7 KEYS TO BEING A GREAT NETWORKER
7 KEYS TO BEING A GREAT NETWORKER
1. Shape Your Attitude – Doug Brown, CEO and rainmaker of Paradigm Associates once asked me a question: “What would it do for you and your business if you became an electromagnet?” In other words, make yourself someone that everyone wants to meet, become friends with, do business with, associate with, etc. The key here is to shape your positive mental attitude before each networking meeting so that you have the state of mind to attract everyone you meet. A key point is this - when you have had a really bad day, do NOT go to a networking function, no matter how important (send someone else if you can), because you may do more harm than good for your business.
2. Help Others – Be a connector of people and resources. Be known as someone to call for anything. Go out of your way to help out strangers. You might think that you do not have enough time to help everyone, but it does not take very long if you get organized, have a good contact management system, and keep track of who can be relied upon. If you genuinely look for ways to help everyone you meet, you will become one of the most popular people in town, and in the long run your business will flourish. When you genuinely help others they are most inclined to do business with you or to help you in kind. It is the law of reciprocity!
3. Show Up and Get Involved Regularly – Do not do things half way! When becoming a part of an organization, go to most of the functions (without pre-judging the outcome before you get there!); join committees; regularly communicate with the leadership; write articles for their newsletter; do pro-bono work; try to speak in front of the group; look for opportunities to let people know what you do; meet different people every time you go to functions; volunteer for projects, etc.. Remember this is net-“work” not net-“sit.” People need to get familiar with you. People do business with or refer business to people they know and are comfortable with over time.
4. Set Specific Goals for Every Function – Have goals for every event and function you attend, and write them down. Goals need to be specific, measurable, attainable, realistically high, and time-bound. Let me give you an example. I went to the Chamber luncheon the other day, and my goals included: say hello to 20 people, tell 10 people what I do, meet 3 new decision-makers, and meet 1 potential center of influence. The 10 people included people that already have heard what I do. Why? Because, even my wife forgets what I do for a living. Repetition is important for retention. Secondly, repetition is important for retention. Lastly, repetition is important for retention.
5. Be Prepared – Have a short speech (no more than 20 seconds) about what you and your firm do, bring plenty of business cards, and something to write with for important notes. Part of being prepared also includes these 5 keys: be interesting, be interested, be brief, use a direct approach, and have a positive mental attitude. If you attend with others from your organization, split up so that your efforts are multiplied. If you find yourself caught in a conversation of no value to you, politely move on (e.g. it was a pleasure to meet you, I see someone that was expecting to meet me here today so I must go now). If you find people sharing information you want to remember, use the back of their business cards to take notes. Personal information such as number of children, hobbies, and interests will enable you to personalize your next contact with them.
6. Ask for Help – Whenever you join a new organization, the first thing you should do is get a meeting with the leadership or management team. Get an understanding of the political dynamics of the organization; the key players; how decisions are made; what are the most active committees; what each committee does; what gaps need to be closed that you can help fill, etc. Let them know what you hope to achieve from the organization, understand the avenues for achievement, and ask for help. When you are at functions, find out who is there and ask for introductions to people you want to meet. If you meet someone too junior, ask if their boss is there and if they are willing to introduce you. Tell people who you are looking for and ask for referrals inside or outside of the room.
7. Know Why You Are There – You are there to increase your success, not to drink, eat, or socialize with your colleagues.
Networking is a process that can be learned and mastered by all. If you follow the above recommendations, you will find large returns on investment and that networking can be fun and bring outstanding success to your career and business!
7 KEYS TO BEING A GREAT NETWORKER - To learn more about this author, visit Howard Shore's Website.
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Why is it that some people seem to know everyone at functions and get what they want so easily in business while others seem to waste their time week after week? I have found that that there are 7 keys to successful networking.
1. Shape Your Attitude – Doug Brown, CEO and rainmaker of Paradigm Associates once asked me a question: “What would it do for you and your business if you became an electromagnet?” In other words, make yourself someone that everyone wants to meet, become friends with, do business with, associate with, etc. The key here is to shape your positive mental attitude before each networking meeting so that you have the state of mind to attract everyone you meet. A key point is this - when you have had a really bad day, do NOT go to a networking function, no matter how important (send someone else if you can), because you may do more harm than good for your business.
2. Help Others – Be a connector of people and resources. Be known as someone to call for anything. Go out of your way to help out strangers. You might think that you do not have enough time to help everyone, but it does not take very long if you get organized, have a good contact management system, and keep track of who can be relied upon. If you genuinely look for ways to help everyone you meet, you will become one of the most popular people in town, and in the long run your business will flourish. When you genuinely help others they are most inclined to do business with you or to help you in kind. It is the law of reciprocity!
3. Show Up and Get Involved Regularly – Do not do things half way! When becoming a part of an organization, go to most of the functions (without pre-judging the outcome before you get there!); join committees; regularly communicate with the leadership; write articles for their newsletter; do pro-bono work; try to speak in front of the group; look for opportunities to let people know what you do; meet different people every time you go to functions; volunteer for projects, etc.. Remember this is net-“work” not net-“sit.” People need to get familiar with you. People do business with or refer business to people they know and are comfortable with over time.
