| 1/ The #1 success of Networking is to | | | | networking meeting. The buying will come later on.6/ |
| show-up.When you join a group or an organization, it | | | | Meet people, make connections, ask about their |
| is very important that you commit to the group, and | | | | business or services. Be curious, ask about |
| attend the meetings on a regular basis. Weekly or | | | | them.People love to talk about themselves, so ask |
| monthly depending on the group you choose.In order | | | | questions and more importantly, listen to their |
| to build relationships with other members, they need | | | | answers. Use those answers to see how you can |
| to meet you more than once and you need to meet | | | | help them, how you can assist them, what resources |
| them more than once. The more times you attend | | | | you can share with them...And, as I mentioned earlier, |
| the meetings, the more you will get results you will | | | | this will always come back to you. People you meet |
| achieve. At each meeting, you will learn a little more | | | | will also be able to help you, give you referrals and |
| about them and their business, and they will learn | | | | resources, even if is it not today, the time will |
| more about you. The more they see you, the more | | | | come.7/ Be a problem solver.People will be more |
| they know about you, the more they trust you, the | | | | interested in you if you tell them how you can solve |
| more referrals they will give you.2/ Always arrive | | | | their problems and challenges instead of just telling |
| prepared.Conduct some research before you decide | | | | them your story. Blah, blah, blah. Stand out from the |
| to attend an event to know what kind of people will | | | | crowd. Over the long run, you'll win all the business |
| be attending. Are they in your target market, will you | | | | you desire.8/ Go to people; don't wait for them to |
| face a lot of competitors or do you have a clear | | | | come to you.Some people are very shy, and they will |
| way to stand out from the crowd?Spend some time | | | | be happy if you make the first move. Remember, |
| on the website of the group that organized the | | | | people attend networking meetings to meet other |
| event to learn about them. Do they specialize in a | | | | people and expand their circle of contacts. Help them |
| specific industry? Does the group focus on small and | | | | ; make it easier for others to meet you.9/ Go to |
| intimate events? Or do they pack the room with | | | | events with a friend, colleague, or client, and |
| hundreds of people?Sometimes I have people who | | | | introduce people to each other.You will be considered |
| come to my events, and are surprised to see only 12 | | | | a "PRO Networker." People will think that you know |
| to 15 people, but it is mentioned on the website that | | | | almost everybody, and as a result other people will |
| is what makes Biba4Network and our meetings | | | | come to speak with you. This tactic puts you in the |
| different from other groups' meetings and programs. | | | | center of the group and brings people to you.10/ |
| On our home page we mention : "Because | | | | Give a professional image.Maintain a brochure and/or |
| networking is more than just shaking hands and | | | | a website. Some people will probably want to learn |
| collecting business cards, most of our events are | | | | more about your business later, so give them the |
| limited to 15 people, to drive better results. There's | | | | opportunity to get the information they are looking |
| more time to introduce yourself and your business to | | | | for in a format they can digest and on their own |
| the group, more time to get to know each other, so | | | | timetable. Make it easy for people to get to know |
| more time to get business." So if they had taken a | | | | you.I get very frustrated when I meet someone and |
| look at the website first, they would have known | | | | can't understand what they do. Sometimes the |
| our style and wouldn't have been surprised or | | | | reason is that we met only for a few seconds and |
| disappointed.When you go to an event, it is also very | | | | other times because they were not very clear when |
| important to have one or two important goals in | | | | they described their business or because I just didn't |
| mind. Are you looking for leads, partners, new clients, | | | | understand. Remember English is not my first |
| services? You will not approach people the same | | | | language, so sometimes I can get "lost in translation." |
| way, and you want to be sure to send the right | | | | When I return home and want to look at their |
| message and use your time wisely.3/ Never leave | | | | website to learn more about them, I notice that they |
| home without your business cards.Wherever you | | | | don't have a website. If you don't have a website |
