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In the last post, you were provided a number of ways you could make yourself really memorable; today will be a collective of more pragmatic tips just to keep the essentials of successfully networking fresh in your mind as you schedule time to attend events throughout the month.
- The first is that you are “authentic!” Being a great net worker doesn’t’ require that you are brilliant or fast-talking. You do, however, have to be willing to put yourself out there and share yourself with the world. Think about what you do comfortably and do with a higher skill level than many others and share that! Are you a whiz at writing articles, blogging or crafting training presentations? Find a way that you can bring that information into your conversations – naturally and authentically and your enthusiasm will carry you through.
- Follow-up. It is one of the most essential business development skills you can acquire. Maintaining a steady, natural flow of following up is the one way you can increase your business by up to 80% without spending additional marketing dollars. It is possible to set up a series of contacts that cost you very little, and will leave a good impression. The night after you have met, send a quick email acknowledging the connection. A few days later, take time for a short phone call, just to say, “Hello, it was great to meet you and wanted to say I’d like to meet for lunch some time.” And finally, a week or so after that – break out the note cards and spend that half dollar on a stamp and send a handwritten note. In today’s fast-paced, economically crunched environment, it is a follow-up that is being forgotten and overlooked. You can stand out from the crowd by taking time to add that third contact- one that has to be touched and opened, one that cements your name and one that reflects you are willing to go the extra mile and are sincere about building relationships.
- Take notes and remember the details of your conversations. I have one client who increased her business by 38% by doing nothing different in her marketing other than sending one hand written card a day! During her networking, she focused on the other person entirely, asking a lot of open-ended questions that she could draw on to feed comments in her follow-up – especially for her card-writing. She “remembered” the little things, and that went a long way in building relationships.
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Using your connections in social media is also a form of networking – not only do you add those “friends” you meet at networking events, you can stay connected and passively communicate by the daily posts you make which show the many facets of “you!” Those little comments, when leveraged appropriately, not only expand your network – but serve to reveal your level of expertise.
- Remember how shy and uncomfortable you have felt at networking events, and recall how you felt when someone was kind enough to come over and engage you in a quiet conversation. What you probably really remembered was the kindness of that gesture. Pass it on! The next time you go to an event – look for that person who is clearly at their first networking event, and show them the ropes. Once you have talked with them and found a little about who they are and what they do – take a few minutes and introduce them to others whom you may already know from previous events. Not only are you helping them break the ice, you get a chance to reveal a generous side of yourself to the people you are introducing them to!
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Keep moving! I have a dear, dear friend who recently found herself immobilized and unable to break through a tough time in her life. This happens to us both personally and professionally – and the best thought I can offer is to stay out there – keep moving. Get out from behind the desk where you are engaging in totally non-productive activities. Extend yourself for networking events, breakfasts, lunches, and short coffee breaks. Invite them to your home or office for a cup of Jan’s healthy Gano Coffee! Fill up your calendar with activities that get you energized and in the company of others who are currently thriving in life. Not only is that energy contagious – when you are making connections, it is highly likely you are also drawing in new business.
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Networking and follow-up are topics I could start writing about at 6 AM and just creatively flow with for hours on end – finding the sun had gone down and I hadn’t noticed. I do, however, know that you can’t and won’t read for that long, so I will just leave you with these six little suggestions and ask you to take at least one of them and implement it this week. Make it a part of your marketing practices and I guarantee you will experience a positive shift in the connections you make, and the number of clients who will, in the short term, warm to using your services.
Guest author: Anna Weber 4-Dimensional Success Always… encouraging you to engage in positive, life-altering activities that will provide you with long-term, sustainable benefit.
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Entrepreneurs will never be as successful as they have the potential to be until they develop good networking skills. It is the continuing strength of ongoing relationships between the Enterpreneur, as the person, and customers that drives sales. In a nutshell… is whether you are being remembered that counts!
I am sure that you have attended any number of networking events, collected a plethora of business cards and the next day, as you prepare to do a little follow up, you can’t even put a face to the name on the card, much less really remember what it is they do, or how you can help them with your services. You don’t want to be THAT person on the other end of this preverbial stick… let’s cover a few tips that will keep you “front of mind” for people you meet along the way.
