Enterprise Nation

Emily Coltman (known fondly to EN members as 'M') writes in to say … having enjoyed a fantastic day at Home Enterprise Day in London on Friday 20th November, I thought I’d share with you some tips for making sure you get the best out of networking events and conferences.

• Make sure you get there in plenty of time, to make the best use of the networking time before the first speaker begins. And that gives you a chance to go to the loo and also to grab a cup of tea. Which are also both good networking places. “Could you pass the milk, please?” is as good a conversation-opener as any.
• Leave ample time for travelling, especially if you’re going by public transport - remember that trains have a nasty habit of being late just when you don’t want them to be.
• Have a one-sentence explanation of what your business does, ready in your mind so that you can tell people what you do quickly. And make it interesting and enthusiastic. “I'm an accountant” - boring, zzzz. “I help people pay as little tax as they legally and ethically can” - got you interested.
• Ask questions during the speakers Q&A time, especially if you get to say who you are and what your business does before you pose your question. That way you make contact with the speaker (who might be a very useful contact for the future), and the rest of the audience knows what you do. You never know, your next big customer might be sitting at the back of the auditorium.
• Talk to your fellow delegates. That’s what you’re there for. Shrinking violets don’t last long in business. Remember the old adage:

“He who whispers down a well
About the goods he has to sell
Never makes as many dollars
As he who climbs a tree and hollers.”

You’ve climbed the tree by going to the networking event. Now start hollering. No, don’t literally whip out the megaphone, or bellow like a sergeant major. Just make sure you talk to as many people as you can.

• Have a pocketful of business cards ready to give out. And make sure they're up to date with your latest phone number on. You don't want possible customers or contacts to call the wrong number, be unable to contact you and give up in frustration.
• Wear comfortable footwear. Remember that during the breaks you'll be on your feet networking. Leave the high heels at home and go for flat pumps or low-heeled boots instead. You don’t want to be put off networking because it’d make your feet ache.
• If you know you want to talk to someone in particular and they’re busy, find a way to let them know you want to talk to them. Put a card on their seat with a note, catch their eye and whisper “I'd like to talk to you later”, or something like that, but make sure they know you’re looking for them.
• Don’t walk away from someone you’re talking to, just because they’re not going to buy from you. Take time to have a little bit of a chat with them. When they’re trying to think of a Christmas present for Great-Aunt Sally, might they not remember that nice friendly lady who sells hand-embroidered slippers?

Say a quick hello and have a chat with contacts you know, but don’t  spend the whole coffee break talking to the same person. Go and talk to some new people. Your next big customer might be just pouring him- or herself a cup of tea now! 

• Emily Coltman is Support Accountant for FreeAgent Central Ltd