| go-to a networking event, to the dentist, to the | | | | now, put this task high on your to-do list. In the |
| movies, to a party, always bring business cards with | | | | meantime, at least create a brochure. |
| you. You never know where you will meet an | | | | Personally, I don't like brochures. I realized that a |
| interesting new contact, and you don't want to miss | | | | brochure wasn't the best medium for my business. I |
| the opportunity to exchange cards. Writing your | | | | use postcards instead. Postcards are relatively small, |
| telephone number or email address on a piece of | | | | more eye catching than a brochure and easier for |
| paper or a napkin, doesn't look very | | | | people to read quickly. Postcards send your message |
| professional.Always carry a pen, or some people will | | | | immediately.I increased by 20% the number of |
| prefer a PDA, to take notes on the back of the | | | | members as soon as I started using postcards. It is |
| cards you receive-something you would like to | | | | an intro to learn more and to invite people to visit |
| remember about the person, something they said, | | | | my website.I don't like to receive brochures either, |
| and something you promise to send them.Use your | | | | because they take up too much room, and I don't |
| business card as a marketing tool to help you stand | | | | know what to do with the paper once I get home. I |
| out from the crowd. | | | | already have hundreds of business cards in my |
| Don't put only your name and address, but add your | | | | organizer; that is enough. |
| logo. I know it may sound obvious but many | | | | But this is my personal opinion. For some industries |
| professionals don't have a logo at least on their card. | | | | brochures work very well.11/ Project the right image, |
| Add your website address, so people can check it | | | | make the right impression, and create the right |
| later to learn more about your business. Add your | | | | impact.What makes you unique? Every person I have |
| tagline which explains your business in one line; if you | | | | ever met is different from all the other people I |
| don't have a tagline or slogan, it is time to think | | | | know. Everyone is unique in one way or another. This |
| about it.Let's say you are a coach or a financial | | | | carries over into the business you create. When you |
| advisor, no doubt, you have a lot of competition. | | | | display your individualism- your best traits- you will |
| What makes you unique and special? When people | | | | stand out from the crowd. When you are proactive, |
| see your card, they will probably say, "Oh, another | | | | you will meet many new people, and you will ensure |
| one!" but if you mentioned your specialties on your | | | | that others remember who you are.12/ In the 24 to |
| card, it will make a difference immediately.Take my | | | | 48 hours after an event, send a 'thank you' note or |
| business card as an example. Very often, when | | | | email to your new contacts.Thank them for their |
| people receive it, even before they read it, they say | | | | time and reintroduce yourself in a few lines. They |
| "Nice card". First, because of the quality of the paper, | | | | probably met many people during the event and your |
| very thick, glossy, you can see that I didn't print the | | | | business card cannot say everything about you, |
| card myself with my printer. It is very colorful and | | | | especially if you had a meaningful conversation with |
| matches my website. The card mentions "Seminars, | | | | the person. So, it's worthwhile to reinforce your |
| Workshops & Networking" which explains exactly | | | | introduction and reestablish that connection.Give them |
| what I do, and my tagline "Build Your Business While | | | | the link to your website, so they can learn more |
| You Build Friendships" which is the purpose of the | | | | about you and your business. Tell them about your |
| networking meetings that I organize to help people | | | | newsletter if you have one, and invite them to |
| build relationships to grow their business through | | | | subscribe. That will be the best way to stay in touch |
| networking.You can also use the back of your card, | | | | on a regular basis, so they will always know what |
| to provide more details about your business.Use bullet | | | | you are up to. Hopefully, they will forward your |
| points to emphasize the purpose of your products | | | | publication to others and this will expand your |
| and services. Show how you can be a problem solver | | | | network further.13/ Follow-up, follow-up, |
| to others, to make sure that they will call you the | | | | follow-up.Schedule follow-up meetings with people |
| next day.A business card is a "space ad". When you | | | | you had a good connection with, or if you think that |
