Building a Business Network

Business Networking, A Step-by-Step Plan

 

The New Psychology for Working Business Networking Events

Networking

The exchange of ideas, information and resources.  John Naisbitt, Megatrends

 

Most network marketers make a huge mistake when trying to capitalize on the “gold” hidden at business networking events.  Regular attendees at these events are there to build their own businesses, just like you … and it’s important to keep that at the forefront of your mind as you’re meeting new people.  A “fatal” mistake for network marketers in these situations is to initially promote your opportunity …

 

OR

 

ask for “business builders” as referrals. (You’re much better off focusing on THEM – however, when they do ask what you do, use the second half of your “product/service” focused Elevator Speech as your introduction.)

 

The Truth About Networking Events, Plain and Simple …

Most people attending business networking events have an invisible umbilical cord connected to the people they came with. They sit together. They laugh together. They walk together. Some go to the restroom together. And they go through chapter 11 together.

 

NOT YOU!

 

You have about 30 minutes of social time before most events plus

30 minutes more if there is a lunch or dinner served. You don’t want to do

any selling. You’re there to network!

 

With only 30 minutes or so, you can’t possibly meet everyone at an event, so you must pick and choose who to approach.  The question then becomes, “What kind of people do you want to meet at an event?” No, not prospects! That’s prospecting!

 

REMEMBER, We’re talking about a New Psychology …

a complete 180 degree turn!

 

Go into these events with a Marketing Mind. Your goal is to meet people who have a Rolodex or database of people who will be excellent prospects for you. Now that’s leverage!

So, to repeat, THE REASON YOU’LL BE ATTENDING THESE EVENTS IS SOLELY FOR THE PURPOSE OF DISCOVERING “LINKS”.

 

Links

--

A Link is a person with a Rolodex or database of people who are ideal prospects for your

products, services and business programs.

 

 

Here’s the “Step-by-Step” formula for you to follow so you’ll easily be able to approach and attract the “links” who can greatly benefit your business.

 

Business Networking, A “Step-by-Step” Plan:

 

1. Search for events

Places to look Calendar of events in local periodicals, in a local business publication, contact

clubs and associations and request a calendar. Go to http//www.google.com and search for

business events in your area. Chamber of Commerce contacts are good resources for knowing

what’s going on – even besides their own events. Be sure to ask …

 

Don’t neglect organizations such as The American Heart Association, American Lung, American

Cancer, United Way, Girl and Boy Scouts, Kiwanis, Lions, Elks, etc. The Chamber of Commerce (nationwide) sponsors breakfasts, luncheons, dinners, golf tournaments, etc. (Los Angeles alone has over 1800 different civic associations!)

 

Think any of those would be fun for you OR are likely to attract the Links you want to meet?

Absolutely!

 

2. Find out who’ll be attending the event and plan on meeting the people who could be LINKS for you.  Most calendars of events include the name of the speaker, the sponsor and phone number to register.

 

Find out who is coming to the event, and get a roster or registration list whenever possible. (They

can email it to you or you might have to go to their office to pick it up.)

Research your audience.  Select 6 associations and VISIT

 

3. Pick the people you want to meet (Think Link)  Think…. what type of person would have a database or Rolodex filled with ideal customers for you?  Research the people you want to meet and their firms (Check in the library, brochures, current customers. Get familiar with their language/jargon. Learn the names and positions of upper management. Be sure to subscribe to any local business journals to keep an eye out for folks you’d like to meet.)

 

4. Have a back-up plan in case the individuals you want to meet aren’t at the event … or they

may have brought their own guest, or were just too busy talking to other people.

 

5. Arrive early. Don’t waste your time in the registration line.

 

SURE-FIRE ICE-BREAKER TIP Shake hands with a stranger within 60 seconds of entering a meeting! (And even better … follow by introducing the stranger to someone else!)

 

6. Meet the registrar, the speaker and the Executive director or the people sponsoring the event. (They know lots of people who they can introduce you to)

 

7. Volunteer your services.

 

Do this right at the event! They may need help at the registration table, getting the speaker set up,

working with the hotel, OR better yet, greeting guests! (works like magic!)

