7 Things You Need to Know When Marketing Your Business Through Networking
Is your Networking not Working?
(Guest post by Karen Auguste)
7 Things You Need to Know When Marketing Your Business Through Networking
Are you frustrated because you’ve invested time and money in a networking group and you aren’t seeing results? Networking is a critical component of any thriving business, however many businesses owners aren’t successful at marketing their business through networking. Why? They’ve never really taken the time to learn how! That’s good news!! Networking is a skill that almost anyone can learn. Here are some tips to help you be more successful.
#7: Not Being Specific Enough
Many people fear missing an opportunity if they don’t ask for a large pool of people. Unfortunately, this tends to backfire. If someone asked you for “someone with skin” who, specifically would come to mind? Did you see anyone’s face? Probably not, because that group is so overwhelming our minds shut down. A much more effective approach would be “a next door neighbor’s teenage daughter”. I’ll bet you just thought of someone and their face popped into your head – even if they weren’t actually your next door neighbor!! The next time your elevator speech starts with “anyone” or “everyone” try to be more specific.
#6: Don’t Be Late
You probably know someone who is always late – or maybe you are. It’s hardwired into some people – it’s part of their personality. But equally hardwired is the judgment other have about lateness. Some people perceive that lateness indicates disrespect for other people’s time. If you’ve only got 7 seconds to make that first impression – and you’re late to the meeting, (or worse consistently late) you may never be able to do business with some people.
#5: Presentation Is Everything
If you’ve taken time to create something clever to say, be sure you’ve practiced it and be sure you look good doing it. This is the case of a mirror and a handheld recorder being your best friends. If you wouldn’t refer you - who will? People have judgments about people (if you don’t believe me then watch some daytime TV!) And you may have your own judgments as well. Look your best and smile to get the most impact with your elevator speech.
#4: One Thing You Always Say
I find networking is far more interesting when you make it about the person you talking with. After I introduce myself I always make sure that I ask, “What do you do?” first. And then I listen very carefully to their answer. People love to talk about themselves and when you’ve finished that part of the conversation, your interest in them will get them interested in you, which leads to…
#3: Farming vs. Hunting
Never sell your products or services at a networking event and don’t give your business card to everyone you meet. Yes, you read that correctly! Networking is about farming not hunting. Think of it like this: You’ve just met Joe Smith. You ask what he does and he says, “I sell car insurance. Are you happy with your car insurance?” What do you think? It’s a big turn-off – isn’t it? Joe is hunting rather than farming. Sure he may get a deal once in awhile by doing that, but there are better ways for him to sell his products. Building relationships (farming) is the best place to start.
#2: Eat Drink and Be Merry?
So they have food at this networking event. After all I paid for it. I should eat it – right? Well, there are two schools of thought on that subject and one of them applies to Chamber of Commerce events. I recommend you have a meal before you go, if possible. You certainly don’t want to miss out on meeting anyone because you were hungrily hovering around the snack table, and there’s nothing worse than someone asking you to say something after you’ve taken a bite. More importantly, you need to be aware that there are people who will have judgments about you if you eat. You may be seen by those people as someone who isn’t serious about your business. That’s a missed opportunity.
Why you should forgo alcohol at networking events should be obvious, but if it’s not, I’ll just say this – Mr. Spill won’t enhance your professional image one bit and you know what they say about loose lips. Need I say more?
#1: There’s More to Networking Than Your Local Chamber of Commerce.
Most likely a Chamber mixer was your first experience networking. Chambers of Commerce are great organizations to join and their networking opportunities are well worth the time, if you know how to network. That being said, Chambers should only be a portion of your network marketing strategy. Groups that allow only one person per profession (such as BNI or LeTips) are excellent ways to grow your business. Of course being able to properly introduce yourself (your 30 second elevator pitch, sales manager moment, or infomercial) is critical to your success and preparing an effective introduction is very important in a group like this.
You should also consider joining a service organization within your community. Their main purpose isn’t networking, but contributing to your community is an important aspect of being a person much less a business person.
To sum it up, it’s very important to plan what words you will use to introduce yourself. If you know in advance what you’re likely to say, you will inevitably feel more confident and present a posed and polished elevator speech. But what if you’re still struggling with WHAT to say?
As a very famous TV chef says, there is no shame in taking a little help from the store! If you’re not fabulous at creating your pitch, get someone to help you. You could hire someone who specializes in that (which can be a bit pricey), or there are plenty of resources in book stores and your local library. I’m a little partial to Miss Karen’s Secrets to Success in 30 Seconds. Because it’s a CD and workbook, it’s more than just an interesting read. You’ll get valuable hands on instruction that will help you to become better at creating and delivering your “elevator speech”.
After learning this step-by-step method, you too will be able to deliver networking messages that have people sitting up and taking notice. You will look more professional, spend less time networking and make more money.
You’ll learn:
- Why it is critical to plan what you’re going to say about your business every time
- How to create infomercials that literally write themselves
- 3 things you should never say in your infomercial
- How to Introduce yourself in a way that will interest people in what you do
- Networking tips for networking groups and chamber events
Contains 2 CD’s and follow along guidebook with plenty of examples, worksheets, and resources to help you take advantage of your new skills.
So, if you need some help choosing what words to say when you talk about your business, I’m sure you’ll love “Miss Karen’s Secrets to Success in 30 Seconds” workbook and CD. For more information about this product visit www.misskarensproductions.com.
Miss Karen is a writer who specializes in spoken word. She creates scripts for marketing and fundraising videos, and writes elevator speeches (infomercials) for business owners to deliver at networking events. For more information about Miss Karen’s Productions. Be sure to visit www.misskarensproductions.com/portfolio.asp for examples of her work.
Karen L. Auguste, Managing Principal
Purple Lynx
300 Frank Ogawa Plaza, #253
Oakland, CA 94612
(510) 251-8800 office
(510) 836-8987 fax
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