Seven Successful Secrets
Seven Secrets of Successful Networking ...
12/09/20071. Be There. You need to get out there and join a few organisations. I don't just mean networking groups: what about climbing clubs, golf clubs, photographic clubs, pub quiz teams, Rotary, church groups, your local Green group, your local council, the tiddlywinks league (there must be one)and charities. The list is endless. But remember, it's a long-term business strategy rather than a get-rich-quick approach.
2. Give to Get. Be generous in business. You only get out of any organisation what you put in. If you give free help and advice to other people they'll remember you and return the favour. Talking to strangers and making new contacts is crucial.
3. Look Good. You never get a second chance to make a first impression so dress as you would for your best customer. Rightly or wrongly we all make instant judgments about people we meet and 'experts' say that around 60 per cent of that judgment is based on how a person looks.
4. Be Interested rather than Interesting. People love good listeners so ask questions and find out more about the people you're meeting. You may find you have a strong common interest that could become the basis for future business. Why? Because we all prefer to do business with those with whom we have something in common. When it's your turn, tell people what you do rather than what you are. For example, you're not an accountant.......no, you're a business alchemist who turns the base metal of business into burnished gold! And try to explain what you do by telling succinct stories that illustrate how you help your customers. People remember good storytellers.
5. Come Tooled Up. I'm constantly amazed by business people who turn up at networking events without any business cards. Business cards are the most basic tool of networking - something contacts can put into their card file or data base when they return to the office. But remember, business cards are a tool, not a design statement. I like cards that have clear contact details and plenty of white space so that I can note down where I met the person and some points about their business.
6. You're Only Selling Yourself. Many business and professional people still think that networking is all about talking non-stop about your business. It isn't. Contacts will always decide first if they buy into you. If they do, business may follow. Small talk comes before big business - but try to avoid topics like sex, religion and politics. And remember, you're not necessarily selling directly to them but training them as a sales force so they'll talk to other people about you.
7. Follow Up, Keep In Touch. This phrase makes an interesting acronym so you won't forget it! Don't harass contacts by phone or email after a meeting - but a short email saying how good it was to meet them and perhaps asking if you can meet again can be very effective.
Good networkers never make assumptions, never exclude or reject anyone and are always respectful. It's all about making contacts and finding common ground.
Eight years ago I gave a free seminar at a business networking event about making the most of the media. Afterwards, a stranger in the audience thanked me and invited me to meet some business friends. So far that meeting has produced - directly and indirectly - business worth around £200,000. Now that's networking! All it's really about is simply talking to people.
