| If you have attended a few networking events you | | | | way as you, how do you get in front of these |
| might have noticed that they are mainly populated by | | | | people? |
| independent coaches, consultants and small business | | | | Most people working in large organisations don't go to |
| owners. This is perfect if that's the market you are | | | | 'networking events' unless they are looking for a job. |
| hoping to promote your services to, but what if you | | | | Networking happens at industry conferences, |
| want to build your network of contacts in the | | | | seminars and training courses. People are introduced |
| corporate world? | | | | to one another at awards dinners, press launches and |
| Let's face it - most of the people you want to | | | | social events. |
| connect with are employees of a larger organisation. | | | | If you are looking to network your way into larger |
| This is the case whether you are looking for senior | | | | organisations adjust your strategy. Start to think like |
| executives, training managers or any other member | | | | them. Position yourself so that you are invited to the |
| of staff. | | | | same events that they attend. |
| Employees think differently from self-employed | | | | Work your existing contacts and ask for specific |
| people and business owners when it comes to | | | | introductions to a particular person in an organisation - |
| networking. They have a job to do and probably | | | | websites like LinkedIn are useful for finding out who |
| don't have enough time to do it, so networking is not | | | | knows who. Be clear about what you want them to |
| high on their priority list unless they are thinking about | | | | say when they make the introduction. Seek out the |
| making a career move. | | | | coaches and consultants you know who work with |
| These people have a corporate marketing | | | | larger organisations and get to know them. Find out |
| department working hard to build the profile of the | | | | more about what they do and see if you can help |
| organisation, so unless they are working in the Sales | | | | them first, before asking whether they might be |
| or Business Development functions, they won't be | | | | willing to consider you when they need an additional |
| networking for leads in the same way that you might | | | | coach. |
| be. | | | | Above all, understand that it can take time even |
| They spend most days fielding incoming calls and | | | | when you've been introduced to the right person. |
| sorting through sales letter and promotional emails | | | | You do need to network in a slightly different way |
| from people and organisations trying to promote their | | | | and have a longer-term strategy in mind, but if you |
| businesses, so they're not likely to think, "I could do | | | | start with the end in mind and are clear about what |
| with meeting some prospective suppliers - I'll go to | | | | you are setting out to achieve you'll have a much |
| this networking event." | | | | greater level of success. |
| So if they're not approaching networking in the same | | | | |