Build relationships and you will build a fortune.....
Learning to network effectively is one of the keys to being successful in any given business. If you are amiable, a good listener and interested in other people, they will come back to you time and time again. I’m not suggesting you fake it – absolutely not – learning to take real time to be interested in other people will move your business forward more quickly than any other advertising. Why? Because people talk. Word of mouth is the most cost effective method of marketing, and if you left your customer/prospect feeling important they will recommend you.
Before we get too far ahead, please understand that I am sympathetic to those of you who are allergic to networking. I have heard all of the excuses and I realize that a certain per cent of people do not like the networking "thing". If that describes you, perhaps by the end of this article, you will reconsider your position.
Keep in mind that networking should be one component of your Marketing Plan just like business cards, website, advertising, direct mail, cold calling, articles, signage, newsletters, flyers, brochures, your customer base, voicemail messages, etc.
Consider this: it is said that the average person knows 250-300 people. Stop and consider that you are just a few introductions away from 60,000-90,000 people. What do you think of the networking "thing" now?
Instead of seeing networking as a means to find prospects, look at is as a way to just make friends. You may find its one of the most enjoyable parts of your business. All it takes is a minute shift in the way you perceive meeting people. Try to remember these points:
· People want you to say hello – they are a little nervous too, be the one who puts them at ease
· Let them talk. People love to talk about themselves so give them the chance to let rip and chatter – they will love you for it.
· Be fascinated. People are fascinating. When you smile at someone be aware of how great that makes you feel, well, chances are it’s made them feel pretty good too.
· You don’t need to be forceful. “Hi my name is ….. How are you today?” with a smile and an outstretched hand will get the ball rolling nicely.
· LISTEN to their response, then follow up with a “Wow, that’s great, so.. what do you do?” LISTEN to their response, then something along the lines of “that’s really interesting.. tell me more about that”… and they will.
· Before you know it, you’ve made a friend, who has friends, who have friends. Leave a positive, friendly impact – and all you need to do to achieve that is leave them feeling good about themselves.
· Don’t rush into a pitch about your business – you are making friends and building relationships. The business will come.
Effective networking is NOT:
- A short-term marketing strategy.
- About you.
- For handing out business cards unsolicited.
- About being interesting.
- About taking.
Effective networking IS:
- An opportunity to build relationships.
- About them.
- About being asked for your business card.
- About being interested.
- About giving
By embracing this ‘paradigm’ shift, your new primary objective when networking is to build relationships and build a network while being genuinely interested in helping the other person. Getting clients or customers immediately is no longer your goal. Your goal is to become the go-to person and expand your sphere of influence.
This is much easier if you are passionate about helping people achieve their dreams by actively connecting them with appropriate people, groups and organizations. Under the new paradigm, a great outcome of a networking encounter is that you never get an opportunity to tell the other person what you do. Sounds crazy doesn't it? Keep reading!
By giving, you are memorable in the eyes of your prospect when compared to everyone else who just wants to sell them something. You have created a friend. Never forget that people do business with people they like but they do more with people they trust.
A robust contact management system is the second component to becoming a master networker. Given that your new focus is on the other person, you must have a stout system that allows you to follow up with the people you meet. Regardless of what you use, the use of a system of some sort is non-negotiable. No point making a friend with someone you never speak to again!
You must have the discipline to follow up with the people you meet especially if you did not have an opportunity to introduce your business to them. In your system, record information about the person, their business and your conversation for future reference.
Execution is the third component of becoming a master networker.
I’ve created an acronym of how to execute the plan to become a Master Networker:
L.A.S.E.R.
- Listen to your prospect. Focus on them - - not yourself. Ask questions. Remember, the more you encourage someone to talk, the more they like you.
- Absorb the experience of meeting your prospect. Remember what they do and what they need? What makes them unique? Take notes, build a picture of them so you instantly remember them next time you speak.
- Support your prospects by connecting them to other people that can help them achieve their goals. Use the testimonials that are readily available for you, they are compiled for that purpose so use them!
- Establish a network of people already in the business and new prospects so you can create a connection between people for them to relate to. Again, use the testimonials on Gavin’s Testimonial page, get along to your local meetings and discover social networking meetings in your area – lots of people all looking to build relationships. Perfect.
- Receive referrals. If you build your network up over time, connect people to each other and pass meaningful referrals, what you get in return will far exceed your expectations. Enjoy your journey to becoming a Master Networker.
Happy Networking!
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