Do you connect or collect? Do you hear but not listen?

When you meet someone networking do you really take the time to engage them in conversation?

There is the three minute rule in networking, which suggests you should be having a three minute meaningful conversation with people at networking events. This gives you time to really listen to what they tell you about themselves and what they do.

For example, do you ask questions that reveal more than just business stuff? Do you show interest in your fellow networkers or think they should listen to your sales pitch?

Listening is an integral part of building a trust based relationship that sets the foundations for serious business.

But what do I say to someone I only meet at an event and don’t think I have anything in common with?

That’s the easy part, after all they give 60 second advertisements every week don’t they?

There should be something you want clarifying or a question you would like answering. So often when I was a member of a large group you saw people drift off when certain people started talking. It is in your interest to listen because you never know when the opportunity will present itself for you to refer them some business.

The marketing specialist may not be your cup of tea, but you need to know what they specialise in. If one of your better clients says his Marketing person is no longer delivering and asks you if you know someone, what do you say?

Well there is this chap who does marketing but I don’t know if he does the stuff you need, Ill have a chat and get back to you. Will your customer be impressed? Better you know what the marketer does and you are able to ask your client questions that will show your client you now a thing or two? Which would get you a better standing in your clients eyes?

It's the 'collector' syndrome, the never mind the quality feel the width mentality that hurts so many networkers. So often I meet people who just collect a business card and move on.

Whats the use of a business card if you know nothing about the person behind it?

The same people have their ears open but they do not listen. Sometimes they just give their card and think that represents networking!

Develop the art of listening not hearing Make sure you take the time to connect and not just collecting pieces of cardboard.

Paul
and remember to put the work into Network