One of the most common pieces of advice for entrepreneurs is that they should attend networking events. Sure, in-person networking events can be a great way to connect with other people in your industry and develop relationships with important contacts.

The only potential downside is that the whole experience can get botched if you don’t know what you’re doing. Plus, many networking events come with a fee. The average conference experience can cost around $1,000 after you pay for your ticket, flight, accommodations, and food. Full day events or even paid mastermind meetings can also get pricey.

It’s important to make sure you’re getting a good ROI with business networking events and using the opportunity to grow your business. Otherwise, you’re just wasting your time and money. It’s also wise that you determine who will be at the networking event and how to approach them properly. For example, you may need to take a different approach depending on if you’ll be connecting with some of your peers or potential clients, investors, or sponsors. Here are some steps to follow to make sure you’re using networking events to successfully grow your business.

Get a List of Attendees in Advance If Possible

If you’re attending a conference or day-long summits, try to see if you can obtain a list of attendees beforehand. This will allow you to see who’s going so you can get their contact info if necessary. Some networking events like conferences can be so busy.

This is why it’s smart to reach out to attendees ahead of time and make contact or set up a meeting. You can schedule a quick coffee meeting during the conference, or send an introductory pitch beforehand. That way, the people you already wanted to connect with at the event have been contacted and you’ve broken the ice.

This is a great strategy to use when you’re attending networking events that will include clients or potential investors for your business.

Practice Your Elevator Pitch and Questions

When I first started attending networking events, I always felt like my elevator pitch could use some help. I never knew what to say when people asked me what I did. I’d stumble over my words and I knew it made me seem less confident.

To avoid this, make sure you create and practice your elevator pitch early on. At business networking events, you want to be able to quickly sum up what you do and how you can help people. From there, you can get into a deeper conversation and decide if you’d like to exchange information.

If you stumble over your pitch, you may miss your window of opportunity and people won’t know crucial information about your business.

After you say your elevator pitch, you may notice an awkward silence. It’s important to keep the conversation going with the person you just met by asking questions. Your questions should be strategic and allow you to learn more about the other person and how you could potentially network with them further.

Be sure to ask things like:

So what are you looking to get out of the event?

What’s your most important business goal right now?

What can I do to help you grow your business?

You’ll want to memorize a few of things thought-provoking questions so you’ll be ready to make some solid connections. These questions are great to use whether you’re attending an event with your peers or potential clients. These connections can grow your business exponentially.

Bring Business Cards

Sooo, I know, to be honest, I don’t think I even have any paper business cards just laying around. I normally have to order them right before an event these days. I’m on the fence here, but business cards or digital business cards from companies like Popl do come in handy because they are quick to access. Whichever way you prefer is fine, you just want people to have a way to contact you after the event to follow up.

If you use paper cards, do make it interesting. I once attended a networking event and exchanged cards with a freelance writer who was a credit card expert. His business card stood out a lot to me because it looked just like a credit card. This was super creative and a good reminder of his brand and specialty.

Carry a Notebook

Another thing you’ll want to have on hand at all times is a notebook and something to write with. If you’re attending an event where a speaker will be present, odds are you’ll learn some crucial information.

Naturally, you’re wasting time and money if you don’t take notes on what you’re learning. Don’t just stop there, add in an action step to take after summarizing all your notes.

I did this for my last networking event and it helped me out a ton. Sometimes, we go to events, learn things, then get overwhelmed after and don’t take action. After each presentation I saw at my last conference, I wrote down at least one action step I could take in the next few weeks. Then, I held myself accountable and got it done. When you implement what you learn at a networking event, you can take your business to the next level.

Propose a Follow Up For a Specific Purpose

Setting expectations for future communication for business networking events is crucial. What’s the point of making an awesome connection at the event if you don’t act on it. You can keep the conversation going not only by exchanging business cards but by telling the other person you’ll follow up with them. Also, be sure to mention what you’re going to follow up about specifically.

For example, if you get into a really interesting conversation and mention a resource they’re interested in, be sure to include that resource in your follow up. This can help you segue the conversation into an actual opportunity.

Leave the other person feeling excited and hopeful about the follow-up. You never know what will come from it.

Actually Follow Up

My final tip for getting a better ROI at business networking events is to actually follow up. I know this should probably go without being said, but you won’t believe how many people don’t follow up after events.

Again, by not following up, you’re wasting your money and time. Plus, you could be missing out on an amazing opportunity. As soon as you leave the event, make a list of who you met and what you’ll follow up with them about before you go to bed.

Then, take time over the next few days to send follow-ups. A typical time frame should be no longer than a week after the event. Don’t be weird though and follow up while the event is going on. Unless it’s long and there may be an opportunity to meet for coffee, etc. And give people a chance to get settled after the event, which is why I recommend 3-7 days after everyone gets home.

Summary

Business networking events can really catapult your business. Or, they could be a complete flop. Take these steps if you want to get the most out of networking events and make some solid connections.

Do you attend networking events for your business? What do you do make sure you meet the right people and implement what you learned to grow your business?