Networking is More Than Handing Out Business Cards
by Kathleen O’Brien
Use these nine steps to begin reaping benefit from your network activities.
1. Have a positive attitude
When attending a network function — any function where two or more people meet — keep in mind that negative energy repels, positive energy attracts. People enjoy being around happy, energetic, positive people, so shape up. Do what ever it takes to put yourself in a positive, energetic mood.
2. Stay in the line of fire
Arrive early and stand near the door to greet newcomers as they arrive. If you’re nervous, act as if you’re one of the official greeters. This does two things: gives your critical mind a job to do and makes others feel welcome.
Find out in advance where the food, drinks and/or literature or set up, who the speaker is, and how the seating is arranged. The more you concentrate on making others feel good about being there, the less you’ll think about yourself.
3. Use names often
Form the habit of saying a person’s name as soon as you see the face. Greetings such as, “John Brown, it’s good to see you,” or “Gene Green, I was hoping you’d be here,” make people feel remembered and special.
Can’t remember names, you say? What’s probably true is that you don’t listen when a person says the name the first time, or you don’t connect the name with physical characteristics, or you don’t repeat the name after the person says it. Do all 3 — listen, connect the name to the person, repeat it. If the difficulty continues, take a memory course. This is too important to ignore. And the first trick is to stop saying you can’t remember names. If you believe you can or you believe you can’t — you’re right!
4. Make introductions
As one of the “official greeters,” your job is to make sure people know each other. This is a terrific way to lasso someone while you’re talking to someone else. “Oh, John Brown, have you met Gene Green? We were just talking about…”
This is also a good way to exit a conversation that has gone stale. “John, there’s someone here I want you to meet…” a moment or two after the introduction, you can graciously say, “Will you excuse me?” And move on.
5. Validate accomplishments
The 10 minutes you spend after a meeting are important. Find a quiet, comfortable place to sit for a few minutes. Jot down three things you did well or have improved on. Then jot down one thing to focus on and improved next time. (Don’t reverse these two tasks.)
Next, jot down the names of at least three people you want to see again, with a reminder beside each name of something that you talked about. (Yes, you have their business cards, but writing a name helps you remember.) These could be potential customers, but what you’re really looking for is a pipeline to potential customers — people who are known and respected by your target market.
6. Follow up with a note
Writing a personal note takes time and thought, and that’s precisely why so few people do it. Think about the number of letters or cards you receive after a networking event, balance that against the number of people who attended and you’ll notice that very few actually follow up.
Sending a card or a letter to those three people whose names you wrote down. The note should say something like, “Our conversation at the meeting was getting interesting when we had to break it off. Maybe we can grab a cup of coffee next week and chat some more. I’ll call you.” Or, “Your business sounds intriguing. I’d like to learn more about it. I’ll phone you next week to schedule a time when we can get together.”
That last part is important: saying that you will call and that you want to get together again. Don’t use the word appointment, unless you’ve already specifically agreed to meet for business reasons. Appointment sounds like sales call, and the truth is, you can get better results from your network if you stop looking for dollar signs on everybody’s foreheadt. Not everyone is a potential customer, everyone is a potential referral source.
7. Establish your credibility
The more you appreciate others — and let them know it — the more they appreciate you. Get to know the people in your network, what their business is, what their strengths are, who their clients are, and how good they are at what they do.
And provide frequent evidence that you are good at what you do. This will range from relaying good news, “Gene, the neatest thing just happened. A client said he liked our work so well he’s doubling the order,” to presenting testimonial letters or examples of completed work.
8. Expedite referrals
The pipeline has to flow both ways. If you expect people to refer business to you, you have to reciprocate — and why not pay your dues upfront? Look for possible matches among the people in your networks and communicate the match to both parties.
When you give referrals you can expect to get them — if you ask: “John, I have a hole in my calendar this week, which translates to a hole in my cash flow next month. Who do you know that needs –?” (Give three choices of products or services.)
“Gene, my company is offering a terrific deal this week. I can give three new clients an opportunity to –”
“John, brainstorm with me for a minute and help me identify some companies in the market for –”
People who know you and the good work you do will be glad to recommend you to a friend — as long as you’re doing your part.
9. Say “thanks” often
Write a thank you note for every referral and introduction. Be specific: “Thanks for introducing me to Bill White. We signed a contract,” or “we haven’t completed a deal yet but he’s a good resource.”
Third-party recommendations are like gold, and your network is filled with them. Your only challenge is to learn how to work the mine. And remember, whether you believe you can or believe you can’t…
The reason to start an your own business is to give you the freedom to live life on your own terms. Organize www.OrganizeOfficeBlog.com your life as an entrepreneur to learn more about this recurring theme and get started right away on your road to success.
Article Source: EzineArticles.com
