Speed networking Brighton is no different from elsewhere apart from the unique blend of local businesses and the fantastic environment- so the same but different!

In this practical guide you can find out our views on how to get the best from such an event.  Speed networking is a niche but popular event to add to the variety of other opportunities to interact with others and get and give more business.

Find out what speed networking should look like, how to prepare for it, how to get the most from it, how to follow up, and how to build relationships across different media and opportunities.

Thank you for reading on.

A speed networking event should be:

• Different from the usual networking event, in that there will probably be more people there
• It will be more dynamic therefore
• And it will probably be more fun
• A significant proportion of others there will probably be completely unknown to you, or at least you won’t know about one another in any detail

At the very least it should help to get the word out about who you are and what you do

Hiden value

Even if you don’t do business directly with others, they could turn into valuable sources of referral business. Equally, this business might come from another geographical area in which you are located and all in a comparatively short space of time..  Efficient on all fronts and a break from the norm, as well as being good fun, it is no wonder that speed networking has found advocates and fans amongst small and medium size businesses in particular.

Rationale

When we consider that local businesses do around 80% of their business locally and many more people are likely to take a recommendation from someone they know, rather than trust an advertisement, the rationale in doing speed networking becomes clear.

If you predominate on speed networking as the main form of marketing you do, you will be selling yourself and your business short.  Delivery is all important in business, and all businesses need a blend of the short term activities, to bring in more prospects then the interim stage of turning them into customers progressing to build relationships based on service and value.  You need to be seen in more than one place, doing more than one kind of marketing and demonstrating that you have a variety of approaches and strategies to be taken seriously.

So, speed networking is the start of one aspect of customer development.  You should not only think about what your “prospect” can do for you, but what you can do for them.  Does this person have a good products or service?  Do you know somebody who might need this service or product?  Could you put them in touch with one another?

Now whilst you cannot vouch for them- after all you only just met them, you can set up contact between the two parties, and it is then up to them.  Not all people are selfless, or altruistic, and some appear never to think of others at all.

However, if you are not dealing with one of these such people and you make a referral to them, what are the chances that they might reciprocate at some point in the future, and you could always ask them!

What should be coming clearer is that the spirit with which you approach speed networking will determine your outcomes and success.  To put it another way:

“Speed networking is a great short burst activity to provide a basis for developing long term relationships”

Specifics for the event and being prepared need to be addressed if you are to get the most from this opportunity:

•  Don’t drink alcohol other than in the smallest amounts even if it is included to some extent, it is never a good idea, if you can’t get by without “Dutch Courage” then send a colleague, by all means unwind at the end with new found acquaintances, or old friends, but not during the event!
•  Be open and welcoming to others in the pre-meet but don’t overdo it, most initial assessments are done on non-verbal cues so even if you have had a bad day, feel like hell, and part of you does not want to be there just gather yourself, wash your face, do deep breathing and give the event your full attention
• Turn phones to silent at the very least and don’t be seen to be exiting the hall to talk on your phone when the guests are being welcomed!
• Work out who you MOST like to meet before you get going- what would the ideal business look like?  How might you work together?  Then put it out of your mind and let it happen, don’t grill people according to your key criteria, you will come across as selfish and stuffy
• Who do you do business with at this point and who might you be of value to, and what might you have to offer similar businesses you meet at the event?
• Ensure that you have your business card(s) and all your relevant contact details
• If you have a smart phone, set up your business card to send it to the person in question and either save their contact there and then, and capture their email too, if you can
• Ensure that you capture Facebook, Twitter and Linked In details too
• Ask questions of your paired partner when you meet up too, don’t just expect to be listened to
• Take notes, be attentive, give the accurate impression that you are engaged and find what they have to say interesting, there IS a reason for this, see below!
• If you have time- ask who else they know at the event, and see if you have any contacts in common, and make a note of them

At the end of the formal session look back quickly over your notes.  Is there anybody you met you want to talk to again, or maybe you already knew who anyway?  Take time to seek them out, even if it simply to tap them on the arm and say “let’s speak soon” at an opportune moment.

If you have met two people who should get to know one another commercially then do your best to bring them together or at least tell them that you have a great intro for them, if they have not picked up on another during the meeting.

Netiquette

Social Media plays an enormous part in such events.  You can tweet at a good time during the event, even setting up the first one on your phone before you get there “speed networking about to start at Sussex Business Bureau thanks to Paul Yates-Smith” would be a good one!  Hit “tweet” and then get on with things.  Similarly, tweet your thoughts at the end.

• “Like” the organisers, the venue and the event, on Facebook and say thanks
• Tweet about it when you get home, and put friend requests in to those you have just met
• Re-tweet and repost comments from the organisers and venue for example

Follow up is vital.

You don’t want to be a stalker and you should not be calling people late in evening, or very early in the morning, but you will have your names and people you want to get in touch with.  Have a template email for sending out to people you might want to keep in touch with, but do not expect to do  business with, and be sure to ask them what they are looking for in customers, so that you might refer them appropriately.  Don’t send this email to everyone, be selective, but just because they are not an immediate prospect don’t discount them.  Be polite and ensure that you give full contact details.

Find them on Twitter and FB if you can, and ask to be friend or follow them, send a message to them saying it was good to meet them, let’s link up and stay in touch, etc.

Do similarly with Linked In, but be sparing here.  Linked In is the new cold call some say, and you don’t want to bombard people, or join groups in flush of enthusiasm only to resign soon after.

Ensure that your email address book is updated, save the contacts with all their details

Use your smart phone app to scan the business cards, you can then edit them and save them to contacts and when you sync the phone with your net/laptop/i-pad you are away.  You can save the name to different email groups, by all means.

If you have services that you can give away, such as a guide a document, or list of resources or have a discount to offer and know that somebody might be interested then by all means include that or provide a link in the email

Follow up your follow up.

Relationship marketing is paramount and there are so many places to “touch” people commercially, with email and social media that there really is no excuse for failing to follow up good contacts.

Get radical.

Send a letter.  Snail Mail.  That should stand out for sure.

The unusual when used properly is highly effective and there are fewer and fewer communications sent by ordinary mail.

Think laterally and think how you can add value, and not simply expect things without contributing, in all realms, virtual and face to face.

Some if not all of the above will be relevant to you, work out what is most attractive to you and plan accordingly.  We hope that this guide and article is of use, please comment or contact us with your thoughts.

Thank you, the Sussex Business Bureau.

We have a wide range of knowledge and expertise as well as services to support businesses, whether it involves getting your business listed, getting it noticed, marketing it off and online, and providing events and venues for you to network with others, you are in the right place here.