Mention the word networking to most small business owners
and they have one of two reactions, both of which will
usually result in them quaking in their shoes! Either their
mind races to complicated technical computers or they
continue to break out in a cold sweat because networking to
them means talking to strangers and certain rejection!
My reaction to this issue is to relax- they are only
people! What is the worst thing that can happen? As long as
you prepare and know what you will say, you will be fine.
You can promote your own business there really is no need
to worry. If not all the people in the room want to connect
with you that's fine we can't be friends with everyone.
See, networking is all about building relationships with
potential customers, referrers or supporters for your
business. It's all about building the 'know, like and
trust' factor - a crucial part of growing any sales.
In order for you to excel at networking, you have got to
get out there and start. Even if you are just networking
online the same applies. You have to have strategies in
place to enable you to communicate on a regular basis with
your audience. It is probably even more important when it
comes to online networking as you don't always have the
opportunity to connect face to face and have physical
contact, which normally accounts for 55% of the
communication process alone. This is why it can be
extremely useful to have audio and video on your websites
to bring your business personality to life and encourage
people to meet with you.
So what lessons need to be learned for effective
networking? Tip one- Learn to ask for what you want, if you
are seeking information, contact details etc ask around. If
you think those people may know or can help you do it.
Reaching out like this makes you human and people like to
help others with their knowledge and expertise.
To be successful you have got to show up often, build
credibility and reliability for your business. The more you
are around, the more people see you, trust you and are
reminded that you are there for them.
Give as much as you get, be willing to share, offer give
aways, meet for coffee, give people time to increase the
credibility factor especially if you are just starting out.
Be prepared, know what positive things you can say about
yourself and your company be proud of what you have to
offer. Make sure if face to face you have a good supply of
professional and up to date business cards and literature.
Learn to have a good one liner which intrigues your fellow
network attendee. Always have a purpose when attending an
event, look professional in a meaningful way for your
business.
If you are feeling nervous, look for the wall flower (the
person looking lonely at the side of the room) make them
feel welcome and less nervous than you are, also have some
'get out' tactics so you can work the room too!
Only go to the networks that work best for you, it's
pointless wasting time and energy if the result is not what
you want.
If I were to give just one key piece of advice for
effective networking it would be - Follow up with people
and keep promises, keep in contact, build that
relationship, no point just collecting business cards
leaving them to gather dust in your office drawer or lose
contact with online names if you don't follow them up.
When asked to do something always 'under promise' and 'over
deliver', this creates better customer satisfaction as they
will be over the moon each time you show them such care and
added value.
Be persistent; don't give up after a couple of events or
times on a site. Just keep going look for allies and
friends and keep commenting to build your profile.
Happy networking!
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Jacqui Tillyard is the Co-Author of Grow Your Own Networks.
She works with small business owners to help them improve
their communications skills and increase their bottom line.
http://www.jacquitillyard.co.uk
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