May 2010
Network like a pro Good networking makes for good business practice. Whether online or face to face, the more people you know, the better your prospects. And the more contacts you make, the fuller your call sheet and pipeline. But HOW exactly do you go about networking? How do you go about meeting the ‘right’ people? Follow the SALESGURU recipe for success and watch your list of prospects grow! Meeting people 1. Dress for success. Put your best foot forward and look the part. Your clothes should be appropriate for the occasion, the industry and the season. 2. Greet with a firm handshake. Shake firmly, but not too hard. No one wants to shake hands with a vice grip or a wet fish. 3. Make eye contact. If you look into someone`s eyes for 5 seconds, it will register strongly with them. Don`t talk and glance around the room at the same time – it’s rude. Pay attention to the other person. 4. Listen when the other person is talking. 5. Smile. You want to come across as a nice and relaxed person and someone who would be good to do business with. 6. Only NOW do you tell the person you’ve just met what it is you do. And by now you should have an elevator type pitch ready and waiting. This is the 30 second sound bite that tells the other person a little about you, your background and what you`re looking for. 7. Give them your business card (and if you didn’t take any business cards to the networking event then you’re just being stupid). The one-on-one Networking is all about the one-on-one interaction with potential customers. Make sure you get the most out of the time spent. 1. Confidence is key! Don`t be afraid to approach people. Often, executives will appreciate you breaking the ice. This part of the process gets easier the more events you attend. 2. Be strategic about who you speak to. Make a point of talking to a few people you have never met before. It`s pointless speaking to only people you know, or those who will never bring you business or need your service. 3. Do as much listening as talking. By being genuinely interested in what the other person has to say, you`ll be able to ask thoughtful questions. In this way, you build relationships that could bear fruit over time. 4. You don’t have to speak to everyone in the room. A few meaningful interactions are better than having many forgettable conversations. Working the network 1. Don`t forget to follow up. If you`ve made some good contacts, follow up quickly. Even just dropping an e-mail to say you enjoyed meeting them will put you on their radar for doing business in the future. 2. Stay in touch with people you like and respect even if they can`t help you immediately. You don`t want to go to someone only when you are desperate. 3. Keep each other updated on what you`re doing. It could result in working opportunities or viable business leads. Keep the conversation between you open – and tag emails with follow ups if you have to. 4. If your networking buddy gives you a lead, follow up on it as soon as possible, no matter how minor it might seem. You don’t come across free referrals often – use it! 5. The more you can deepen intimacy in a professional relationship, the more that person will want to help you, and the more you’ll want to help them. Deep reciprocity is an unstoppable force that can transform your career and your life. How do you do it? a. Arouse them – not sexually. Arouse their interest through exercise, adventure and experience. Take them on a helicopter ride, take them on a rollercoaster ride, do something fun together and you’ll be amazed at how quickly you bond. b. Stay close. If you know one of your networking contacts is going to another speaker or business event, go too. If you can’t be there physically, then connecting with them via social media is the next best thing. Then you’ve got something to talk about the next time you’re face to face. Network across the globe BNI is a global networking web of professionals. It has a huge membership (some 122 468 members) in 42 countries, and represents a wide variety of people from all industries. The aim of this organisation is to share business and leads via the BNI network; the philosophy dictates that by giving business to others, you get business in return. Basically, it’s all about cultivating professional relationships for the mutual benefit of all parties. To join a local chapter, visit www.bni.co.za. Meet the right people If you want to meet like minded professionals, then joining the Business Network – with units in Cape Town and Gauteng – is a good idea. The group offers monthly morning meetings across Joburg and Cape Town, with a view to connecting people and their businesses over light breakfast. Each meeting is an opportunity to communicate and to share lessons learnt and contacts gained in the business world. To find a unit near you, visit www.businessnetwork.co.za. What about hosting your own event? So what’s the best way of building a new set of relationships, quickly? Plopping people in a room with cocktails is a good choice, but if you want to create bonds that turn acquaintances into friends (and people you’ll do business with and for), you might instead consider giving new contacts a shared experience. What about a game of action cricket, or volleyball? What about arranging a river clean up, or a day at a children’s home? Got an unusual hobby or skill, like magic or pool? Maybe you could host a class! If you can’t instruct yourself, maybe you can bring in someone else to teach it.