10 Tips to Succeed at Old School Networking
Posted on July 10, 2013 by Abbie Widin, One of Thousands of Business Coaches on Noomii.
If you want to build your client list, then you better learn how to network effectively. Since Face-to-Face is the new black, start getting with it.
This article is for people who want to build their client list fast!
People do business with people they know and like.
It’s not 100% true (for example, I still bank with the same bank…), but it’s true enough that you should pay attention to it.
Let’s break it down a little.
People do business with people they know.
How many people know you? Would you have a bigger business if you were better known?
People do business with people they like.
Do you go out of your way to help your contacts? Are you a bridge (or a maven) that makes the world go that little bit smoother?
To make networking effective, you need to work at it. That’s why it’s called netWORKing, not netRELAXing. It’s not a matter of getting 1,000 business cards from other people that you met just once. That’s just pressing palms. It might work for a politician in a shopping centre, but that’s not how you’re going to do it.
You’re going to build strong relationships that are mutually beneficial with people that you like and can work with.
Where to go
1. Think about your ideal target client or customer. Where does he or she spend time? What associations are they part of? Is there an ethnic organisation? A business organisation? A sporting association? You’ll want to get out and about 2-3 times per week. Any more than that is going to be hard to maintain. Anything less than that, you might not be able to get your relationships going strong.
2. Choose events where you can build on-going relationships. A weekly meeting like a BNI chapter is highly recommended. Associations that meet only quarterly aren’t going to be enough. Chambers of commerce are fine, but you want to be sure that your target client is there. Meet up groups are springing up everywhere. Choose the ones and go there consistently.
3. Before you get there, practice your elevator speech. It’s all about who you are and what benefits you offer. Practice it again until you can say it in under 30seconds without hesitation.
What to do once you’re there
4. Once you’re in the door, you’ll have to remember that everyone in there was a stranger at one stage. Put your name badge on your right lapel and smile. Not a fake beam, but the type of smile that you give a friend that you’ve just seen unexpectedly.
5. If they don’t have a Greeter, introduce yourself to someone who looks safe. Even if you’re shy, you will need to meet people at networking events. You are there to meet people! So start by pretending it’s your party, and say “Hi, I don’t think we’ve met yet, my name is …. What’s your name?” They will thank you.
6. Talk about them. Be interested in them. You want them to know that you like them and you’re interested in what they have to say. Find out about their business, what motivates them to get up in the morning. Try to find out about their challenges with their business, and when it’s your turn to talk, if there’s a match, then be sure to talk about results you’ve had.
7. Keep circulating – Try to meet at least 5 people that you want to follow up with later. Arrange to give them a call to arrange a coffee. Remember, sell nothing! You are there to build relationships and get to know people.
After the event
8. Call the people you said you were going to call! It gives such a bad impression if you don’t. Be authentic, genuine and human. If you’re not, then it will shine through.
9. Meet up with them and learn more about their business. See what you can do to help them find their ideal clients (or whatever challenge they have). Maybe there are people that you can introduce them to. If you can build their network, they will think of you with fond and grateful thoughts.
10. When it’s your turn, be sure to give your short story, link it to your values and higher purpose. It gives a bigger impression. And talk about results that people have had with you. Use this one sentence “If we were to work together over the next 6 months, what difference would it make to you?” Let the other person create an image of what difference it would make. Don’t press it, but do stay connected over time. The hard sell rarely works, but visualising the difference does.
Most people know intuitively that those who are better connected are likely to have bigger and better businesses. If your business isn’t yet at the size you want, get out there and start connecting.
Good luck with it!
