With summer coming to a close and the kids back in school, we can all get back into our routines… and back to building our business through networking. Here are some ideas to help you make the most of your efforts.
Decide Where to Spend Your Time. Visit a number of networking events before you make a commitment to join. Speak with the people who are managing the networking group and be sure you understand the level of participation that is expected from each member. Determine your purpose for attending before you visit. Who do you intend to meet at this event? Are your best prospects for new business in this group? Who are the potential strategic partners in this group? Be sure to check out or "News and Events" link for local networking opportunities!
Focus on the purpose of the event. Networking events may resemble a cocktail party with great food and fun people, but don't get side tracked with the social aspects and lose sight of your purpose. Set a goal of how many new contacts you want to make at the event. Approach new people and introduce yourself. And, when you start your introduction, begin by first asking the person about his or her business.
Listen, Listen, Listen! When meeting someone new, the best thing you can do is listen to what he or she has to say. Ask pertinent questions and make sure you're really listening to the answers. This will give you an opportunity to let your new acquaintance know how you can solve the challenges he or she is facing.
Find Common Interests. Learning what you have in common with someone is an easy way to establish a successful rapport and gain your prospect’s trust. Where does the prospect live? How long have they been there? Do they have a family? Pets? What do they do for leisure? Are they members of any civic organizations?
Refrain From the Hard Sell. A networking event should not be a platform for a hard sell - talking about how great you are and your wonderful products or services. Instead, practice a soft-sell approach where you first find out about the other people in the room and their needs and then insert yourself into their solution.
Follow up. Be sure you take notes of your conversations with the people you meet while networking. Collect a business card from each person, of course, and use the information on the card to send a personal note. Include your card and a promotional item in the note, and a reminder of your conversation. If you have agreed to meet, confirm the time and place in your note, by phone, or email as soon as possible. Add this prospect to your contact list and social media connections so that you can continue to stay in touch.
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