It takes courage to turn up to a networking event.
I mean, it often means getting up super early to arrive at 6.50am for a breakfast meeting…
It also means showing up to a room full of strangers, and getting up in front of them all to introduce yourself…
Plus, it means hanging out in the room before the official networking meeting starts, where you’re expected to have small-talk with all these people you don’t know!
So, just plucking up the courage to turn up in the first place is the first hurdle.
But the second hurdle is getting leads from these networking events.
So, if you’re going to get up early, show up to a room full of strangers, and be totally out of your comfort zone, you might as well get some leads from it.
Here’s the 6 Steps you need to take to get landlord leads from these networking events:
Step 1 – Research
Before you even book in for a networking event, take some time to research which networking events are going to have like-minded business owners at them. You don’t want to show up at a networking event and discover that the room is full of people you will never want to refer your clients to.
Once you’ve found a networking event that seems to attract the types of people you want to connect with, get yourself booked in!
But that’s not the only research you want to do…
Research the people who will be attending the event with you. If you’ve registered for the event online, there’s a good chance that you’ll be able to see a list of other people who are also attending.
So Google them!
Knowing more about the other attendees is going to help you form deeper connections with people once you’re at the networking event.
Step 2 – Stand Near The Bar
This might seem obvious, but not for the reason you might suspect.
Once you’re at the event, and especially if you don’t know anyone at the networking event, it’s important to find the best place to stand, so you meet people.
If you stand a couple of paces from the bar, or the coffee station or the food table, you’ll catch people who have collected a drink or food and will be stepping out looking to find someone to talk to.
You can be that person!
The only way you’re going to get leads from networking events is if you meet plenty of people and have connections with them. So, standing near the bar (or food table) is an ideal way to maximise the number of people you meet.
Step 3 – Look for “Loners”
You know what?
More than half of the people I talk to tell me that they get nervous at these networking events. They get overwhelmed and find it hard to talk to strangers at networking events.
So, when you’re at a networking event, find people who are standing alone and approach them to talk to them.
Here’s the exact script I use when I approach people who are standing alone:
“Hi there, my name is Ellen. I saw you standing alone, so I thought I’d come over and say hi”
Seriously, this script works like a charm and it make the person so grateful that you bothered to come over and say hello to them, and they don’t feel so nervous and alone.
Plus, you’ll be remembered by this person well after the networking event is over.
Step 4 – Talk About THEM!
You’re always going to be memorable if you let someone talk about themselves.
And really, the key to getting more leads from people you meet at a networking event is to ensure they remember you!
So, let them talk about themselves.
But be genuine here – people can tell if you’re “fake-interested”
Ask about them, their interests, their business and what they do for fun. Look for common interests, so that you can genuinely engage in these conversations.
Step 5 – Follow Up
This is the step that is most often forgotten.
Regardless of who you meet, or what industry they’re in, follow them up!
You almost certainly won’t get landlord leads on the day of the networking event. You’re more likely to get leads later on – provided you stay in touch with the contacts you made at the networking event.
So, send a video message (I love Bonjoro for doing these), or a text or an email or something.
But not just once.
You gotta stay in touch with these people so that they can refer leads to you!
Step 6 – Be Yourself
So, you’re following all these other 5 steps, but at the end of the day, you’ve gotta be you! Be genuine, be authentic, be real and be relate-able. People pick up on this, and they’ll know if you’re being fake.
So, at the risk of overusing the “buzz word” – Authentic – please be authentic!
And if you want other ideas on how to grow your rent roll using 3 other strategies, download my guide on 3 Ways To Grow Your Rent Roll right here.
If you haven’t seen my last blog titled 3 Best Tech Tools for Business Owners be sure to check that out next!