Watching Patrick Powers chatting and laughing at a Mingle & Mastermind business networking event, it’s hard to picture him feeling anything but confident.
He moves easily between groups, talks to everybody in the room and seems comfortable whether he’s the centre of attention or listening intently to somebody’s latest business idea.
But networking didn’t always come so easily to Patrick.
“I used to really struggle with self-confidence,” Patrick tells me when I speak to him a couple of days later. “At networking events I’d think everybody was more assured and successful than me.
“But there came a point when I realised that accomplishing my goals had to be more important than staying away from fear. I realised I had to do it despite being scared.”
And Patrick certainly has done ‘it’. He now runs two monthly networking events for entrepreneurs in London and recently published a book called Contacts into Cash, which is already proving to be a hit.
But, while it’s safe to say that Patrick got over his nerves to become something of an expert networker, what about the rest of us?
Successful networking isn’t about being the smartest, most outgoing person in the room; it’s about being genuinely interested in what others are saying and listening to them – that’s what creates relationships
Patrick Powers, business networking expert
The problem with networking
Networking is a curious activity that even the most confident of us can need a strong drink to get through. On paper it should be a fun night out: surrounded by likeminded people, in a bar, with the potential to grow our business.
But the reality can leave us feeling like we’d rather be anywhere else. After all, we reason, people might think we’re stupid, we might not make a sale or, worst of all, we might find ourselves standing by ourselves with nobody to talk to.
Here are three common networking hurdles, and how Patrick suggests jumping over them.
Not actually going
Networking is easy to put off: it’s too cold, too rainy, you’ve too much work… the list goes on. But the best way to become better at networking is simply to do it more often. One of Patrick’s mantras is: “Don’t wish for it to be easy – wish for it to be worthwhile.”
Fear of looking stupid
If you are a new business or new to networking, a fear of looking silly can be a real issue. It’s easy to feel a sense of being a child in an adult’s world.
But don’t forget that many others will feel the same. “Successful networking isn’t about being the smartest, most outgoing person in the room,” says Patrick. “It’s about being genuinely interested in what others are saying and listening to them – that’s what creates relationships.”
Not connecting
While some people struggle with confidence, others struggle to make connections or get any real leads.
Again, for Patrick it’s about the relationships. “Lots of people go about networking in the wrong way,” he says. “They concentrate so hard on pushing their own agenda that they lose people.
Your focus should be about forging relationships and building trust. Look at the long-term potential rather than immediate gain. It’s about listening and aiming to help others as well as yourself.”
So, next time you’re searching for a good reason not to go networking, try thinking about all those people you could be helping – they might just turn out to be the best contacts of all.
Networking secrets from the expert:
- Find a role: Talking to people is much easier if you have a specific role. See if you can be the ‘Meeter and greeter’ at your next meeting
- Identify the ‘influencer’: Look for the person at the centre of a large group – he or she will probably be the most useful person to talk to
- Help people: Going in with a mindset of ‘How can I help?’ makes it much easier to talk to people; just don’t forget that you also have your own reasons for being there
- Follow up within 48 hours: Any longer and people forget, or think you don’t care
Patrick Powers is one of Europe's biggest experts on networking, persuasion and small-business marketing. For a free excerpt from his new book go to www.brilliantbusinessinsights.com