Leaving a good first impression…
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What are some of the things that help you remember others? Is it the way they are dressed? Most of the time impeccable grooming leaves a good first impression. Is it an attractive piece of jewelry or an unusual business card? I have a friend who gives away a copy of her recently published book to a select few people with whom she wants to connect… explaining to them it is her “Big business card!” Men can take advantage of wearing a tie that catches everyone’s attention… keeping in mind that they may have “some splaining to do, Lucy!”
Be engaging…
How many times have you visited with a connection at a networking event and felt like their minds were in outer Mongolia? People want to know they matter! It is an easy impression to leave if you listen attentively, respond appropriately, and maintain enough eye contact that it is clearly evident you are interested in what the person is saying. If you don’t want to be in this person’s energy… politely excuse yourself; if you do want to make a serious connection… engage with them.
Be appropriately inquisitive…
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Unfortunately, there is a significant difference between being nosey and being interested and great networking skills are reflected in the kind of questions you ask. Don’t ask the kind of questions that can be answered yes or no – ask instead open-ended questions that help you understand more about the other person’s mastery of their industry. You might want to inquire how they decided to pursue that particular career, or what they enjoy most about working with their customers. Another important aspect is being authentic and natural in the kind of questions you do ask… people will sense if you are genuinely interested in knowing the answers to your queries!
Keep your own answers short…
Remember the person you are speaking with has it in mind to visit with a number of people throughout the evening and may be offended if you give them your lifestory in one setting. Not only that, but the human capacity to remember is best with short, memorable statements. If you have someone who is “collecting” information make sure you at least get in your name, the name of your company and the industry you represent, your product, and if essential – your location.
Obviously, you don’t want to just “rattle off” these keypoints, but find a way to make it memorable. Is there some story behind what you named your company? Is there an interesting tale behind your own name, or perhaps some event that happened near where your company is located that would help you let them know your geographic location without saying, “My office is located at 44th and Brown.” Of these five points, people will traditionally remember three of them! What might stick in their minds is John, the Coach from Tupelo!
Join in on the conversation…
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When you listen at the level of being appropriately attentive, it is easier to make a memorable statement, rather than just offering small talk. One great way to be remembered is if you recognize a problem that you can solve, lead out with a question, “Have you ever considered….?” and fill in the gap by sharing a possible solution. Not only will your input be appreciated, but you will give a small idea of your knowledge and spirit of generosity – both things that will make you more memorable than most other people.
We have all heard about branding as a part of marketing; far too many people think that is limited to marketing collateral. It is not! You, and the experience you give others is a big part of that branding. What impression will you leave on people so that they feel good about having connected with you?
One last tip which I probably comment on in every thing I write about networking – keep in mind that you do not attend networking events to sell, you are strictly there to make connections. Make sure these connections are favorable and memorable.
I hope these tips will make a difference in your next networking event. If they seem overwhelming… pick the one you feel most comfortable with and try it on for size. I can pretty much promise you it will make a significant difference in your own networking experience and that of the people with whom you connect.
If you want more information about networking, just check out more of my blog posts, or scoot over to my website and check out the Networking Resources there.
Jan Vitale, building a virtual corporation – one networking event at a time. Vital Enterprises, LLC
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According to CNNMoney.com Google may have taken on Facebook – looking to take the lead in social networking! The strange acquisition of smaller social makers over a broad sector made no obvious sense -was Google buying into a unique, robust technology or looking to tap into the minds of brilliant engineers who have social network experience?
Google revealed it’s efforts at a recent conference here in Arizona – sharing its plans to offer not another social networking platform, but tools intended to enhance already existing products and applications. Playing to its growing strengths, the company will be expanding on current offerings rather than risking the potential of losing big to a healthier competitor in the Social Networking environment.
What does this mean to your social networking activities? Primarily, the new Google “tools” are noted to have a positive impact your ability to find, communicate and discuss vital information with others. Google’s new tools and new 
applications will most likely maximize your efficiency in doing what you have already been doing… with the Google interfaces outperforming those of Facebook. The company needs to stay in the game, supporting a business model that is reliant on traffic directing ad sales.
