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...

---

Practice Makes Pefect

What is the problem when people try to describe what... Read More

What Has Networking Got To Do With Joint Ventures?

What has networking got to do with joint ventures? "PLENTY"... Read More

Networking

Put join a networking group on your to do list... Read More

Social Network Software

My neighbor ? a lovely man I've known, and have... Read More

62 Ways to MAXIMIZE Your Approachability

If you walk into your local bookstore and pick up... Read More

How to Create an Interest Story for the Press

What makes a good interest story?An interest story is just... Read More

10 Top Tips for Successful Networking

1. Recognise the importance of networkingAsk any successful business person... Read More

Effective Networking

The process of finding out about a job, getting interviewed,... Read More

The Foundation of Networking: Its Not Rocket Science

Commandment 1LoveWhen we choose to simply love, our giving and... Read More

Social Networking: A Link To Like Minds

Not all dot-com dreams died when the Internet stock bubble... Read More

Talk Isnt Cheap

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

The Quest for Passive Income

Passive Income, residuals, royalties three ways to get paid multiple... Read More

Examination of Discovery - Finding the Right Networking Group

Why would I pick this group over another group?How many... Read More

The 7 Habits of Highly Horrible Networkers

Networking is a term that didn't exist (academically) until almost... Read More

How to be Known

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

The Answer to Your Worst Networking Nightmare

Imagine you just met your ideal client at a networking... Read More

Write It Down!

Why would you want to write information on paper when... Read More

Work that Room, Baby!

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

5 Ways to Wow People Who Wear Nametags

People wear nametags more often than you think. The majority... Read More

Jump Start Your Network

Networking is often identified as a key business building activity... Read More

Make Money on the Internet - The Lifestyle Advantages of Professional Marketers

Some of the most successful businesses in existence today started... Read More

Business Networking - Common Myths and Realities

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

34 Power Affirmations for Networking with the Affluent

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

How to Generate More Business by Telling People What You Do

What do you tell people when asked what you do?... Read More

Ask for Referrals: And Get the Answer You Want!

Why are people scared to ask for a referral? Is... Read More

A New LinkedIn Discussion Forum for High Power Dealmakers

For those of you interested in international business transactions or... Read More

10 Effective Ways to Remember Names

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

8 Ways To Develop Confidence In New Situations

Do you enjoy one-on-one networking, however, the thought of walking... Read More

Online Business Networking: How Personal is Too Personal?

Online networking has opened up some fantastic business opportunities for... Read More

Lesson 69 - When Networking Events Fail

The StoryIn a quest to create strategic alliances, coalitions, and... Read More

How to Organize a Successful Bad Sweater Party

"Hey Scott, would you like to go to a Bad... Read More

How NOT to Waste Your Time Networking

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

Power Networking: Getting Your Name Out There!

Today's economy presents some very special challenges to people who... Read More