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Networking Tips

Unless you happen to live in the middle of town, getting new business coming to your home office is more complex than "hanging out a shingle". You can't put up a sign and wait; a marketing plan is needed. And for most of us, there's no better marketing tool than networking.

You've heard the saying, "it's not what you know, it's who you know." That saying has never been truer than it is in today's business environment.

Sandra Yancey, founder of eWomen Network, points out many different examples of successful women and believes "we're all in the same business - the relationship business." It doesn't matter if you make jewelry, design websites, or sell real estate; the relationships you make and maintain will determine your level of success. And it's not just relationships with potential clients or customers that matter. Relationships with everyone matter, from your next-door neighbor on up to your competition in the market. Your next sale may come from a completely unexpected place - are you ready to find it?

Two Networking Secrets

Here's the secret about successful networking - it's not about sales. Many people think that networking means meeting people that might buy your product or contract your service, and that's not true. Sure, if you're lucky, you might bump into someone who needs what you offer. More likely, though, you'll meet people who are intrigued by your business, can't use it, but may remember you if they chat with someone else who does need your service.

"I'll scratch your back, you scratch mine," as the saying goes. Want to accelerate your networking? Find someone a referral. It's amazing how quickly a mild interest turns to red hot referrals when you've handed over a good lead. Even if the lead doesn't pan out to an actual sale for your networking partner, he'll remember that you tried and will appreciate the effort - and will reciprocate.

Here's the second secret - it's about quantity, too. Getting your "brand" out there to as many people as possible invokes the law of critical mass, or as my former boss used to call it, the "hundredth monkey theory."

According to my boss's story, scientists studied a remote island where a colony of monkeys lived. They taught one monkey a new behavior. The monkey, in turn, taught it to the other monkeys. And suddenly, once the 100th monkey had learned the new behavior, suddenly every single monkey did the same.

Networking Sources Networking opportunities are everywhere. Your daily domestic life likely includes more opportunities than you realize - the grocery checkout clerk, your hairdresser, your neighbor's aunt. Even if your product or service is tailored to a fairly isolated niche, word travels.

Chambers of Commerce are excellent places to network. If you can't afford to join, you can probably attend events for a fee. Also research conferences and trade shows related to your business.

Online networking is possible thanks to various bulletin board forums and mailing lists. Find hosts that serve topics that are related to your business, and begin posting to establish your expertise and good will.

Networking attitude

"Approach it


from a place of giving," said an e-mail I received prior to attending a networking event. I call it "karma" - you get what you give, you reap what you sow. Positive gestures come back to you in unexpected ways. I firmly believe that if you are generous and kind in the way you treat others, a reward will come your way. Your reward may not be what you expect, or even hope to receive. But nine times out of ten, you'll have an epiphany and see that it was just perfect! Keep an open mind.

Networking Etiquette

When I was preparing for my first networking session, I searched for a networking etiquette guide, and couldn't find one. Therefore, I'm providing one of my own.

Arrive on time. Presentations are often in order according to when you came in and sat down, and people do get restless and impatient toward the end, so it's definitely better to be early. Bring stuff to hand out. If you plan to hand out materials, bring enough - and by all means, if nothing else, do bring business cards. Call the host ahead of time if you need to know how many will attend.

Be prepared. At an organized event you'll be given, probably, a 30 to 60-second slot in which to speak to the crowd. Know what you're going to say ahead of time.

Don't exceed your time allotment. Just because the rules aren't enforced - hosts and guests are too polite to say "time's up!" - that doesn't mean nobody notices you went over your allotted time. If your lengthy presentation doesn't garner outright resentment, at the least your audience may grow bored. It's true that most businesses can be explained and leads requested in 30 seconds, if planned correctly. Do it.

Turn off your cell phone. Or at least turn off the ringer. And if it should ring during the meeting, don't answer it. This is considered the absolute epitome of rudeness during a networking meeting, and so much harm is done by doing it that you might as well not have attended the meeting.

Be attentive during others' presentations, even if they bore you. Keep questions about others' presentations to a minimum during the group address - save private queries for after the meeting. Do stay after the meeting to chat. Social "rules" are different - it's not considered rude during a networking event to crash another conversation, especially if there are more than two involved already. They're there to meet you, too.

Ask questions, give advice, but do not directly sell. Focus your efforts on forging relationships, not selling products or services. Save that for later.

Get as much info as possible during the meeting, and follow it up with a letter or phone call within the next few days.

Networking is a vital part of any business's marketing plan, and especially for the home office professional. Remember that networking isn't about selling directly, but about establishing a network of relationships. Focus on giving and the rewards will come, usually when you least expect them, and always when you need them the most.



About the author:

Find out how to get THOUSANDS of sizzling-hot leads that turn into BUYERS for your business...without spending a dime! http://networkingbuzz.daisygate.com

 

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