At the end of the day, as business owners we probably need to take heed of the recognition that Google just made… we have to step up to the plate by providing a certain element of “social” structure around our own products and services in order to maintain our relevancy in the market. How does that look to you?
Are you up to date with your Social Networking skills? Are you playing with the latest bells and whistles? Have you assessed, as did Google, how you might lose the competitive game if you don’t embrace the reality of integrating Social Networking into your marketing efforts? I encourage you to stay in the know, keep up to date on the Social Networking tools being made available by these large competitors… and allow your business to grow because of Google taking up the gauntlet in the crazy world of Social Networking!
Jan Vitale, building relationships one Social Networking activity at a time! Vital Enterprises, LLCEmbrace all possibilities – all opportunities…
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This has been an interesting and rewarding series of posts; I hope I have shaken up your thinking and provided a few new thoughts that will stick in your mind as you are out in what you might previously have viewed as a jungle! Does it seem a bit more friendly? Do you have a tad less angst about the process? Today, I am going to ask you to push the edges of your comfort zone at another level… never pass on an opportunity to make a long-term connection! Take an assertive position and make it happen – for you and for all the potential it promises.
Know no regrets…
What I am asking you to do is to shift your thinking from one of making that connection somewhere in life and not following through with getting enough information that you can re-connect. How many times have you visited with someone at an airport, in line at the store, or even at some sports event or concert – only to leave, thinking what a nice connection that was, but making absolutely no attempt to ask for any contact information?
I heard a story once about former PR professional Joe Martin having a perfectly wonderful, unexpected opportunity to visit with NBA star, David Robinson, and did nothing to make himself memorable, nor give himself the privilege of following up with him. Joe simply didn’t think to ask – and based on how many times he recounted the story, something he forever regretted!
Step into your place of courage…
James Malinchak also shares a story of having met the actor, Dennis Hopper, at a social event and mustered the courage to stop and visit with him over supper. Unlike Joe Martin, however, James also stepped up with another show of courage and asked Dennis Hopper for his contact information so that they might reconnect. He was surprised at how easy it was to walk away, having exchanged their information on napkins!
If you don’t ask – you don’t get…
Both of these stories remind me of a statement I must have heard a thousand times from my Mother: “You will never know if you don’t ask; and you always have a 50/50 chance of a yes!” Add to that the age old philosophy of nothing ventured/ nothing gained and there you have it… Go for it – step right up and ask for the connections you want in life.
Create a formula/phrase that you can count on to work…
The process doesn’t have to be painful or uncomfortable, all you have to do is to craft a little “formula/ phrase” you can practice and use over and over again that will get you exactly what you want… contact information of someone you want to build a relationship with! My formula is as follows:
“Gosh, the time has just flown, Ted. I had such a great time visiting with you and surprised at how many things we have in common! I really like building new friendships – how about exchanging information so that we can stay in touch?”
This may be a bit uncomfortable the first three or four times you say it, but as you refine the message, and express it authentically at the end of a truly great conversation with someone, you will find that your request is equally authentic.
Action Step:
Make a concentrated effort, first – to design your own “formula/phrase” and then… use it on the next three to four people you meet. After the meeting, and having made the request, take a few minutes to embrace exactly what transpired.
- How did you feel in making the request?
- How did the person respond to you?
- Were you more excited about the outcome than nervous?
- Do you feel there is something you can modify to make it more natural… more authentic?
By the way, I have really enjoyed spending time sharing this series of messages with you! It is obvious that we both share a genuine interest in the power of networking, and since I enjoy building friendships with like-minded people, perhaps you would like to email me at Jan-Vitale@cox.net and connect with your next “future friend!”
Jan Vitale, building my business, one relationship at a time
connections, contact information, David Robinson, Dennis Hopper, James Mailnchak, Jan Vitale, Joe Martin, Networking, Vital Enterprises
The Eight Second Ride…
I was raised in Wyoming where they have a lot of… yes, you guessed it – Rodeos! Every summer they have the fair and all the associated events, including the rodeo – about which my friends have recently been making a lot of Facebook posts.
Walking the Shiatsu this morning, wondering why it took her so long to get through her daily, I started thinking about time management and how important each second is…
Then my mind drifted to the eight seconds that are allowed for those brave cowboys to make one of the toughest rides in the world; a qualified professional bull ride. Can you imagine how strong, focused and compelling they must be in order to make that ride successful?
