Here are Parkhill we hold many networking events, both for internal and external clients of the business centres. So, in view of this, we thought we’d write a blog about networking and how to make the most from it when you do it.

If referrals are your primary source of new business, then building and managing your network is vital. That means not only how connections arrive and how they’re dealt with but also how you cultivate recommendations of the exact type your business needs.

Sector specific networking events are great go to them, be bold, for many reasons but don’t neglect potential connections closer to home. Building a tight connector base that really works for you should be the foundation of your networking strategy. Here are some practical hints and tips that you can use next time you’re growing you’re reaching out.

● Make a plan of what you’re going to do, how many hours a week you’re going to dedicate to it, add in some measurables and stick to it. Treat networking just like you would any other essential business process.
● Identify your key connectors. Who are your cheerleaders? Who really rates your work? These are the foundation of your connector base and you need to make sure this garden is tended to Chelsea Flower Show standards because you want to make it thrive! Make sure you meet all of these people for lunch every six months minimum. Stay in touch, reach out, help them solve problems, share your news regularly and ask them for referrals.
● Be where they are and be there early. Research where your potential new business friends hang out: trade fairs, networking clubs, conferences and turn up first. It’s so much easier to connect with people when they’re sat alone at a table or hanging around at the coffee station desperate for someone to talk to. Assume the burden of their awkwardness and don’t forget to introduce them to anyone else you know that might turn up.
● Ask people you know to introduce you if you see them chatting to one of your targets. Or indeed to anyone who can make that connection for you further up the chain.
● Have your business cards, ipad demo or product samples with you – wherever you are. Having your materials with you at the trade show is a given but you never know who you might be sitting across from on the train or the hotel pool. Carry a few cards with you at all times at the very least and don’t be afraid to ask people for theirs.
● Think about what you can give. Networking always starts with generosity. What can you provide to them to help them solve a problem, meet someone they’d like to meet, make their day better? If you’re interested in other people they will be interested in you.
● Follow up every connection you make with a LinkedIn request and or an email. Depending on how important a connection they are and how well you got on, if you were talking about a particular book or product then send them one with a hand written note.
● Treat referrals like the precious gems that they are. Don’t bombard them with emails or turn up at their office. Send a LinkedIn request, be a scintillating source of news and insight and then contact them only when you have something genuinely interesting to offer.
So now you’re ready to build a dynamic connector base with meaningful benefits for all concerned. Be generous and consistent and hopefully you’ll be reaping the benefits for years to come.