The business benefits of networking are well known. Peter Jones of Dragons Den is quoted as saying “Networking is the most cost effective route to market there is”. But what is networking? You may be familiar with word of mouth marketing, or business by referral or Advocate marketing. These are terms for this powerful and underused marketing technique.
To get the most out of your networking, plan for success. A good tip is to set yourself some goals. Add to the goals the right tools, a pen, some business cards, a note pad and a badge, and you are ready to network
Once you have decided the right place for your networking. You should attend regularly, if the group meets weekly, attend weekly, the same for monthly and so on. This regular attendance is one of the cornerstones in building the trust based relationships that will deliver business to you, year after year
It helpful to have a 3 – 5 minute business conversation with all the other members of your group each time you meet. This usually means you will arrive early, so you can fit everyone in.
At open networking meets such as Chamber of commerce events, work the room. This is a simple technique where you move from one conversation to another effortlessly. It’s a technique you may like to practice with people you know first so you are at ease when doing it with strangers.
On the subject of strangers, go against what your mother told you never to do, and talk to strangers. This works wonders for your business.
Networking should not be confused with selling. Networking leads to business but is not a sales pitch. The customary phrase is networking is telling not selling. So listen and comment, and don’t go for the hard sell. The people who don’t succeed networking, usually try to sell all the time. This often antagonises people who just stop listening.
It’s a good idea to have a tale to tell. Being prepared with an outline of how you can help people is a fantastic introduction. After all, you have only a short time to tell people what’s in it for them. If there is a 60 second presentation, stay focused by telling people about one activity. Either the one that is most profitable or the one you want to develop, but stick to one.
By staying focused on one product or service you are making it easier for your audience to remember you. Stay focused and tell them why you and how you can help them.
Now for the Killer Ap in networking: The Follow Up. Take tip from some of the most successful networkers, who always follow up. An email or phone call are good. All you want to do is make contact. You are not selling you are at the beginning of a journey with a potential client. Don’t put them of with a sales pitch.
Helping Real People do Real business through Real Networking
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