a missed opportunity to sell, educate or whatever.] If you have stuff on the back of your card then I don't have space to write where I met you, something unique I learned about you, and why it's important for me to follow-up with you.
It's also a great way to make an impression with someone when you hand them your business card. I often will give someone I've just met a little piece of information by writing it on the back of my card. That you if what I've given them is useful they can remember who it was that gave it to them.
Everyone should have a business card! Especially if you're looking for a job, or new to an area. Even if your not in sales, or think you don't have a reason to need business cards... You do! There's no excuse not to have them either. If you need some business cards printed very reasonable give me a call. I'll be happy to refer you to some very inexpensive printers, or print them yourself.
Ok, enough of my ranting. Just remember that a business card no matter how well designed and/or useful it might be is absolutely useless if you don't have any to give to that person you just met.
Happy networking!
Scott Ingram
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