Whether you think it's a lot of fun or work to build relationships in order to attract new customers in your business community is, well... your business. Public networking with other people is a true art form and requires skills that can be acquired by anyone who wants to derive some of the benefits 3/4 new or strengthened relationships, connections, eminence building, new business. I had to learn this and will share it with you here. See if it will allow you to do lots of NetFunning in your community.
Top Ten Steps to Convert Networking to NetFunning
#1: Know your goal
Good networkers demonstrate a variety of styles but they all have something in common: they have a goal. They want something and they go for it. Every networker must determine what his/her goal is and design a path to achieve that goal. A networking event is not a method to sell. It's a method of contacting people who you may wish to meet with later to do business. Your goal should be realistic about what you hope to accomplish at the event.
#2: Be open about stating your goal
In order to reach your goal, you must enlist the assistance of other attendees at your networking event. This will require that you are assertive in stating your goal to those you meet. It should not be the first communication with another attendee but you should state your goal relatively early in the conversation. First, ask why your contact is at the event. Regardless of their answer, it allows you the opportunity to state your goal. If your market is CFOs or other accounting professionals, you might say, "I'm here looking for people whose experience with accountants has not been good. Have you had this kind of experience? Do you know anyone here I could talk to about this?"
#3: Be research-focused
You must be research-focused to make sales. The research may consist of information gathered about a prospect (or client) from a networking event. It's knowing what to do with the information that drives the buying process. Most professionals do not think of themselves as salespeople. And they are not. But, they are consultants helping people through a buying process.
Informal research gathered from networking is often the powerful glue that carries a relationship to a sale. It is imperative that networkers ask good questions and listen well in order to be responsive to a prospect's needs. The questions asked do not have to revolve around business or around business needs but should gather enough information to determine your desire to continue (or not) the dialogue or build a relationship with the contact.
#4: Convey no-manipulation
Most people don't like to be "sold" to. It feels like manipulation. But most people like to be served and like to receive positive attention, especially if it's helpful. One key to demonstrating non-manipulative behavior is to ask general open-ended questions to allow your contact to do the talking. Respond exactly to their narrative (with more questions) and not to a pre-determined script you've developed. Never hand your business card out unless it is requested or unless there is a specific reason.
#5: Exude great confidence
If you look and sound like you are acting, you will lose credibility. However, practicing your networking (a.k.a. relationship building) skills will give you a high level of confidence. Sincerely asking questions and listening to your respondent puts the control in your arena. Enhance that activity with good body posture and a strong voice and your confidence picture will leave a lasting impression.
#6: Plant seeds
If you demonstrate confidence, state your goals and represent your firm positively, seeds will be planted in places unbeknownst to you.
#7: Demonstrate service
Those in the business of providing service must demonstrate a service attitude with everyone they meet - regardless of the service! Two ways to demonstrate that you have a service attitude is to: 1) listen intently without distraction to your respondent's conversation, and: 2) take notes. Nothing is more flattering than to have someone listen well and take notes on what is being said. This also allows you to excuse yourself from someone you no longer wish to communicate with. You will actively listen, take notes on something (a business card?) then diplomatically say, "You've raised a good point and I may wish to follow up with you on that. Thank you for talking with me. I must move on because my time is running out and I haven't achieved my goal yet (stated earlier)."
#8: Help others connect
A way to demonstrate service and to demonstrate good listening skills is to help others connect with others. If you truly listened to the goals stated (raison d'etre) of others, you will be mindful to help them if the opportunity arises (during or after the seminar). This is the key to good networking and is a continual demonstration of non-manipulation. Perhaps someone at a networking function mentions they hope to find a good broker and you have no recommendations to make at the time. Later, if one of your clients mentions flattering things about their broker, they provide you the chance to demonstrate service. Ask your client the name of the broker and refer that name on to the networking contact - even if that networking contact is not a target client of yours!
#9: Come away with something
A networking event is time consuming and often very stressful. Make the most of your time by ensuring that you come away with something. Anything. If you built no hopeful relationships and were not inspired to take notes on anyone, think seriously about what you can derive from your time spent at the event. It may be knowledge about the content of the event, knowledge about the meeting place (for your own future use) or information about the group of attendees. Look for it but come away with something. The harder you look, the more you will find. It's your time and someone's money. Always make it worth it.
#10: Do something with your research notes
Your goal can only be met by conversational research. Sorting through your notes and selecting follow up activities may be a challenge. Often, the follow up has already been dictated by the conversation that took place at the networking event. "I'll give you a call next week to set up a time to get together." But just as often, the networking experience was less than satisfactory. Your first course of action is to review any business cards received and notes taken. Then add the contact names and associated notes into a useful database. It may not be clear how to follow up with certain contacts but keeping notes about their interests, their needs, their background is the most helpful activity you can do. You never know when a prospect will mention they wish they were in a book club and you know someone wanting to start one. Hook them up! You are gathering puzzle pieces to build something that is often not clear to you.
Act promptly. People forget names and faces from networking events because there is so little time to make and leave an impression. If action is required, move on it soon or you may lose an opportunity altogether.
If you follow these ten steps, you will achieve your own form of NetFunning. Go out there and get 'em!
Darcie Davis is a marketing and business development consultant who trains, presents and speaks on ways to attract customers. She has had to learn how to put fun in networking in order to be effective. For more information about Darcie, check http://www.DarcieDavis.pro. For more information about meeting strangers, check out one of her favorite sites http://www.IcebreakersForGroups.com.
Article Source: http://EzineArticles.com/?expert=Darcie_S_Davis
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