Our topic here at the Seller-Doer Academy for April 2016 is networking. To be a seller-doer, you must be able to network effectively and build strong relationships.
In this post I want to cover one important piece of the networking equation: how to select the right networking events to attend.
As a seller-doer, you are busy. Every second of every day counts, which means you must be very careful in deciding what actions you take and what results these actions can produce.
Attending networking events can be a very productive way to build your network because you have access to multiple people at one time. That being said, this doesn’t mean you need to go to an event with a goal of collecting as many business cards as possible.
Here are 3 questions you can ask yourself as a seller-doer when deciding whether or not to attend an event:
Will this event give me an opportunity to meet people in my target audience?
Of course to answer this question, you will need to know who your target audience is. From a seller-doer perspective, your target audience should be prospective clients or people that can introduce you to prospective clients. For example, as a civil engineer, I focused in the area of land development. Therefore, my target audience was real estate developers or anyone that worked with them like lawyers, accountants, and realtors.
How much time will this event take out of my day? The time and location of events should be factored into your decision process. For example, an event that is from 12 pm to 2 pm, thirty minutes away from your office is going to take up at least 3 hours in the middle of your day. However, a 7:30 to 8:30 am breakfast event, may just cause you to start the day an hour later. There is no right answer to this question as it depends on your specific workflow and schedule preferences, but it is an important question to consider.
How many people will be attending this event? I won’t say that more people is better when it come to a networking event, but I will say that the more people available, the higher the chance that you will find the right people to network with. You can usually find out attendance numbers by asking the meeting organizer or checking the event website, which in some cases will list attendees.
You may have other criteria or questions that you want to add to this list, but these three questions should give you a pretty good feel for whether or not an event is the right fit for you.
During our Seller-Doer Academy webinar this month, we will discuss strategies for maximizing networking events including:
- More details on how to select the right events to attend. If you can’t do this, nothing else matters.
- When to arrive at the events.
- What to bring to every networking event.
- How to work the room effectively including conversational strategies.
- Why listening may be the most important thing you can do at an event.
- Why following up in a timely matter is important (and how to do so).
If your company is not a member of The Seller-Doer Academy for Civil Engineers, please contact us for membership information through this form or by calling 800-WIN-1734.
To your success,
Anthony Fasano, PE
Author of Engineer Your Own Success
Co-Host of The Civil Engineering Podcast