We all attend Networking Meetings as part of our business development. However, we may not always make the most effective use of that very precious 30-60 minutes we have when we sit down for a 1:2:1 meeting with a networking contact. As with all things business, we should always reflect on our approach to 1:2:1’s and aim to improve our own performance. Here are some simple tips which you can use / ignore / disagree with depending on your personal style. As long as you all start to think about improving then this short piece will have served its purpose.

1. Start the meeting with the primary objective: How can I help you?

   • Any secondary objectives you have will be more likely to be achieved if you are perceived as a “giver” rather than as a “taker”.

2. Have specific secondary objectives. No one wants to waste time with someone who is unprepared. Examples include:

   • To get to know each others businesses better so that we are more likely to spot opportunities to provide referrals;

   • How can we help each other?

   • To give and solicit introductions to people in your extended networks;

   • To request help with something specific;

   • To give your contact a billable project.

3. Keep any requests appropriate and focussed on information or help that your contact can reasonably deliver in a networking meeting.

4. Do your homework. If you are meeting someone for the first time as a result of an introduction, make sure you have reviewed web-site(s) and looked for common ground. If you are meeting a regular networking contact, make sure you refer back to your notes from your last meeting.

5. When appropriate, ask your contact for additional copies of their fliers or business card – and make sure you use these as promised. In return, they may request your information and pass it on to their contacts.

6. Avoid lunch meetings with people you have not met before – it takes too long, costs too much and there may be awkward pauses after you have completed your business.

7. During the meeting, watch for signals from your contact.

   • For example, is he or she:

     • Enjoying the meeting and wanting to prolong it? (Let it flow)

     • Puzzled or needing clarification on something you have said? (Stop and clarify)

     • Full of ideas or needing to be expressive? (Stop, listen, take notes)

     • Busy, distracted or needing to be brief? (Be concise; plan another meeting if appropriate)

   • Be sensitive to the style and approach your contact is using. If you struggle with this, then there are many opportunities to understand communications styles – any that have a cost are well worth the money if they improve your effectiveness.

8. Avoid selling – this is not a pitching contest!

9. If you are meeting a contact who you do not meet regularly, agree next steps – follow on meeting / email / telephone call – as appropriate.

10. Send a thank you note with specific references to your conversation together with any information you promised.

This was a guest post by Paul Fileman of SPS who are a national team of proven senior management professionals, passionate about working to help businesses achieve their next level of development and performance. Whether they are facing market changes, financial problems, people/skills issues, or are preparing a major project, they offer dedicated support from a multi-disciplined team of experts.

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