Networking ? it's the latest business trend. Or is it?
Actually, business owners have always engaged in the art and science of networking. Only years ago it didn't have a name. Business owners would get together, shake hands, and smile and chat about themselves and their businesses. Same thing with "coaching." I've been a sales trainer for 40 years, but it wasn't until five or six years ago that someone said, "Milt, you're not a sales trainer, you're a coach." I always thought coaching was leading your kid's soccer or baseball team. Turns out I've been a "coach" for 40 years.
The buzzwords, however, aren't important. What counts is what you do. And if you're a business owner looking to grow your business, then networking should be a way of life for you. It's how you climb the ladder of success. But if you don't actually climb that ladder, you won't go anywhere. That's why it's called networking!
While you can network anywhere ? I've met some really great clients while eating at the local diner ? a good place to begin is by joining a networking group. It's an excellent way to meet a lot of potential "suspects" who have the potential to become "prospects."
Here you will have a brief opportunity to stand up and talk about yourself and your business to a group of people who share the same goals you do. In essence, you become a 60-second commercial. When given the opportunity to "sell" yourself, be sharp and to the point. Look directly at your audience, not at the ground or up at the ceiling. Make eye contact. It lets your peers know that you're confident.
Once your commercial is over, get out in the crowd and talk to people. Work them like a politician works a crowd. But don't be pushy; don't use fancy words ? not everyone is a Princeton graduate, and make sure you have a firm handshake. Trust me, you can tell if a person is positive or negative by their handshake. And be a good listener. Listen 80% of the time, talk 20%.
But most importantly, don't make this an "it's all about me" affair. Remember, you're not the only person there networking. You're all in the same boat. When you introduce yourself, don't hand someone your business card and immediately tell them what you do. Show an interest in others ? talk about what they do. Ask them questions about themselves and their families; develop a rapport. In other words, don't kiss on the first date!
You'll know if there's any "chemistry" between you. If there is, make arrangements to meet at another time and place to discuss your mutual interests. Why eat lunch by yourself? And always ask for a referral.
While there's no harm in speaking to everyone, do target your audience ? seek out people who you know would benefit your business. But even if you determine there's nothing worth pursuing, a particular business owner may have other clients that can help you. You may speak to a business owner with whom you have no mutual interest, but you're also talking to his/her 30 "suspects" who may become "prospects."
As for that business card ? make sure it describes what service you are offering. Your card is your billboard. I suggest putting your photo on it. If I don't remember what you do, chances are I will toss the card. When you receive someone's card, don't wait a week or three weeks to make contact. Follow-up in a day or two.
The key to successful networking is practicing your presentation. Write down your message and key points and practice it over and over. Repetition leads to confidence. Practice in front of your spouse or friends and neighbors. Practice is especially important for people who are terrified to speak in public, which is about 99% of the total population. You may even want to consider hiring a coach.
There's also the "likeability factor" to consider. In order to sell your product or service, you have to sell yourself. And if people like and trust you, they'll sign that contract. Conversely, if they don't like you, you can be selling gold in your pockets, but they won't buy.
Networking is the best way to build your business. You can read a million books about it, but unless you get out there and do it, you'll never even reach the first rung of that ladder.
Milton J. Paris is Sales and Business Coach and Marketing Consultant for Paradigm Associates, LLC. The host and producer of the radio show "Getting Ahead in Business" on WCTC 1450 AM every Saturday, Paris believes the way to increase sales is through setting goals and executing them. An author and speaker, he served as President and Vice President of Sales for three diverse companies with a national customer base. He has 40 years of sales and business growth experience. Visit http://www.ParadigmAssociates.US or call (908) 276-4547.
One of the most cost effective ways of generating leads... Read More
Networking: Is it who you know or what you know... Read More
Many people associate alcohol with relaxation and fun, so it... Read More
"It's not what you know, it's who you know."This old... Read More
The StoryAs a child growing up, one of the many... Read More
Research shows that talking to strangers -- not people in... Read More
For those of you interested in international business transactions or... Read More
There is a rather famous true story called "Acres of... Read More
One of the best ways to get business is through... Read More
You only have three seconds?Connect in under a minute?People decide... Read More
1. Recognise the importance of networkingAsk any successful business person... Read More
You can generate a ton of business by networking, whether... Read More
Ah, the personal touch that continues to make a big... Read More
Did you just meet the most important person in your... Read More
In the workplace - and when dealing with workplace matters... Read More
When you look at your friends, it's like looking into... Read More
Q: I think I understand the value of networking as... Read More
Passive Income, residuals, royalties three ways to get paid multiple... Read More
Networking ? it's the latest business trend. Or is it?Actually,... Read More
What's a gift mean? If you're like me, you probably... Read More
What is the problem when people try to describe what... Read More
Just yesterday I received an email from a colleague telling... Read More
People like others whom they are like. So if you... Read More
I bet you have not thought about it much, but... Read More
In recent weeks, I've had the opportunity to pass along... Read More
With at least 60% of job-seekers finding employment through networking,... Read More
The New Guy is a person we all know. And... Read More
Thought of the WeekThis week, I'd like to challenge you... Read More
Networking is a great way to meet people in a... Read More
You're terrible with names. You forget someone's name within ten... Read More
Douglas Wilder, former Governor of the Commonwealth of Virginia, and... Read More
I remember the first time I opened the fridge to... Read More
Networking, schmoozing, making connections. Call it what you want, it's... Read More
Think health articles are boring? This one isn't, so read... Read More
What do you tell people when asked what you do?... Read More
Why business relationships are formed with certain people?If you go... Read More
Think about the last time you feel asleep behind the... Read More
If you run a mobile car washing firm we recommend... Read More
It used to be that people said that there was... Read More
You only have three seconds?Connect in under a minute?People decide... Read More
Online networking has opened up some fantastic business opportunities for... Read More
Recently, while providing an up-and-coming Virtual Assistant (VA) and small... Read More
Networking, schmoozing, making connections. Call it what you want, it's... Read More
Networking: Is it who you know or what you know... Read More
There are people who are natural born networkers - those... Read More
Q: I think I understand the value of networking as... Read More
? "Make Every Moment Count" is the title of a... Read More
What makes a good interest story?An interest story is just... Read More
How does one determine which are the best events to... Read More
First of all I would like to start this article... Read More
If you're fond of a good debate, you know how... Read More
Whether you're an introvert or an extrovert, feel like you... Read More
Know your customer, know your customer, know your customer. Three... Read More
With at least 60% of job-seekers finding employment through networking,... Read More
You can find numerous references in the business literature about... Read More
Effective business promotion is more powerful than advertising. Using golf... Read More
What is the problem when people try to describe what... Read More
How many leads do you pass on?As a reminder, you... Read More
Most of us remember the commercial that said, "I told... Read More
Quote of the week"The answer is always no...unless you ask."... Read More
June is reality check month. Lots of the resolutions have... Read More
If you're new to the internet marketing club, you may... Read More
For years we've been taught to identify ourselves as reps... Read More
"Hey Scott, would you like to go to a Bad... Read More
Thought of the WeekThis week, I'd like to challenge you... Read More
Not all dot-com dreams died when the Internet stock bubble... Read More
Networking |