From Kim T. Gordon
One of the country’s leading experts on the small-business market, Kim T. Gordon knows what it takes to succeed in your own business. As an author, marketing expert and speaker, she has helped millions of entrepreneurs.
Kim T. Gordon, marketing expert and author of Maximum Marketing, Minimum Dollars: The Top 50 Ways to Grow Your Small Business, leads you through 12 strategies for maximizing your networking efforts.
1. Choose Quality Over Quantity
Be extremely selective when it comes to choosing networking opportunities.
Place a high value on your time
Look for groups with qualified prospects
Attend meetings before joining
Narrow your choices to a select few
2. Focus Your Message
Craft an introduction that helps people you meet remember who you are and what you do.
Avoid ho-hum introductions
Help people remember you
Describe what you do in a single sentence
Include an intriguing benefit
3. Find Common Interests
Sharing mutual passions, interests, and issues with networking prospects creates a foundation on which to build.
Passion is contagious
Choose venues or issues that move you
Bond as a team
Friendship and trust lead to business relationships
4. Step Out of Your Circle
Meeting new people means making new connections and uncovering fresh opportunities.
Move naturally and comfortably around the room
Communicate positive body language
Relax and focus on individuals
Don't get hung up with one or two people
5. Ask Questions
Instead of delivering a "pitch," focus on others by asking questions.
Resist the temptation to "sell"
Successful networkers converse, not pitch
Prepare conversation-starters in advance
Uncover ways to assist others
6. Take Visible Roles
Volunteer for visible roles at networking functions -- you'll stand out from the crowd and meet more people.
Attending meetings isn't enough
Work side-by-side toward a common goal
Stand out from the crowd
Be someone others remember, know, and trust
7. Help Others Achieve Goals
The golden rule of successful networking is that you must "give a little to get a little."
Give in order to receive
If you work hard to help others -- they'll do the same for you
8. Ask for Business Cards
Business cards you collect at networking functions help you solidify links to new acquaintances and
future customers.
Remember names more easily
Connect names with faces
Use cards for proper follow-up
9. Build a Contact Database
A prospect database is key to managing your sales and
marketing program.
Build an ongoing sales and marketing program
Focus on qualified individuals
Look beyond the ordinary details
Include fields for birthdays, hobbies, commonalities
10. Decide on a Next Step
Now that you've met, it's a smart idea to decide what your next step together will be.
Once rapport is established, think ahead
Propose a meeting, meal, or call
"Close" for the next step to take together
11. Follow Through
You must follow up with prospects met through networking to keep your new relationships moving forward.
Follow up your first encounters
Take action in 24 hours
Alternate between sales and marketing tactics
12. Expect Results to Take Time
It takes time and patience before you can expect to see results from your networking efforts.
Set long-term sales goals
Be persistent -- and patient
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