by Karen Frank
If you are still frustrated by networking,
here are a few quick tips to further hone your skills.
Networking is a critical component of any thriving business,
however many businesses owners aren't successful at marketing their business
through networking. Why? They've never really taken the time to learn how!
That's good news!! Networking
is a skill that almost anyone
can learn. Here are some tips to help you be more successful.
Be more specific
Many people fear missing an opportunity if they don't ask
for a large pool of people.
Unfortunately, this tends to backfire.
If someone asked you for "someone with skin" who, specifically would
come to mind? Did you see anyone's face?
Probably not, because that group is so
overwhelming our minds shut down. A much more effective approach would be "a
next door neighbor's teenage daughter".
I'll bet you just thought of someone and their face popped into your
head - even if they weren't actually your next door neighbor!! The next time your elevator speech starts
with "anyone" or "everyone" try to be more specific.
Don't Be Late
You probably know someone who is always late - or maybe you are. It's hardwired into some people
- it's part of their personality. But
equally hardwired is the judgment other have about lateness. Some people
perceive that lateness indicates disrespect for other people's time. If you've only got 7 seconds to make that
first impression - and you're late to the meeting, (or worse consistently late)
you may never be able to do business with some people.
Presentation is
everything
If you've taken time to create something clever to say, be
sure you've practiced AND be sure you
look good doing it. This is the case of
a mirror and a hand held recorder being your best friends. If you wouldn't refer you - who will? Remember, just as in the food example I'll
give in a minute, people have judgments about people (if you don't believe me
then watch some daytime TV!) and you may as well. Look your best and smile to
get the most impact with your elevator speech.
One thing you should
always say
I find networking is far more interesting when you make it
about them. After I introduce myself I
ALWAYS make sure that I ask, "What do you do?" first and listen very
carefully to their answer. People love
to talk about themselves and when you've finished that part of the
conversation, your interest in them will get them interested in you, which
leads to...
Farming vs. hunting
Never sell your
products or services at a networking event and don't give your business card to everyone you meet. Yes, you read
that correctly! Networking is about farming not hunting. Think of it like this: You've just met Joe
Smith. You ask what he does and he says, "I sell car insurance. Are you happy with your car insurance?"
What do you think? It's a big turn-off - isn't it? Joe is hunting rather than farming. Sure he may get a deal once in awhile by
doing that, but there are better ways for him to sell his products. Building
relationships (farming) is the best place to start.
Eat drink and be
merry?
So they have food at this networking event. After all I paid
for it. I should eat it - right? Well,
there are two schools of thought on that subject and one of them applies to
Chamber of Commerce events. I recommend
you have a meal before you go, if possible.
You certainly don't want to miss out on meeting anyone because you were
hungrily hovering around the snack table, and there's nothing worse than
someone asking you to say something after you've taken a bite. More
importantly, you need to be aware that there are people who will have judgments
about you if you eat. You may be seen by those people as someone who isn't
serious about your business.
That's a missed opportunity.
Why you should forgo alcohol at networking events should be
obvious, but if it's not, I'll just say this - Mr. Spill won't enhance your
professional image one bit and you know what they say about loose lips. Need I
say more?
There's more to
networking than your local Chamber of Commerce.
Most likely a Chamber mixer was your first experience
networking. Chambers of Commerce are
great organizations to join and their networking opportunities are well worth
the time, if you know how to network.
That being said, Chambers should only be a portion of your network
marketing strategy. Groups that allow
only one person per profession (such as BNI or LeTips) are excellent ways to
grow your business. Of course being able
to properly introduce yourself (your 30 second elevator pitch, sales manager
moment, or infomercial) is critical to your success and preparing an effective
introduction is very important in a group like this.
You should also consider joining a service organization within
your community. Their main purpose isn't networking, but contributing to your
community is an important aspect of being a person much less a business person.
To sum it up, it's very important to plan what words you
will use to introduce yourself. If you know
in advance what you're likely to say, you will inevitably feel more confident
and present a posed and polished elevator speech.
But what if you're still struggling how an effective "what
do you do" statement and
elevator speech fits into your overall marketing plan?
What if you'd like a little guidance and support (rather
than going it all alone)?
You are in luck, thanks to hockey season! My extra windshield time is being turned into
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check out my "Inner Circle" where I'll guide you and
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message so you can make more money right away.
Click here to learn more about my Inner Circle.
