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Marketing / Make Networking Work For You

Even if you have a great product or service you still need to expand the number of people you sell to. Creating a large net of contacts and working those contacts correctly will generate the leads and the co-operation you need to expand your business and get more clients.

Creating The Net

Everyone knows at least 200 people, and each of those people know another 200. The more people you know and you can tap into the more likely you will have the leads to do the deals.

The key is to expand your circle not of only good friends but of contacts. Each person can lead onto another who may be the client or customer that can expand your business. The way to expand your contact base is to be constantly making new contacts and meeting new people.

You must actively meet people through professional and informal groups and activities. Aim to attend two meetings a month. Attend events where you can learn from your peers, where your targeted market is likely to be and where you can practice networking

Learn to tell the people you meet randomly about your business. Learn how to introduce yourself to make a lasting impression; develop the art of meaningful small talk, and make sure your message is clear. Acknowledging people is a compliment to them and their existence. Take an interest in people and they will take an interest in you.

Networking is not just a matter of collecting names and business cards. In order for it to work you must establish meaningful win/win relationships with you contacts.

While your first instinct may be - what can this person do for me, the best approach is to think – what can I do for her. Make sure you take the time to understand your contacts’ business and their needs, and tell them about your business. Ask your contacts how you can know if someone you are speaking with would be a good prospect for them and be sure that they have the same information on you. It comes down to I'll help you and you help me.

"Be quick to grow connections and very slow to break them".

Practice staying in touch with old and new contacts, by phone, email and fax.While email may be the cheapest and fastest way of keeping in touch, the personal touch is very important. Find reasons to stay in touch, seek out special occasions and holidays so  you’ll be on their mind.

Networking should be part of your marketing plan - dedicate time each day to follow up on people you have met. Think actively about how you can help your contacts and make sure you respond promptly to requests. Doing that will ensure that when you need them – your contacts will come through and deliver.

Networking is a critical skill that needs to be learnt and mastered to be carried out efficiently. Learn and practice the questions to ask to make networking work for you. You can go to networking events or actively network at regular social and professional setting. It can be done everywhere. A well established net is a valuable tool that will continually work for you.

Practice:

• Listening
• Asking Questions
• Being sincere and authentic- yourself
• Telling your story
• Asking for what you want and offering to help