| pay for an ad in a newspaper you pay a lot of | | | | you can help each other. Put an organization and a |
| money so you try to use all the space, to get the | | | | follow-up system in place; don't become |
| most benefit. Do the same with your business card; | | | | overwhelmed with all your business cards, be |
| use the most space available.4/ Have an effective 15 | | | | organized; put your cards in a binder, for example a |
| to 30 second elevator pitch.We talked about this | | | | business card file or portfolio. Or, use a database |
| earlier in the book, but this is one of the keys to | | | | system like ACT(R) or Microsoft(R) Outlook (R).Send |
| successful networking. Remember to introduce | | | | follow-up emails; contact your new contacts on a |
| yourself, and tell them the old adage "What's in it for | | | | regular basis; again sending your newsletter is often |
| me" or more accurately, "what's in it for them." Learn | | | | the ideal way to stay in touch. Develop your A, B, C |
| how to "sell" yourself before you sell your services | | | | lists to know how often you should contact people |
| and products. People want to learn about you - what | | | | and reconnect with them. Follow up as soon as |
| you're about, what you can do before they make a | | | | possible, when someone gives you a referral. Your |
| purchase or consider referring you to one of their | | | | contact took the time to give you a referral, so don't |
| valuable contacts.When you tell others about your | | | | spoil it; contact the referral source to thank them |
| business, be passionate, energized and energetic. | | | | and then let them know how your interaction went. |
| Personalize your story so that your new contacts | | | | If the association works well, they will be glad to be |
| can picture themselves as part of your story. This will | | | | part of the success and more than happy to give |
| help them become a part of your mission.Then once | | | | you more contacts in the future. Volunteer to give |
| they know you and trust you, they will either buy | | | | them contacts in return.14/ Look at the big picture - |
| your services or if they don't need what you offer; | | | | Create partnerships.Instead of looking for a potential |
| they will [hopefully] refer you to someone else. They | | | | client, and working with people one at a time, look |
| will actually do the selling for you. If they trust you, | | | | for other professionals with whom you can create |
| this trust will appear in the message they send to | | | | partnerships.Look for others to cross-promote your |
| others.When a friend tells you how much they loved | | | | business. Entrepreneurs who have businesses that |
| a book, a restaurant or a product, they put such | | | | complement yours, but who are not competitors. |
| passion in their message that most of the time, you | | | | Someone who has the same or similar target market |
| will buy the book or the product because you want | | | | as you. So if you cross-promote each other, instead |
| to have the same feeling. Do you personally know | | | | of having access to one potential prospect at a time, |
| the author of the book? No, but you buy it anyway. | | | | you will have access to their entire mailing list, 100s or |
| So your friend did the selling, not the author. Do you | | | | 1000s of people, who are your exact target.Organize |
| see what I mean?Clearly introduce yourself, in 15 to | | | | events together: seminars, workshops, teleclasses. |
| 30 seconds, so people will understand exactly what | | | | You will get more exposure in less time.15/ Do it |
| you do; that will help you attract your target market | | | | again and again.You will see how networking will |
| and you will not lose potential clients.Don't have only | | | | expand your contacts and will definitely help you |
| one elevator pitch but 3 or 4, to be able to adapt | | | | grow your business.(c) 2006 Biba F. PédronBiba |
| your message depending of your audience.5/ DO | | | | F. Pédron, marketing consultant, is the founder |
| NOT SELL.I said it before, but I will repeat the point | | | | of Biba4Network, that specializes in Networking for |
| again; DO NOT SELL. Networking events are not | | | | small business owners in the greater New York Area; |
| places to sell. Do not give a sales pitch. Just introduce | | | | and Focus on Career, that helps solo entrepreneurs |
| yourself, who you are, what you do, how you can | | | | start and grow their businesses. |
| help people. You attend these meetings and | | | | Biba is the author of "Start Your Dream Business |
| gatherings to get contacts and build relationships, not | | | | Today! The Proven 11 Steps to Start and Grow Your |
| to sell. That is the ONE AND ONLY purpose of a | | | | Own Business". |