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Become a More Effective Networker Most business people don't understand the importance of networking and the benefits it brings. There are many places to network for new business I have found the greatest success with The Chamber of Commerce, business groups and local civic groups. Some are in the early morning while most are in the early evening. These weekly or monthly events are a great place to introduce your company to many area business owners. Many morning and civic groups are run strictly to network and pass out cards to get you new businesses. On the other hand, The Chamber Of Commerce monthly get together's are more of a relaxed social event with food and drinks available and are attended by larger numbers of members that you can meet. 1) The Plan Set your goal, select the number of new people you want to meet. Do not stop until your mission is accomplished. You must manage your time properly. If you plan to meet twelve people in an hour, then you cannot spend more than 5 minutes with each person. 2) Networking Tool Kit You have 3-5 seconds to make a positive impression. Most business people arrive at an event after work and are unprepared. First, look professional when you arrive. Basic Tool Kit items include: comb or brush, hair spray, deodorant, cologne or perfume, nail file & polish, shoe polish, spare pantyhose, watch, pen, breath mints, custom name tag, business cards, brochures, memo pad, appointment book or palm, and product sample or other client's business cards (for referrals) if applicable. Have a signature item such as a big hat, brightly colored clothing, or power tie, something people will remember when they meet you. Wrap it up with a warm handshake and great smile. 3) Are You Ready? Will you and your business card be remembered? Your chances are better if your card includes a catchy company name, your photo or colorful logo. Use plenty of color on the card. Use the back as a mini billboard listing products, benefits, services, customer testimonials or personal quote. 4) What do I Say? Most business owners can't effectively convey the benefits of their company or the products it provides. Develop a 15-Second Elevator speech. When you meet someone and they ask you what you do, this benefit laden speech will help you explain without hesitation what your company can offer them. 5) Here I am Most networking events provide a small hand written nametag, which is hard to read. Come with your own 3' x 4" full color nametag. Make your Name and Business Name in bold letters and easy to read. You can even reduce a photo or a print ad and put that on your nametag to start the conversation. 6) Give It A Try Effective networking relies on asking open-ended questions that ask who, what, where, when, and how. Don't rely on simple questions that can be answered with a yes or no. This will open a positive discussion with each person you meet. It shows the listener that you are interested in them. Be prepared to give some unique information or a personal referral. By doing this you will become known as a resource to others. They will turn to you for suggestions, ideas, and names of other people that can also help their business. 7) Where Do I Start? When you enter the networking arena, the first thing you do is eat if food is being served and have a drink. Eating first serves a specific purpose. After a long workday we need to boost our energy level, it satisfies your hunger and most important, it frees your hands for networking and passing out your card. You won’t be the one be trying to juggle a drink and plate while trying to shake hands or reach for your business card. Never hold a cold glass in your right hand because a moist cold handshake is not very inviting to the person you are meeting for the first time. 8) Proactive Positioning Locate a strategic position to network. At the front door where people will enter and you can act as a host. Near the bar area, you can network while people are standing in line for a drink. Practice shaking hands and get good at it. Don't be a strong arm or a limp noodle and stop shaking their hand after both names are exchanged. 9) Gotta Go Now Most networkers have trouble breaking off a conversation and sticking to their name schedule. You can look across the room find someone else you want to met and excuse yourself. Motion over someone else you know and introduce them to the person you have been speaking to, thank them for their time and move on leaving the other person to continue the conversation. 10) Follow Up Most people network, collect a few business cards and go home. They miss the moment of opportunity to set a contact time after the event to call for an appointment. Write yourself a note for reference when to call, hobbies, family or a fact about their business. The next day follow up with a personal note or email thanking them for the opportunity to learn about their business. Send them your brochure or newsletter or email them information you promised. This keeps you fresh in their mind. Continue to contact as many times as needed to develop the relationship and get their business. Kip Gienau is a Master Networker and a Certified Guerrilla Coach. He can be reached at www.adworksct.com
"For the last 2 years, my ailing business reflected the sluggish economy. Guerrilla Marketing was the perfect prescription! I was amazed to look at my books and realize that my business has grown 300% in the 12 weeks that we have met! I would have been more than happy with 10% growth. Thanks for your help." -- Don Lawler Why Do People Choose One Business Over Another? Consider the research done by the Forum research corporation. They have analyzed 14 major service companies in terms of customer satisfaction. Their results follow:
Building the human bond means treating clients and prospects with the utmost respect, offering the most valuable information and always giving them the very best service. If you do, they will become customers for life and your very best sales force.
Your Action Steps:
Write
out your answers and then try it out. If you do, the
'small' things like remembering their names and greeting
them with a warm smile, you just might find they can't
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