1. 10 Tips on How to Get More Results from Speed Networking
1. How much time do you have? Find out how much time you have and if, after the session,
there is time and a place, for you to follow up with the people you’ve just met.
2.What do you want from being involved? People are only too willing to help you get what you
want, if you know what it is you want. Do you want to find out if they are in the market for your
product or do you want introductions to potential customers or strategic alliances. Tell people
how they can help you get what you want. They’re not mind readers. Start with the phrase “I
wonder if you can help me. I am looking specifically for ....”
3. So how will you be remembered? I would suggest that, apart from anything else ... you want
to be remembered. What happens after the event, is where the action really takes place. Will
they remember something you wear, something you gave them (a gift -­‐ invitation to an event or
seminar) or what you said: “Remember, when you look at all the cards you collect today, I am the
guy that can help you turn them into business”.
4.What about Afters What about after being introduced, you want to develop this relationship
further. What are your plans for follow up? As your meeting ends, ask if it would be worthwhile to
arrange a follow meeting. If you have no intention of following up, don’ t promise anything.
5. It’s called Speed Networking not Speed Selling. How much value is there, if everyone is
frantically selling and no one is listening (because they are too busy thinking of who they want to
sell to). You don’t need to play this game -­‐ everyone hates being sold to.
6.Slow down. Speed networking promotes frantic activity which encourages people to speak at
twice the speed they would normally. You risk appearing desperate or pushy if you are trying to
deliver a sales pitch at twice the speed you would normally. Slow down and give the other person
a professional impression of who you really are.
7.How do I make the most use of my time? It is important you know what message you are
going to deliver in the time allocated. I am not suggesting that you read out a prepared script, but
you can hone your presentation by writing down what you want to say. Conduct a word check
and allow 120 words per minute for a measured delivery. By preparing what you are going to say
in this way, you can focus on what you want, rather than what you actually do.
© Paul Clegg Relationship Marketing 2010

2. 8.What goes around, comes around. When it comes to their turn to speak, take control. Say,
“before you begin, is it ok if I take notes?” This one action will generate exactly the right impression
and establish the right mind set.
As you give, so shall you receive, but not necessarily at that moment so your mind set should
always be ‘how can I help this person‘ If you feel they are starting to sell you, break their sales
pitch and simply say, “Can I ask you a question, specifically what sort of introductions would you find
valuable” followed by “If I knew people like that, how would you be able to help them (add value)”.
9.It’s your job to get them to listen? Assume for a moment, that as the event goes on
everyone stops listening. How do you interrupt their state? An unexpected question can do that.
What questions could you ask to get them curious or thinking about how you add value? For
instance I might say, “Do you come across people who want to grow their business, but find
themselves wasting time talking to the wrong people?
At this point you have to have the courage to pause, look directly at them and wait for their
answer. They might not be able to think of anyone at that time but they are likely to ask the
question ... “why do you ask?” or “how can you help them?” or even “why, what do you do?”
“I help companies get in front of more people who are already interested in doing business. I have a
system that generates more profitable business, from qualified introductions, with less frustration.”
10.Sell through, not to the person you are in front of. People who are participating in speed
networking are not there to buy -­‐ so let them know how you add value and highlight the type of
person most likely to get benefit from your services or the strategic partnership that you seek.
Then ask if they know such a person.
They say that speed networking is a numbers game. Don’t believe it. People will always
remember how you made them feel, after you have left them. So remember, be polite, attentive
and interested and don’t take everything so seriously. Speed networking can produce stress
which makes people frown. Lighten up, make sure you have plenty of water and smile (with your
eyes) and have fun. People are attracted to fun people.
Paul Clegg is a specialist helping people Turn Business Cards into Business. His background
in marketing, a combination of 10 years experience in relationship networking in the South
West and online, provides him with a level of expertise that is difficult to find.
He lives in Somerset, England writes a regular newsletter called How to Turn Business Cards
into Business at Any Networking Event.
He has also written: If Follow Up is Critical to Your Business, Why Don’t You Do It?
Follow the link to receive your copy or contact him direct at paul.clegg@mac.com
© Paul Clegg Relationship Marketing 2010