Networking is a very misunderstood skill. Kind of like assuming the biggest kid on the playground is the toughest, we tend to think the outgoing, charismatic professional at an event is the best networker. Wrong. Like the big kid’s chances to be tough, the socialite has great potential to be a strong networker, but there’s a lot more to it than showing up and glad-handing.
One of the best opportunities sales people in the security industry have today is the potential to build their brand as a subject matter expert through strategic and disciplined networking. Most people waste their time at industry events. Even though they feel busy, they don’t really have an answer to the question: “what business resulted from that event?”
My solution? Instead of investing 90 minutes at a networking event and getting nothing out of it but some extra calories and a couple cocktails, I recommend investing 100 minutes and becoming the best networker in town. If you take 10 minutes to prepare a few things, you’ll have a specific plan and will meet your objectives. If you participate in one or two events per month and you’re prepared for each event, you’ll be wired throughout your market place within a year, regardless of how introverted or extroverted you might be.
How? For what things should you prepare? I’ve created a preparation sheet that you can use before every networking event. It’s a one-page template. All you have to do is fill in the blanks … and I promise it won’t take you more than 10 minutes per event.
