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Networking for Wallflowers: How to Profit from Getting into the Crowd
The two most common complaints about networking are: 1) I never meet people I can do business with and 2) I am always so uncomfortable going to networking events. These two complaints are related and can be relieved with a three step approach to networking that helps even the most frustrated networking wallflowers. The three steps are: 1. Know the right events to attend.Business gatherings that typically provide networking opportunities are:
You'll know the right events to attend when you are clear about your networking goals. The number one goal should be to meet people to whom you can provide solutions. If your product or service is perfect for a narrow niche, then you should only invest in networking events that attract people from that niche. If your product or service can benefit people in a broad range of industries, you should identify your top three and attend events that attract people from those top three. 2. Know exactly how to start and continue to conversation.Craft a script for your networking activities. The script will set you free: once you have committed to memory what to say, you will be free to concentrate on the other person. When it's your turn to speak, you'll automatically say the right things. Be the first to ask a question. Ask only this question: "John, I'm wondering, what's the biggest challenge you're facing in your business today?"
3. Know exactly when and how to end a conversation.Ending the conversation depends on whether you have chosen Option A or Option B. Option A - there's no fit between John's needs and your services.
Repeat these three steps with other people in the room. Quality is more important than quantity. You want to build rapport with two or three people, then have meaningful exploratory phone calls with them immediately. Get away from the wall and get into the crowd and you'll find profit in every networking investment you make. Susan G. Trivers is a Business Communication Consultant and Coach. In one-on-one or small group settings, she draws out the untapped skills and expertise of executives, managers, business owners and licensed professionals so they maximize their results from the 80% of their days spent commmunicating with others. Results: more business, more problems solved and greater confidence.http://www.susantrivers.com/ Susan is the author of 21st Century Presentation Magic! Become a Capitivating and Compelling Public Speaker which demystifies the 22 most common myths of public speaking, and shows business speakers how to find the kernel of magic within each myth. You will instantly improve your public speaking skills whether your audience is one, one dozen or one hundred. http://www.susantrivers.com/21stcentury.htm
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