In this episode of “The Engaging Marketeer,” Darren discusses the challenges of business networking for individuals who dislike the process.
Drawing from personal experiences and failures, he provides insights and strategies to improve networking skills and achieve better results.
The episode emphasises the importance of building relationships and connecting others, rather than merely trying to sell services to potential clients.
Introduction to Networking Challenges
Darren begins by admitting his dislike for conventional business networking. He recounts his initial experiences in 2009, describing the typical approach of attending events, handing out business cards, and expecting immediate clients. This approach, he explains, often leads to disappointment and a sense of wasted time.
“The vast majority of people who try this are rubbish at it because none of us are trained to do it until we go out and learn it.”
The Reality of Networking
Darren shares his first networking experience at a local pub, where he quickly realised that simply handing out business cards was ineffective. He notes that many people at these events are uninterested in others’ pitches and are focused on promoting their own services.
“Nobody gave a sh*t, quite frankly… They’re just not interested.”
He also describes the discomfort of walking into a room full of people and feeling like an outsider, a common sentiment among those new to networking.
Shifting the Approach
The key to successful networking, according to Darren, is to shift the focus from selling to building relationships. He advises listeners to stop trying to sell directly to the room and instead concentrate on connecting others to the people they need to meet.
“Don’t go to a networking meeting thinking I need to sell my service to these people… I need to build a relationship with these people, and I’m going to do that by connecting them to the people they most want to speak to.”
Practical Tips for Effective Networking
Listening and Connecting
Darren suggests asking insightful questions to understand what others need and then helping them make valuable connections. This approach, he explains, makes you more memorable and valuable to others in the network.
“What would they have to do for you to rate them as a 10? That’s the key… Nobody ever gives a 10, and then use that information to find out what it is they don’t like about their current supplier.”
The Importance of a Follow-Up
Following up after networking events is crucial. Darren emphasises the need to follow through on promises to connect people, as this builds trust and strengthens relationships.
“If you leave a networking meeting and you don’t do anything about it… You’ve wasted your time. You need to connect with everybody there.”
Arriving Early
One of his personal strategies to avoid the discomfort of walking into a crowded room is to arrive early. Being the first person there allows you to establish your presence and makes it easier to engage with others as they arrive.
“Get there first. If you’re the first person in the room… You never have that horrible moment where there’s dozens of people turning and looking at you as you walk in.”
Conclusion
Darren concludes by encouraging listeners to adopt these strategies to improve their networking experiences. By focusing on building relationships and helping others, networking can become more effective and less daunting.
“I hate networking, but I am very good at it… I had to evolve, make a lot of mistakes, but I am now very good at it.”
In summary, the episode provides valuable insights and practical tips for those who find networking challenging, helping them to approach it more strategically and successfully.
About your host:
Darren has worked within digital marketing since the last century, and was the first in-house web designer for video games retailer GAME in the UK, known as Electronics Boutique in the States. After co-founding his own agency, Engage Web, in 2009, Darren has worked with clients around the world, including Australia, Canada and the USA.
iTunes: https://podcasts.apple.com/gb/podcast/engaging-marketeer/id1612454837
LinkedIn: https://www.linkedin.com/in/darrenjamieson/
Engaging Marketeer: https://engagingmarketeer.com
Engage Web: https://www.engageweb.co.uk