Thoughts then flowed to some of the reading I’ve been doing lately about the brain, finding that eight seconds is also the maximum amount of time the “average” person can fully focus on something and not lose his concentration…
More mind drifting – to what it must take, when we are communicating with someone else, to deliver a message that is strong, focused and compelling enough that we are heard?
Ok… by now, you know that my mind sometimes rambles in this creative flow of thought. However, I do tend to “bring it all home” to something cohesive… and today it was the fact that I plan to go to a networking event tonight and I may actually have only 8 seconds to get a 30-second “commercial” communicated! Well, actually, that 8 seconds is probably the time I need to make my “hook” happen and I have to hold on as a mean, tough animal (prospect) tries to throw me off. How tight must my message be to hang on and be strong, focused and compelling?
Sometimes, that “hook’ is all you need – it is not necessary, at a networking event to close the deal! You can use those eight seconds to “hold on” to the relationship you just started and take the meat of the conversation to a more personal level over breakfast or lunch. I had a friend recently tell me that her “social” questions include: “Are you an early morning person or an afternoon person?” Once she has determined that – she discovers what they prefer to eat, which allows her to either offer to drop bagels and coffee by, or meet them somewhere for lunch. No selling – just the perfect amount of interest in “who” the other person is to get her foot through the door – emotionally and literally!
I have never been a proponent of the “30-second commercial” or the “elevator pitch”… they are both outdated ideas from when that elevator ride really was three to five minutes long and you actually could engage in some meaningful conversation. Technology has made everything move faster, including elevators and the need to make our marketing pitches more immediately relevant. Like it or not, however, these succinct marketing messages (hooks) are necessary, and must sell more than your product or service and why you are unique or stand above your competition. They are essential to building your brand, conveying who you are, what you offer and what promise you will be able to deliver on! All that in SUCH a short span of time.
There is a ton of buzz about branding, but the short eight second take on that is that your brand is… the promises you make and keep to your customers. If as a business you fail to focus on and meet those promises, your chance of staying on for the long ride is zero! You are conveying to anyone who listens what he/she will get from your business and you must be able to deliver.
Eight-second short ride… simple message: Clearly and concisely convey what you offer – knowing you can stand behind that offer. I know how difficult this process is… it pains even me! So, research person that I am, I found a few goodies I could throw your way.
“I was riding up the Gherkin elevator with Will Harris, the marketing director at Nokia. I asked, ‘What if you could get dozens of user-generated videos for less than $1,000 each with www.mofilm.com?” He signed up before we reached the top floor and then Nokia went on to win the Cannes UGC competition with one of those videos.” – Jeffrey Merrihue, CEO, Accenture Marketing Sciences (London)
“The worst elevator pitch is one I hear frequently. It goes like this: Prospect: ‘What is it that you do?’ Salesperson: ‘I represent XYZ Company.’ Stop! What does that do to help build the relationship we all need in sales? Describe not whom you represent but what you do to help people solve the problems they have. Why not answer with, ‘I help people solve the problems of living too long, becoming disabled, or dying too soon.’” – Robert D. Lowrey, Managing Partner, Northwestern Mutual
“The Best: We make print clickable. The Worst: We do anything and everything a company needs us to do as cheaply as possible.” – Andy and Julie Plata, Co-CEOs, OutputLinks, Inc., Graphic Communications World
Ok… I am going to go get ready for my eight second ride(s) tonight. How about you? I would love to have you share your “hook.” Go ahead; hit me with your best shot and let’s see some comments here!
Contributing author:
Anna Weber
Always… encouraging to you take positive, life-altering actions that will provide you with long-term, sustainable benefit.
I encourage you to sign up for the RSS feed for my blog so you don’t miss a one of these informational articles and to find more rich content on my website, Vital Enterprises, LLC.
Jan Vitale
Providing the tools to accelerate your growth in Network Marketing…
30-second commercial, 8-second ride, Anna Weber, branding, bull-riding, elevator pitch, Jan Vitale, LLC, Networking, networking hook, Vital Enterprises
Networking
authentic, contacts, follow-up, keep moving, Networking, relationships, social media, social networking
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