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Whether you are just starting out in international business or have been trading overseas for years, networking is likely to play a large part in your success.
Networking is about creating a set of contacts and subsequently building a trusting and genuine relationship with these people. It provides the opportunity for you to discover people who may be able to help with your business as well as the opportunity for you to offer your assistance to others.
For people new to networking, it might seem a daunting prospect. But by investing time in other people you might soon find that your business is reaping the rewards.
When most people start up in business or expand their company’s services, they will be faced with the challenge of getting their product or service out to the customer. Although there are many forms of publicity, there are none better than speaking to people face to face. If somebody likes you, they are more likely to trust you enough to deal with you on a business level, so building up a genuine relationship with contacts is essential.
UK Trade & Investment’s regional sector specialist for textiles, fashion and design, Lorraine Ellison, believes that networking is one of the most important things business people can ever do – especially when hoping to expand overseas.
“We live in an age where we have instant email and video technology but there is nothing that replaces face to face contact,” says Lorraine. “Building contacts is essential in business – it is not what you know but who you know. I don’t think anybody can be successful in international business if they don’t go some way to building a proper network.
“None of us know everything and therefore even successful exporters and people who have been in business a long time might meet a new contact who proves to be beneficial to them. The bigger your network the more likely it will be that you have contacts you can call on at any time. If you do it properly you can keep the network going and be able to call on people from it for years.”
Networking enables business people to meet like-minded contacts and find out about them – both as an individual and on a business level. To many people this will come naturally, but to others the art of networking may take some practice. However, Lorraine says there are some basic skills that even the most reluctant networker can learn.
“The two top tips are to be yourself and to be open,” she says. “There is nothing better than a warm smile. If makes a lot of difference. If that warmth comes out people will want to talk to you. And remember that there will be other people in that room who feel the way you do.
“It is also important to let people talk. It is very easy to babble, either because you are over-confident or more generally because you are nervous. Try to stand back and ask the people how they are and what they do.”
Lorraine continues: “Be prepared to push yourself. If the speaker at an event is someone you recognise from television don’t be afraid to approach them. Don’t approach them any differently to the way you would approach somebody else.”
Lorraine believes that any potential exporters should attend networking events with a firm idea of what they hope to achieve.
“It shouldn’t be about what you can expect, but rather what you want from it,” says Lorraine. “Before you attend a networking event, think to yourself ‘how can my business be helped by knowing more people?’
“You have to work hard at it. Sometimes you get a quick return, which is fantastic, but sometimes you don’t. Basically you should expect to get from networking whatever you put into it. People have to invest their time in it. In doing so they can have lots of fun and can make sure they enjoy it. And really that is one of the most important parts of networking – to enjoy it.”
Top tips for networking:
UK Trade & Investment run regular International Business Network (IBN) networking events. Click here to find out more.
