Client Attraction Technique #2: Networking

One of the most cost effective ways of generating leads and referrals. However it's important that you 'work' these opportunities in the correct way. The following techniques should make a great difference to your success rate at networking events.

In The Beginning

It's important to know exactly what you want out of a networking event, as well as why you're attending? Is it to refine your skills, build relationships, make sales or research the competition? Will you encourage people them to visit your website? Sign up for a workshop? Set up a time for a further meeting?

In fact, you may find you'll benefit most from networking when you have one intention and stick to it. That way you won't become sidetracked and instead can concentrate on the job in hand, for example, to build potential joint ventures.

Business Cards

Apart from yourself, these are second most important equipment for any networking event. However, don't just hand your business card out to all and sundry. In fact, until you know whether or not the person opposite fits a match to your needs, don't be tempted to exchange cards. No match, no card.

Also keep a pen handy, that way you can write something memorable about the person you've just met on the back of their business card before moving on i.e. what was discussed, their interests, needs etc. This can provide a great memory jog for after the event.

Never apologise for your business card. As long as it contains your correct contact details, then your business cards are performing. Remember, 'business cards do not maketh the man? Or woman.'

First Impressions

What will make more of an impression, your job title or what you actually do? Remember that with any product (and the product here is 'you') people want to know about the benefits not the features.

So instead of saying 'I'm a Financial Planner', try 'I help people take control of their finances'. Doesn't that immediately sound much more empowering and interesting?

Think about how you would introduce yourself, so that you a) tell people what you do, and b) include a perceived benefit.

However the best way to make an impression is to listen. Remember it's not about you, but them ? keep talking about your business and how great you are and you've lost them. However by taking a real interest in the person opposite and how your business can help them, well then you're well on the way to gaining a good contact and maybe even a client.

So what kind of things could you ask or talk about? Here are a few questions to get your started:

* How did you become involved in this kind of business?

* How do you see this event helping you in your business

* What marketing have you found most effective in your business or industry?

* What would a typical client say about you?

* What is your number one need at the moment?

* What business trends do you see affecting you right now (or next year)?

* How do you identify potential customers?

Then see if you can leave a potential contact with something more. For example, do you have a report you could take along, a copy of an article or press release about your business? Something different, something 'extra' that could make you stand out and differentiate you from the competition.

It's Not A Race

You don't have to meet everyone. Three to four productive discussions will yield far better results, long term, than nineteen 'grip and grins'. Believe me if you're intent on meeting as many people as possible it tends to give away two things, a) a sense of desperation, and that b) you're clearly at the event for one reason: to find work? And quickly!

The Follow-Up

Follow-up within 48 hours of making a contact, either by email, phone or letter. It displays your level of commitment, credibility and professionalism. Yes, we're all busy people, but honestly how long does it really take to write a quick email? How often have we met people who have promised to 'get in touch' and never do? Don't be one of these.

Andrew Ludlam is a client attraction expert, and Director of Maverick Marketing Solutions. If you're deadly serious about maximising the potential of your business, then I urge you to visit http://www.maverickmarketingltd.com and sign up for the monthly 'Maverick Marketing Solutions Newsletter'... where you'll also receive the FREE white paper "Six Magnetic Ways To Attract More Clients To Your Business In The Next 90 Days..!" (Value $37)

Warning! This could be the last business marketing website you ever need to see...

---

How to Keep from Sounding LIKE Totally Stupid

June is reality check month. Lots of the resolutions have... Read More

Mother Said - Wash Your Hands

Think health articles are boring? This one isn't, so read... Read More

Follow-Up with Your Contacts

What happens when you meet a potential client at an... Read More

Joining Industry Specific Organizations Has Many Benefits

Recently, while providing an up-and-coming Virtual Assistant (VA) and small... Read More

Work that Room, Baby!

Networking, schmoozing, making connections. Call it what you want, it's... Read More

The 4 Attitudes of Awesome Hospitality

Hospitality relates to the Latin term philoxenia, or "the love... Read More

What a Leads Exchange Group can do for You

What is the definition of a leads exchange and how... Read More

Why Arent You Talking to Me?

Your nonverbal communication talks before you do. Only seven percent... Read More

Unforgettable First Impressions Part 1: Discover the CPI

People like others whom they are like. So if you... Read More

Unforgettable First Impressions Part 2: Its All About Them!

Jean de la Bruyere said, "The great gift of conversation... Read More

Savvy Networking: Grow Your Business and Your Career

Did you know that contacts are the bread of career... Read More

Four Brainless Self-Promotion Techniques To Avoid

Many workers think that their hard work will speak for... Read More

How to Turn Water into Lemonade by Giving a Flavored Answer to a Fruitless Question

I remember the first time I opened the fridge to... Read More

Business Networking - Common Myths and Realities

Can we agree about the meaning of networking? I don't... Read More

How Speakers, Exhibitors, Consultants, and Meeting Planners Partner-Generate More Money and Value

? "Make Every Moment Count" is the title of a... Read More

Networking in the Change Room: 5 Ways to Network Effectively While Getting Undressed

There's a time and place to network with people in... Read More

Networking: Breaking into the Buzz

Breaking into conversational groups is one of the things people... Read More

34 Power Affirmations for Networking with the Affluent

Here are 34 affirmations I have created after studying the... Read More

Are You Really Listening: The Importance of Strong Communication Skills

Let's face it, when most people think of IT professionals,... Read More

Networking - Facts to Ponder

Right here in Europe, the very last continent to enter... Read More

It Pays to be Friendly

Most small business people do not take advantage of human... Read More

Five Steps for Expanding Your Customer Base with Guerilla Networking

As a single company, it is impossible to provide your... Read More

How to be Known

Why business relationships are formed with certain people?If you go... Read More

Small File Box With Resumes to Help Customers

I bet you have not thought about it much, but... Read More

Business Networking ? Extroverted Web Weaving for the Introvert

If you have been in business for any amount of... Read More

How Well Do Your Customers Know You?

Know your customer, know your customer, know your customer. Three... Read More

10 Effective Ways to Remember Names

Sigmund Freud says "a person's name is the single context... Read More

Talk Isnt Cheap

The most successful organizations have good communication skills. Survey after... Read More

Network Marketing

Network marketing is the ordinary person's best opportunity to make... Read More

Have We Met Before? What to Do When You Cant Remember Who Yourre Talking To

You see him from across the room. You know him,... Read More

Give People Something to Talk About!

My husband and I tried an experiment one night. We... Read More

The Five Step Formula For Getting Prospects to Call You

Are you tired of prospecting for new business?Are you sick... Read More

How NOT to Waste Your Time Networking

Ever wonder if networking, referral groups, and conferences are a... Read More