What was earlier termed a word of mouth reference is now called networking. The more you talk and the more you mingle, the more your business spreads. Go ahead... Take this simple quiz and find out how good you are at networking. The answers will give you tips on how to improve your skills wherever necessary.

Q1: You're attending a networking function and you haven't yet seen anyone that you know. What would you do next?

a. Wander around and look for someone that you know. If you don't know anyone then go straight to the drinks counter and hang around there. Wait for someone to introduce themselves to you, otherwise stand around for a while and if no one introduces themselves leave early after having a few drinks.

b. Make sure you that you never attend functions by yourself. You always drag along someone with you to give you company. If no one is willing to come with you then you don't go.

c. Turn up early and help the organisers set up. Find out from the organiser who is expected to attend and ask for some specific introductions. Help welcome other attendees.

Answer c

Hint: Networking is about making new connections. There will be times when you will go to a place where you don't know people. New people create new opportunities. By turning up early and help welcome visitors and acting like a host you will get an opportunity to meet people first. Also by helping the organiser you are more likely to get help with introductions.

Q2: You've just made contact with someone new at a function. You want to make a good first impression. How do you introduce yourself?

a. You introduce yourself by your reputed profession e.g. I'm a chartere accountant.

b. You introduce yourself by mentioning your title and which industry you are in e.g. I'm the CEO of an I.T. company

c. You introduce yourself in a crisp and memorable way that describes how you help people in a way that opens up a conversation.

Answer c

Hint: By just giving your title or profession doesn't always open up conversations and are generally not memorable. You want to make a positive and memorable introduction that makes the other person say "How do you do that?" Tell me more! e.g. -  Instead of saying I'm the Managing Director of a production company say "I take people and businesses and put them in the spotlight where they belong!", Instead of saying I'm a Graphic Designer say "I make you look good on paper"

Q3: You've attended a great networking function where you have collected lots of cards of potential suppliers and prospective clients. What do you do with them?

a. Give them to your secretary to sort out alphabetically and put them in a card file or rolodex for future use.

b. Categorise each card into a hot contact, person of interest or not of immediate interest. Scan your cards using a card scanner and save according to profession, industry and date. Then follow up with a thank you e-mail and phone call to fix up a meeting with hot contacts and people of interest.

c. Write small notes on top of each of card indicating the date and some things of interest about the person e.g. like a client they service. File for future use.

Answer b

Hint: Having a systematic way in which to store your cards is important, but the most important rule of networking is Follow up, Follow up, Follow up! It doesn't matter how many business cards, e-mails and telephone numbers you collect. These contacts need to be cultivated and relationships developed for you to benefit.

Q4: While networking you come across a potential hot prospect for your business. How would you engage them in a meaningful conversation?

a. Ask the other person questions so that you better understand how you can help them and also volunteer information about your self & your company that you feel is relevant to helping their company. Don't try to close a sale there instead try to get an appointment to meet to discuss things further.

b. Proceed to tell them about you and your company. Establish your credibility by mentioning the number of years you have been in business, the infrastructure your company has, your key products and services and well known clients it deals with. Try to close the deal. Strike while the iron is hot!

c. Ask the other person questions to get them to talk about themselves and their company. This way you find out a lot about them and their company so that you are able to utilise this vital information in any sales pitch you make.

Answer a

Hint: A good networker has two ears and one mouth and uses them proportionately. A conversation should be a balanced dialogue. It's good to ask questions to get people to talk about themselves, but remember: people who ask too many questions are perceived as prying. The purpose of networking is to help open doors and not to close sales.

Q5: You had a great exchange with some new contacts you've just met and now you're wondering how to make a graceful exit so that you can meet other people. What do you do?

a. Wait for a lull in the conversation and excuse yourself to go top up your drink.

b. Mention that you enjoyed your chat and ask for permission to call in a day's time when you can fix up a meeting to discuss things in more detail.

c. Just mention that you'd like to meet other people and go off.

Answer b.

Hint: A good networker always looks for ways in which to build and maintain rapport. Always leave on a positive note as people generally remember the first and last thing you say. Also you want to mention to people when you will be getting in touch with them next to follow up.

Niiraj R Shah, National Director, BNI India is a professional networking coach and international speaker. 

Issue BG77 Aug07

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