This article is written especially for entrepreneurs and
small business owners and anyone who needs to meet a lot of
people and build relationships in order to promote and
increase their business.
I built my marketing consulting business through extensive
networking and here are My 13 Networking Secrets to Get the
Most Bang for Your Buck and Time....
1. Research Events
Make sure to research the networking events you want to
attend before you attend them so you don't waste your time
at events or meetings that may not have your target market
readily available at them. To find local events in your
area, first find all of your area chambers of commerce,
there might be many of them and any specialty associations
or organizations that would pertain to your business or
target market. Then locate all of your area large venues,
meeting rooms, convention centers, concert halls and
anywhere an event could be held more than likely they will
have a website with an events calendar. Finally, read and
go online to look up events in your local newspaper on
their business calendar or in the main section, inside
business publications and social magazines (plus watch TV
and listen to radio shows who will promote events these
usually get promoted really close to the event however to
plan).
2. Be Prepared
Now that you know where to network, make sure you are
prepared for the event. Order yourself a name badge that
you can wear to all events and even out running errands you
never know where you'll meet a potential client! It is
important of course to also make sure to use your logo,
company colors and a good, descriptive title under your
name on your badge for branding as well as it adds
credibility and professionalism.
3. Keep Materials On Hand
Make sure to always keep any of your sales flyers,
brochures and business cards in your car at all times,
keeping them current and never running out; you never know
when you will be able to display or hand them out at an
event or meeting.
4. Your Commercial
Practice your 10 sec, 30 sec and 60 sec commercials because
most events and meetings will ask for different lengths of
commercials if you get a chance to stand up and tell who
you are and what you do. The 10 sec commercial is for
casual one-on-one conversation or a quick introduction
typically and the 30 or 60 second ones are for stand up
opportunities. Stick to your name, your business name, and
a one sentence description about what you do and/or a
question to make people think. Then make sure you mention
your website and some sort of call to action.
5. Timing
Always arrive at meetings and events a few minutes early
and be prepared to stay late and meet those people you
don't know yet, meet and get to know EVERYONE! Also, you
should attend a function for the networking purposes
(that's why it's important to research which events), not
for a specific speaker (unless you are going purely for
self-improvement); if the speaker turns out to be good then
that's a bonus! It's tempting to hang out with the same
people however you want to continually look out for those
you don't know and go up and introduce yourself to them.
6. Go with a Goal
If you are at all shy or afraid of going to an event by
yourself or networking in a group of strangers you will
want to go with a goal. First of all, know the types of
people you want to meet; do you want to meet prospects who
are your target market, referral sources or just friends?
Say you want to meet 10 people then make sure you introduce
yourself to and ask for 10 people's business cards.
7. First Impressions
Making a good first impression is important and it's the
one thing you can't make up for if it goes wrong. Practice
your handshake and eye contact prior to attending events to
make sure you have a firm handshake, not limp or half grasp
and that you are consistently looking into the eyes of the
person you are talking to rather than looking around the
room for the next person to talk to. For the best results,
act like you are really interested in each person you talk
to, asking pertinent questions to get to know them better
and steer the conversation so you can ease away quickly
while still showing you are interested.
8. Card Passing No No
Never "lead" with a card when you enter a room or circle of
people, "leave" the card or wait until someone asks you for
your card. Don't presume everyone wants your card. If
they don't want it, they won't do anything with it anyways
so why waste it on them? It's more important for you to
get their card because you want to build your database,
email marketing list and you want to be able to follow up
with them. You can always mail them your card later if you
have theirs; they will appreciate it more and possibly
think more highly of you since you took the time to follow
up.
9. Build Relationships
Your goal of networking should be to build rapport and
long-lasting relationships with the people that you meet,
it should not be to SELL, SELL, SELL; that's a big turnoff.
Don't expect people to use your services the first time
they meet you; if they do, great, but don't depend on it.
More than likely it will take 5-7 meetings before people
will warm up to you so be prepared to network in certain
organizations you choose for some time, try each of them
for at least 6-12 months or one year of membership.
Remember however, you will get out of a membership what you
put into it so if you are not active or don't attend a lot
of functions, you won't meet enough people in order to
reach your desired 'expert' status or 'top of mind
awareness'.
10. Help Others
Another main reason for your networking should be to give;
give referrals to others you meet, give free 'expert'
advice about what you know, give suggestions on business or
practices, make connections between people who need to do
business with one another, even if that doesn't involve you
or your business. If you make this the main reason for
networking, karma will reward you with more than enough
referrals and direct business that you could ever expect.
11. Don't 'Feature Dump'
'Feature Dumping' occurs when you're talking to people and
you proceed to list all your services, benefits, features
and everything about you and your business when maybe no
one even asked you. You ideally want to find out what the
other person wants and needs by asking questions and
getting them to tell you. Their needs and wants might have
something to do with your business or they might not. If
they need your services or products, then of course after
you LISTEN to what they need, you can respond with the
solution to that need (NOT EVERYTHING, just that need).
12. Take Notes
When you ask for someone's business card and talk to them
briefly, remember something unique about them or your
conversation or something you need to follow up with them
about and write a note on the back of their card. You can
do this right then and there or wait until you get to your
car. I also suggest writing on the back bottom of each
card where you met them, use an acronym if need be. This
is good for sorting in your database by group, organization
or event for follow up letters, etc.
13. Follow Up
This is the most critical part of any networking NO MATTER
WHAT! If you aren't doing your follow up, you've wasted
your time and money attending the event. Follow up on
every person within 48 hours. Call the hot prospects and
email or mail them info about how you can help them
(assuming they told you what they need/want from you).
Call, email and/or drop a note to the warm prospects or
referral sources and email or drop a note to the colder
ones or those who you aren't sure about yet.
If you have an email newsletter, be very careful NOT to
just add anyone you meet networking to your list; they need
to opt in either in person when you meet them (you can
write a note about adding them to your email on the back of
their card) or you can send them a follow up email telling
them about your newsletter and offer to sign them up or
respond if they want to sign up for it.
I hope these tips have helped you now GET OUT NETWORKING!
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© Copyright 2008 K.Sawa Marketing
Katrina Sawa is an Award-Winning Relationship Marketing
Coach who's helped hundreds of small business owners take
dramatic steps in their businesses to get them to the next
level in business, revenues and life. She offers one-on-one
coaching, group coaching and do-it-yourself marketing
planning products. Go online now to get started with her
Free Report and Free Audio at
http://www.jumpstartyourmarketing.com !
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