Preparing for a networking event can help coaches make the most of their time as they market themselves and their coaching practice. They will make better connections with potential clients and build relationships with referral partners. Here are some things to do to prepare for your next networking event:
Set a Goal
Determine the outcome you want to achieve at this particular event and set a goal for yourself. How many real conversations can you have during the time you attend? Are there specific people you want to seek out in order to nurture those relationships? Maybe there are professionals in certain industries you want to see and get to know? Think through who you want to meet and greet in advance of attending.
Set goals for your networking events based on who you want to meet.
Research
Do some digging about the event. Find information about who typically attends and the purpose of the gathering. Will there be guest speakers that will attract your ideal client? Who sponsors the event and could they be future referral partners? Collecting information about the event itself will help you prepare for conversations. You will be able to tailor your approach as you learn more.
Your Pitch
The most important question you will answer at a networking event is “What do you do?” and the words need to slide off your tongue without hesitation! Commonly known as the “elevator pitch,” be ready with a short introduction that tells who you are, who you coach and how you help people. It might sound like this:
“My name is Mary Smith, and I am a career coach. I work with women in the automobile industry who are in a toxic environment and are looking to get out and into a new career opportunity.”
The next words out of your mouth should be, “And what do you do?” Immediately turn the conversation back on the person in front of you.
Why? Because the person asking the questions is in control. And networking is really about helping other people. Finding ways to help others find discover new business, too, is what networking is all about.
Things to Bring
Business cards are a common accessory when attending a networking event. Keep in mind that those cards often end up in a drawer somewhere and may not get the attention you intend. Other marketing materials like a brochure or flyer might serve you well if it provides information about your coaching services.
When handing out materials, consider signing your name in front of the new connection, or circling a significant point on your brochure. The very act of marking on the card or flyer will be remembered long after your brief time together. It creates a slight disruption — and when they see the card again, they will recall you signing it in front of them. This simple tactic can keep you in their memory long after the lights go out.
Studies suggest you have 48 hours to follow-up after a networking event.
Follow-Up Plan
After the networking event is when the real work begins! Data suggests that you have 48 hours to follow up with someone after meeting them in order to develop your new relationship. Connect with them formally through social media or send a quick email. Reach out to make a follow-up appointment immediately.
The truth is, they may not remember you from the crowd if you wait longer.
Networking must be a regular part of your marketing efforts in order to develop a broad pool of potential clients and referral partners. With good planning, you can be prepared to take advantage of the opportunities at your next networking event!
Check out The Coach Business Guide: The Path to Launch and Grow your Coaching Practice, Chapter 25 – Networking for more information and help.
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