This article is written especially for entrepreneurs and small business owners and anyone who needs to meet lots of people and build relationships to promote and grow their business.
I built my marketing consulting business through an extensive network and here are my 13 networking secrets to get the most out of your money and time …
1. Research events
Be sure to research the networking events you want to attend before attending them so you don’t waste time on events or meetings that don’t have your target market available at them. To find local events in your area, first look for all the chambers of commerce in your area, there may be many of them and any specialized associations or organizations that pertain to your business or target market. Then locate all the large venues in your area, meeting rooms, convention centers, concert halls, and anywhere an event can be held, they most likely have a website with an event calendar. Finally, read and go online to look for events in your local newspaper on your business calendar or in the main section, within trade publications and social magazines (in addition to watching television and listening to radio programs that will promote events, these are generally promoted very 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. Request a name plate that you can wear to all events and even running errands, you never know where you will meet a potential customer! Of course, it’s also important to make sure you use your logo, company colors, and a good descriptive title below your name on your branding logo, plus it adds credibility and professionalism.
3. Keep supplies close at hand
Make sure you always have all your sales flyers, brochures and business cards in your car at all times, keeping them up to date and never out of stock; you never know when you will be able to display or distribute them at an event or meeting.
4. Your commercial
Practice your 10-second, 30-second, and 60-second commercials because most events and meetings will ask for announcements of different lengths if you have a chance to stand up and say who you are and what you do. The 10-second commercial is for an informal one-on-one conversation or quick introduction, and the 30- or 60-second ones are for opportunities to stand up. Stick to your name, your company name, and a one-sentence description of what you do and / or a question to get people thinking. Then be sure to mention your website and some kind of call to action.
5. Calendar
Always arrive at meetings and events a few minutes early and be prepared to stay up late and meet those people you don’t know yet, meet and meet EVERYONE! Also, you must attend a function for the purpose of networking (which is why it is important to research what events), not for a specific speaker (unless it is aimed solely at self-improvement); if the speaker turns out to be good, that’s a bonus! It’s tempting to hang out with the same people, however, you should continually keep an eye out for people you don’t know and go up and introduce yourself to them.
6. Go with a goal
If you are shy or afraid to go to an event alone or to network with a group of strangers, you will want to go with a goal. First, 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? Let’s say you want to meet 10 people, then be sure to introduce yourself and order business cards from 10 people.
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 handshake and eye contact before attending events to ensure that you have a firm, not flabby or half-grasped handshake and that you are constantly looking into the eyes of the person you are speaking with rather than look around the room for the next person. talk to. For best results, act like you’re genuinely interested in each person you talk to, ask relevant questions to get to know them better, and steer the conversation so you can walk away quickly while still showing that you’re interested.
8. Passing card No No
Never “lead” with a card when entering a room or circle of people, “put down” the card, or wait until someone asks for your card. Don’t assume that everyone wants your card. If they don’t want it, they won’t do anything with it anyway, so why waste it on them? It is more important that you get your card because you want to create 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 yours; They will appreciate it more and possibly think of you more, since you took the time to follow up.
9. Build relationships
Your goal of networking should be to build a good relationship and lasting relationships with the people you know, it should not be SELL, SELL, SELL; that’s a big detour. Don’t expect people to use your services the first time they meet you; If they do, great, but don’t depend on it. Most likely, it will take 5-7 meetings before people approach you, so prepare to network in certain organizations of your choice for some time, test each one for at least 6-12 months or one year of membership. Remember, however, that you will get from a membership what you put into it, so if you are not active or do not attend many functions, you will not find enough people to achieve your desired ‘expert’ or ‘top of consciousness’ status. the mind ‘.
10. Help others
Another main reason for your networking should be to give; Give referrals to other people you know, give free ‘expert’ advice on what you know, give business or practice tips, make connections between people who need to do business with each other, even if it 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 deals that you might expect.
11. Don’t “function dump”
Feature dumping occurs when you are talking to people and you proceed to list all your services, benefits, features, and everything related to you and your business when perhaps no one asked you. The ideal is to know what the other person wants and needs by asking questions and having them tell you. Your needs and wants may or may not have something to do with your business. If they need your services or products, of course after LISTENING to what they need, you can respond with the solution to that need (NOT EVERYTHING, only that need).
12. Take notes
When you order someone’s business card and talk to them briefly, remember something unique about them or their conversation or something you need to follow up on and write a note on the back of your card. You can do this right there or wait until you get to your car. I also suggest writing on the back of each card where you found them, use an acronym if necessary. 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 are not following up, you have wasted your time and money attending the event. Follow up with each person within 48 hours. Call prospects and email them or send them information on how you can help them (assuming they have told you what they need / want from you). Call, email and / or send a note to the warm prospects or referral sources and email or send a note to the cooler ones or those you are still unsure about.
If you have an email newsletter, be very careful NOT to add anyone you know to your list; They must choose to participate in person when you meet them (you can write a note about adding them to your email on the back of your card) or you can send them a follow-up email informing them of your newsletter and offer to sign them. register or reply if they want to subscribe.
I hope these tips have helped you now GET OUT TO NETWORK!