Networking is not just about attending events. It’s also about attending meetings, making strategic connections, and growing your networks. Likewise, relationship building and planning are key components to a successful network. Networking can be a critical piece in business development. Being able to meet the right contacts and advance your schedule can lead to a wealth of opportunities.

Here are some tips for having effective conversations with business specialists.

Step one

Whether you’re meeting with a business specialist at a conference, meeting, reunion, or other function, make sure you’re properly prepared. Have a dynamic elevator pitch that concisely highlights your company, its capabilities, your target audience, and your value proposition. Bring up-to-date marketing materials such as business cards, flyers, postcards, and other useful information. Steer the conversation along the lines of offering information rather than selling a product or service. In the process, listen carefully, pay attention and show respect. These types of nonverbal communication cues can build your brand and rapport with the other person.

Second step

Once you’ve made a connection and scheduled your meeting, it’s imperative to do your due diligence. Make sure all of your information, materials, and Internet presence are aligned, correct, and up-to-date. Don’t hesitate to reach out by email or phone to remind your counterpart of the session 1-2 days in advance. Be available for correspondence before the meeting and update your counterpart on any changes to the meeting. Always arrive a few minutes early in case you meet outside of your location.

Step three

Use the meeting as an opportunity to show professionalism and competence. Lead with confidence and respect the length of the scheduled meeting. Share presentations, demos, resources, etc. and create a platform for doing business. Go ahead and offer to have another meeting as a follow-up or to come up with new ideas or content. As always, thank the business specialist for their time and follow up in a timely manner.

Use these tips to improve your networking skills. By connecting with these types of people, you can progress your efforts and achieve good success.