In a typical networking situation, most business owners find they are in a race to spew their information out to others with the hopes of picking up a new contact or referral. Have you ever been to a networking event where a person thrusts their business card into your hand and dives into a long winded sales pitch? Even worse, are you guilty of being that person? Practically everyone has done that at one time or another. If that is the case, forgive yourself, and promise to do better the next time.
The best networker does more listening than talking. Make it a habit to spend 80% of the time using your ears, and only 20% opening your mouth. Ask as many open ended questions as possible. (that means they do not end up with yes or no) The more you know about a person, the better you will be able to fulfill their needs. As you listen, pre-qualify potential clients or alliances. Always be respectful of their time as well as your own.
When asked what you do, use the SNAP technique. Super Networking Accelerates Potential. Let your fellow networker know what project you are working on and what you are looking for. Do not go into detail about every aspect of your business, and avoid giving your life story. If you see their eyes glaze over, you know you have said too much. Be specific about what you are looking for. Mention no more than 2 of your needs. For example: I am looking for clients who are having trouble with blemishes and also alliances with dermatologists. Keep your SNAP as short and concise as possible. 15 -30 seconds at the most. If more details are needed, let the person you are talking to ask you questions.
Here are some tips:
When introducing yourself, use only your first name. Most people have trouble remembering first names, let alone surnames. If they are interested in what you have to offer, they will get the rest of your contact info when you give them your business card, flyer or other materials.
If you have a referral to give, make sure you mean it. Either give it to them on the spot, get them on the phone with your referral, or get back to them immediately via phone or email. If you do not have a referral, simply say you will scout for them. The best way to introduce them to your referral is to arrange a meeting between the 3 of you for coffee, breakfast or lunch. This can be Win Win for all of you.
NEVER ask for a referral from someone else unless you have a working relationship with them. Simply meeting for coffee does not count as a true relationship. Most people are not comfortable giving out the phone numbers of friends or family to someone they barely know.More than likely, they already have a relationship with someone else in your field they refer to. That is a great way to get wrong numbers and unqualified prospects.
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About Rebecca Olkowski