4. Set Specific Goals for Every Function – Have goals for every event and function you attend, and write them down. Goals need to be specific, measurable, attainable, realistically high, and time-bound. Let me give you an example. I went to the Chamber luncheon the other day, and my goals included: say hello to 20 people, tell 10 people what I do, meet 3 new decision-makers, and meet 1 potential center of influence. The 10 people included people that already have heard what I do. Why? Because, even my wife forgets what I do for a living. Repetition is important for retention. Secondly, repetition is important for retention. Lastly, repetition is important for retention.
5. Be Prepared – Have a short speech (no more than 20 seconds) about what you and your firm do, bring plenty of business cards, and something to write with for important notes. Part of being prepared also includes these 5 keys: be interesting, be interested, be brief, use a direct approach, and have a positive mental attitude. If you attend with others from your organization, split up so that your efforts are multiplied. If you find yourself caught in a conversation of no value to you, politely move on (e.g. it was a pleasure to meet you, I see someone that was expecting to meet me here today so I must go now). If you find people sharing information you want to remember, use the back of their business cards to take notes. Personal information such as number of children, hobbies, and interests will enable you to personalize your next contact with them.
6. Ask for Help – Whenever you join a new organization, the first thing you should do is get a meeting with the leadership or management team. Get an understanding of the political dynamics of the organization; the key players; how decisions are made; what are the most active committees; what each committee does; what gaps need to be closed that you can help fill, etc. Let them know what you hope to achieve from the organization, understand the avenues for achievement, and ask for help. When you are at functions, find out who is there and ask for introductions to people you want to meet. If you meet someone too junior, ask if their boss is there and if they are willing to introduce you. Tell people who you are looking for and ask for referrals inside or outside of the room.
7. Know Why You Are There – You are there to increase your success, not to drink, eat, or socialize with your colleagues.
Networking is a process that can be learned and mastered by all. If you follow the above recommendations, you will find large returns on investment and that networking can be fun and bring outstanding success to your career and business!
7 KEYS TO BEING A GREAT NETWORKER - To learn more about this author, visit Howard Shore's Website.
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Leanne Hoagland-SmithAre your sales where you want them to be? Will you be one of the few who achieves sales or business success or one of the many who have failed to change? Are you tired of being told you are like everyone else? Then you may find my first book on sales of interest. Be the Red Jacket in the Sea of Gray Suits, The Keys to Unlocking Sales available at Amazon or at http://www.processspecialist.com/red-jacket.htm. This book is a reflection of my no-nonsense approach to improving sales to overall business results. If you are truly committed to making sustainable changes, then I can help you secure a positive return on your investment because I focus on executable solutions not telling you the problems you already know you have. From training to corporate (group) coaching to executive one on one coaching, my approach is to assess, create awareness, build a goal driven action plan and then execute. The bottom line question is "Not do you or your employees know it, but do you or they want to do it?" Please call for a free strategy session at 219.759.5601. - Visit Leanne Hoagland-Smith's Website |
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Dave KurlanDave Kurlan is the founder and CEO of Objective Management Group, Inc., the industry leader in sales assessments and sales force evaluations, and the CEO of David Kurlan & Associates, Inc., a consulting firm specializing in sales force development. Dave has been a top rated speaker at Inc. Magazine's Conference on Growing the Company, the Sales & Marketing Management Conference and the Gazelles Sales & Marketing Summit. He has been featured on radio and TV, including World Business Review with General Norman Schwarzkopf, in Inc. Magazine, Selling Power Magazine, Sales & Marketing Management Magazine and Incentive Magazine. He is the author of Mindless Selling and Baseline Selling – How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball. He created and wrote STAR, a proprietary recruiting process for hiring great salespeople, and he writes Understanding the Sales Force, a popular business Blog and is a contributing author to The Death of 20th Century Selling and 101 Great Ways to Improve Your Life, Volume 2. - Visit Dave Kurlan's Website |
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David AchesonDavid Acheson is the founder of DCJA Consultancy. DCJA Consultancy is a management consultancy business specialising in B2B sales consultancy. They offer bespoke and packaged sales consultancy including Sales Optimisation Review, Interim Sales Management, Sales & Marketing Review, 1:1 Sales & Management Staff Analysis, Management Training, Solution Sales Training, Creation of New Pay Plan, KPI's, run Customer Feedback Campaigns, assist with Recruitment, Coaching, Appraisals and set up Strategic Marketing Campaigns. David spent his early career in accountancy and then moved into sales in 1982, working in Office Equipment, IT, Advertising, Training, Outsourcing and Consultancy. He has held many Senior Positions in SMBs and Global Organisations including Head of Sales Operations & Head of Business Development. His knowledge, skills and great experience of the Sales Industry has led to David making keynote speeches and running educational sessions to key businesses through organisations including The Chamber of Commerce and Business Link. - Visit David Acheson's Website |
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