Recently I was reading a new post on Hazel M. Walker’s blog, Three Things Men Do Better Than Women When Networking, and it sparked some thoughts.
When it comes to connecting during a business networking event there are two types of connectors, the relater and the director.
The relater is not looking to define a business deal right there, as a matter of fact, the relater may not even talk business. To the relater business networking is all about making things happen at a later date, it is all about developing the long-term relationship.
The director is all about getting to the bottom line and a business networking event is to identify what opportunities are on the table. The referral relationship is created when the connection seems viable from the very start. The director knows that a long term relationship is important, however that relationship develops over several deals, not several chance meetings.
Three things to know about meeting a relater at a business networking event:
1. They will quite possibly talk your ear off,
2. They may avoid the topic of their own business unless pressed.
3. They will make a special effort to find you at subsequent events.
Three things to know about meeting a director at a business networking event:
1. They will directly ask how your business will benefit their business.
2. They seem like they are in a hurry, even if the event just began.
3. They will contact you outside the business networking to pursue a business relationship.
The relater and the directer have the same goal, to form a referral relationship. The difference is in how they approach building the relationship.
How do you approach business networking events? How do you approach connections you make at a business networking event?
Successful referral marketing begins with being able to adapt to a relater or a director.