Global Marketing Plus

Do you wonder why you do not get more results from your networking efforts?  Usually it is because you are not making the most of your networking opportunities. 

The three biggest benefits of networking groups are:

1. Finding several business owners in one place
2. Building relationships with people who may use your products or service at some time
3. Some of the other attendees may know several people that could use your products or services.

Lets talk about several things you can do to make networking pay!

1. Prepare before the meeting.  Make sure that you have the materials that you need to help your efforts.  This includes your appearance.  You must look professional.  If you are a mechanic, change clothes before you attend.  Do not come in your greasy coveralls. 

Have the brochures and business cards you need to support your message that day. 

I have also found that those business owners that have a website that supports their message, can improve the results they get from the networking meetings. These days. almost everyone interested in your product or service will ask if you have a website and go there before they make the commitment to buy.

2.  Arrive at meetings and group activities at least fifteen minutes early. If you attend these meetings and arrive on time and leave right after, you are missing the boat.  This is the time when the most networking occurs.  Once the formal program begins, there is usually little time for networking.

3. Attend regularly.  I see many times when business owners attend two or three times and then decide that since they had no results it wasn’t worth their time.  It takes time to develop relationships with other business owners before they feel comfortable use your services or to refer you to their friends.  I have seen business owners that have attended for two or three months or more before receiving their first order or referral from the group.  Then at that point, sometimes the flood gates of business starts flowing in.

I have also seen those who attend long enough to get business.  They then feel they can slack off the meetings and find that their business and referrals from the group stop.

4. Stop waiting for something to happen.  I often hear people complain that they have attended networking meetings but “nothing happened”.  From experience, I have found that they usually attend the event as if they are a guest, waiting for someone to intorduce them.  Instead, you need to approach the event as if you are the host, greeting people yourself.  Walk up to them and strike up the conversation!  They are there for the same reason you are, so if you go up to them smiling and extend your hand, in every situation I have seen, they will smile back and introduce themselves in return. 

5. Introduce yourself with a sixteen-second sizzler.  Have you ever been introduced to someone and, when they told you what they did, you were completely at a loss because you had no idea what he or she was talking about? These conversations end quickly because no one wants to appear foolish and ignorant.  The kiss of death is using overly technical and professional jargon!

Make sure you don’t fall into this trap.  practice introducing yourself in a simple 25 word statement that provokes interest.  Use terms an eighth grader will understand. 

Instead of saying:  “I own LegalTech.  I install third-party vendor systems for vertical markets.”  say something like:  “My company is called LegalTech.  We help lawyers and their staff make friend with computers.”

Your introduction should include your name and company name, the market you serve, and how you benefit your clients.  For example:

• “I’m Ron Coleman with Virtual Secretary.  I provide word-processing for busy business owners.  I specialize in meeting impossible deadlines.”
• “I’m Ron Coleman.  My company is called Fresh Mushrooms.  We provide large, luscious mushrooms to the finest restaurants in town.”
• “I work with people who are tired of dieting.  I’m Ron Coleman and I have a no-diet, no-exercise weight-loss program called the Bonus Plan.”

When you meet someone whose introduction leaves you in the dark, be different than everyone else that will back away.  Ask them, “What does that mean, exactly?”

Tomorrow we will continue our list of things you can do to make networking meetings pay.  Until then, have a profitable day!