Do you think that business functions are a waste of time?

Many business people consider trade fairs and other business events as a sheer waste of time, but in most cases either the objectives set were inappropriate or the methodology wasn't quite right or even both.

Networking is a great way to generate new business, but as any business technique you must go about it in a systematic and professional manner and never expect too much from these business events. They are usually just door-openers, the beginning of professional relationships on which to work on in the future to generate good business.

I hope you agree that business functions are an excellent way to meet new people and that this is the first step towards generating new business. If this is so, here are 10 things you should have in mind:

1. Be prepared. - Carry all your networking tools at all times: informative badge, business cards, brochures, business card file with people you can refer to...
2. Set goals. - Obviously your goal is just to meet new contacts, so set a number of contacts you intend to make.
3. Be proactive and friendly. - Offer to help and act as a host not as a guest.
4. Listen and ask questions. - Remember you have two ears and one mouth, use them proportionally. Only talk about yourself once you have found out what the other does.
5. Don't try to close deals. - Remember we are developing relationships for future business, don't spoil it!
6. Give referrals. - Whenever possible try to refer them to others that may interest them or provide them with interesting information.
7. Don't try to close deals. - Remember we are developing relationships for future business, don't spoil it!
8. Be efficient. - Don't spend more than 10 minutes with each person. If needed set a future appointment.
9. Take down notes. - Write notes on the back of the business cards to help you remember each person.
10. Follow up. - All the rest is useless if you don't follow up with a call or an email and it's important not to break any promises you have made, this has very negative effects.

And to finish, one last tip: Look for signs that show that people are open to receive others. Never interrupt a group that is in closed circle, look for those that are positioned in a U-shape, this indicates the conversation isn't very intensive nor private and that they are more willing to accept new people in the group.

Do you have any positive experiences about business events?

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