Get out and meet clients

Jun 2 2009 by Sue Scott, Evening Gazette

Professional ‘socialite’ Helen McGlynn shares the power of networking with fellow Teesside bosses in print and online every month.

TOP TIP FOR JUNE: Go armed with a memorable introduction. Try: “I help company directors sleep at night”

ONCE you’ve decided on the networking events you’d like to attend (and I’d recommend trying as many different ones as you can until you find one where your business has good potential synergies), you need to make the event work for you.

Dress appropriately. Business dress not only shows people you are professional but also gives you confidence. I once met a plumber at a networking event and he was dressed in the work clothes he would wear to fix your boiler.

I assumed he was a ‘one man band’ and worked on his own. I later found out that he was the director of one of the largest plumbing companies in the area who still enjoyed the odd day on the tools. First impressions can make or break you at an event.

Take plenty of business cards. Make sure your business cards have the correct contact details on - cards with your old address crossed out and your new one hand written on don’t create the right impression.

Never try and break into a two person conversation. Instead pick larger groups of three or more where you can easily enter the conversation.

Be prepared with small talk so that you always have something to discuss. ‘Have you travelled far to get here?’, ‘What type of business are you in?’, ‘So, where are you based?’ are all good ways to strike up a conversation. Never start a conversation about yourself first.

Have a memorable introduction. When you are asked what you do avoid the temptation to say ‘I’m an accountant / solicitor / designer …’ Instead focus on the benefit you provide - ‘I help businesses pay less tax’, ‘I help company directors sleep at night, ‘I make businesses stand out from the crowd’. This type of introduction is a conversation starter and helps people to see ‘what’s in it for them’.

Don’t try and sell at the event. At best people will recall you as ‘the annoying salesperson’. At worst they’ll avoid you at the next event they attend.

Be nice to everyone. Smile and show a genuine interest in what others do and you will be remembered for the right reasons.

YOU can chat to Helen about your experiences of networking on Teesside at our nebusiness forum where you can also find - and add to - a comprehensive list of networking events that you can attend month-by-month. Go to nebusiness.co.uk/forum

Key networking dates for this month’s diary

June 3, 10, 17 & 24, 7am-8.30am - AWC Insurance Business Referral Organisation, O’Grady’s Hotel, Redcar. Free. Contact: 01642 492776.

June 5, 12, 19 & 26, 6.45am-8.30am - BNI meeting of the Endeavour Chapter, The Sporting Lodge. Contact: rob@alphatechonline.co.uk

June 11 & 25, 11.45am-1.30pm - Network North, The Windmill, Dalton Piercy, Hartlepool. £10 per person. Contact: nikki@networknorth.org.uk

June 12 & 26, 11.45am-1.30pm - Network North, The Oven, Duke Street, Darlington. £10 per person. Contact: nikki@networknorth.org.uk

June 16 & 30, 11.45am-1.30pm - Network North, Baltimore Hotel, Marton Road, Middlesrough. £10 per person. Contact: nikki@networknorth.org.uk

June 23, 1pm-5pm - Own It North East clinic for digital and creative industries, Institute of Digital Innovation, Phoenix Building, Teesside University.