 

8. Dance around the event.

Never spend more than 5 minutes with each person. (However, don’t be a tornado either!) Be as

smooth as a politician at a fund raiser. With practice you become subtle, smooth, succinct,

successful. No matter what…move on.

 

9. Three Keys to unlocking profitable information

a. Always begin with a question

Bridge Questions

 

“How did you hear about the event?”

“Did you have any problem finding a parking spot?”

“Have you attended these meetings before?”

“What do you know about the speaker?”

NOTE

No small talk after the Bridge question (“Did you see the game last night? Where did

you go on your vacation? How’s the wife and kids, etc.”)

 

b. Use prepared questions

These are the four Fabulous Link Questions

 

1. “What does your firm do?”

2. “What is your position with your firm?”

3. “What is your target market?”

4. “How long have you been with your firm?”

 

c. Apply intelligent listening

 

10. Two Possible Conversation Conclusions

(after five-minutes max)

 

a. IF THEY’RE A POTENTIAL LINK

“May I have your card? I’ll give you a call tomorrow. Let’s get together and see if we can

help each other develop some business. Does that sound good to you?”

 

b. IF THEY’RE NOT AN OBVIOUS LINK

Terminate the conversation (gracefully). Here are some options

** “I’ve enjoyed meeting you. I know you have other people you would like to meet and I’ve

others I’d like to meet. I’m looking forward to seeing you again.”

** “Where is the restroom?”

** “Where is the coffee?”

** Introduce the person to someone else and make a graceful exit.

 

11. Where to sit?

When the “networking time” is over, take your seat and continue the process outlined above with the people sitting around you, at your table, etc. (This usually occurs when there’s a formal presentation or meal involved.)

 

Here are the rules!

·  Do not sit with a friend

·  Sit between two people and get to meet both of them

·  NEVER sit at an empty table

 

YOUR PERSONAL “NETWORKING” STRATEGY

·  Develop at least 12 key “LINKS”

·  Become a key resource for your Links, and they’ll do the same for you.

·  Attend at least one event each week

·  Get involved, volunteer for leadership positions. (membership committee,

fundraising committee, etc.)

·  Give 10% of your time (6 minutes of each hour) providing some productive

information to your Links.

·  Be thinking of other places to meet the professionals you want to connect with. Could be at their

“Watering Holes”, events they frequent, the charities they patronize, organizations where they are

members, after hours social affairs.

·  Practice Link questions with shoeshine boy, busboy, grocer, bellman and coach and clients in

Business Coaching.

·  Be Prepared!

Prior to attending your events,

·  Identify all possible events, and choose the best ones for you to attend.

·  Know who will be attending

·  Know who you want to know

·  Research the person you want to know

·  Practice the 4 Key questions you will be asking

·  Have half of your product/service focused Elevator Speech prepared

(Then quickly return to Link Questions)

 

How to Become a Valuable Asset to your “Links”

 

Find out who they’d like to meet. (The Elmer Letterman story). Bring a gift that will help them prosper.  Do whatever you can to help them reach their dreams and goals. Find out what their professional goals are for the next 5 years. (Don’t accept I want to travel, retire, yacht, etc. Find out if they want to expand their firm, open more offices, go into other industries or professions. Who would they like to have a business relationship with, etc.)

 

Invite them to lunch. “I’ll give you a call tomorrow. Perhaps we can get together for lunch and you’ll allow me to send you some business.”

 

Assignments Attend one business event each week until you have 12 new Links established.

PLEASE NOTE Your coach will be continually tracking your progress as you work to develop your 12 steps.

 

Hilton Johnson

Comments

[Allison]

Hey,
I love the topic of networking, and I came across an awesome website the other day called Referral Key. So far it seems like an easy and effective way to network and exchange referrals....definitely check it out if you are interested!

[Al]

Thank you for the reference. I will check it out.