How to win at the Networking card games

Apr 10, 2014 | STANDING OUT

Popular business card games include the perennial classics: ‘How many can I give out in one night?’ And ‘How many can I collect?’

But what do you really win if you play these games? I’d suggest you are not so much a winner, more of a loser.

Sorry to be harsh but if that’s how you play you are missing the point of Networking and so you are wasting your time. Just as if you wanted to play poker but spend your time visiting Bridge clubs.

Actually, playing cards can provide a number of useful metaphors that can help us to remember what to do if we want our Networking activity to be fun and worthwhile.

Are you a king of conversation perhaps or a queen of hearts? Do you come across as a jack of all trades or as an Ace accountant? Perhaps a more specific example would be better:

Years ago we all wore suits (at least the blokes did). These days suits may be much less common, in some offices at least. But the 4 suits in a deck of cards can be a useful prompt for structuring your conversations when networking:

Spades – firstly you dig around (with your metaphorical spade) asking general questions to find out more – without turning it into an inquisition;

Hearts –  you’re looking to build rapport which is easiest if you can find something where you share an emotional (heart-felt) connection – do you have any similar likes and dislikes?

Clubs – now, rather than talking about yourself focus on talking about one or more clients who are, in some way, part of the same ‘club’ as the person you are with, or people they know. You can only do this if you’ve dug around well with your spade, asking questions that will enable you to find out enough about the other person 😉

Finally – Diamonds, the really valuable stuff. This is the follow up to your conversation. What can you promise to do by way of a follow up after this conversation? What would the other person value? It doesn’t need to be a diamond necklace!

Anyone can adopt this ‘Four Suits’ approach to having more powerful business conversations. If you do this you will standout and enhance your chances of bring remembered, referred and recommended for the type of work you enjoy, for the type of clients you like and for the level of fees you deserve.

And this is as good an objective as any when you are networking. It makes more sense than to expect to pick up work whenever you are networking. That’s a mugs’ game – just as is playing the ‘find the lady’ scam in a street market.

Contrary to the common misconception, effective networking is not all about selling. It’s about starting to build profitable relationships. And it’s about helping the people you meet and so encouraging them to get to know, like and trust you.

No one will play cards for money with someone they don’t trust. It’s reasonable to work on the same assumption that no one will engage or recommend an accountant they don’t trust either. That’s why following up after networking is so valuable. It’s a key way to show that you can be trusted.

And that brings us back full circle. There is no point in collecting business cards at networking events unless you are also going to follow up with the people you met – and I don’t mean just add them to your mailing list and start sending them your promotional material. Equally there is no point in scattering your business cards like confetti or sticking them into the hand of everyone you meet. No one refers work to a business card.

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