Develop Winning Networking
Skills for Powerful Business Building Success
If the term "networking"
brings to mind dozens of salespeople robotically exchanging business
cards, or legions of job seekers desperately seeking useful
connections, stop right there. Networking could be accurately
described as "relationship building," and should involve
helping other people more than wondering what they can do for you
now or in the future.
Relax. Be friendly and
approachable. People like spending time with upbeat confident
individuals who are having a good time.
Don't launch into a sales
pitch. Say your 30-second elevator introduction, and then
spend as much time as possible listening and asking questions.
Draw out the other person's interests, and be genuinely interested
in what he or she has to say. People love folks who are
interested in them. Plus, you learn how you can help them, and
also determine if they are a viable prospect or can be a valuable
referral source. Legendary motivational speaker Zig Ziglar is
famous for saying that they more people you help, the more will come
back to you. Pay more attention to what you can do for other
people than what they can do for you.
Don't automatically extend a business
card. Wait for someone to ask for one. In fact, one
intriguing strategy is to not even carry them everywhere. Say
instead, "I'm sorry, but I don't have any business cards with
me. I'd love to follow up - may I have one of
yours?" This puts the ball in your court, almost forcing
you to follow up later with an interesting article or Web site
related to what you'd discussed. Depending upon the
situation, you might also add, "I've been writing about
(topic you're discussing) in my monthly newsletter. Would you
like me to send you a copy?"
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Better yet - "I know someone who
has been looking for an exceptional (whatever). May I have a
couple of your business cards?" Don't say this unless
it's genuinely true. It could backfire.
When you do carry business
cards,
make them creative. My favorite is the aspirin card.
Attach a two-tablet pack of Tylenol or aspirin, and include a slogan
on the card indicating that your product or service will alleviate
their headaches. Example: "We make your office's
computer headaches go away" or "We make your (whatever)
headaches disappear like magic!" This card will be
carried everywhere until that person actually has a headache, or
comes across someone who does, in which case, your card gets passed
along to someone else!
Manage your time so that you don't
corner people and don't let yourself be monopolized by one
person. You can politely excuse yourself because you think you
see someone you know, you think you feel your cell phone vibrating
and you're expecting an important call from your child, etc.
Don't make it look like you're trying to escape from Alcatraz, even
if you are.
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One of the most important networking
tips is to set aside a weekly or monthly goal of time spent in
meetings or other networking events, and stick to it. Don't
let other business tasks interfere - schedule them around your
networking events. However, don't let networking consume all
of your lead-generating time. Create a workable balance among
all of your necessary tasks. Be sure to select events that
will put you eye-to-eye with good prospects - people who are likely
to appreciate your product or service, or know other people who
would be. And don't limit networking to special times - you
can meet people while you are waiting to get your hair cut, shopping
for groceries, or most anytime you encounter other people. The
more networking, the better.
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