“More business decisions occur over lunch and dinner than at any other time, yet no MBA courses are given on the subject.”
-Peter Drucker
Everyone would rather do business with someone they know, trust and who gives them business in return. This is the premise of all networking.
Salesmen get a bad rap for always going for the yes (“can we meet on Tuesday, or would Wednesday work better for you?”), rushing the rapport (“nice fish, Mr. Prospect”) and being insincere. Concentrating on the sale is the antithesis of networking.
Next time you’re at a meeting go for quality over quantity.
When you meet someone, the 2 things you should be looking (and listening) for are:
1) How can you be of unique service to this person?
You’ll need to know your market, your product, and how to communicate its benefits concisely. This should not be a sales pitch; it should be a natural extension of your introduction. (see sidebar Elevator Pitch)
and
2) Who do you know who can benefit this person?
Linking your connections to others maximizes your exposure and brings additional value to your inner circle.
Once you’ve introduced yourself, ask for permission to follow-up with an e-mail or phone call which will contain an item of value (e.g. a coupon or free report) Now it’s just a matter of doing it and doing it consistently. Each time ask how you can be of service, look for the opportunity to connect members of your network to each other and offer value from the relationship.
How do you meet people? Attend chamber of commerce functions, join your local Rotary chapter (or any similar community based service organization) or volunteer to be on a non-profit board. Whichever one you choose, before attending each function ask yourself what the outcome will be: 1) maintaining existing relationships; 2) asking existing contacts to introduce you to new people; or 3) expanding your inner circle. Ideally you should attend at least one of each event monthly.
Volunteering is a great way to meet people and be seen. Attend a few meetings before committing. You’ll be judged on your performance, so don’t over commit.
Build a diverse group. Be open to meeting & connecting throughout the day; at the gym, grocery store, running errands or at lunch or dinner. Each is a chance to meet someone new and add people to your circle.
Don’t waste time with negative or unproductive people. If you’ve been talking to someone for 3 months and there’s no sign of business, let them go. It’s your responsibility to create a thriving, successful & productive network. People want to do business with successful people. And the positive energy you feel being around success will encourage you to strive harder to reach your goals.
Don’t be afraid to ask your network to help you. Ask for their business, advice, and recommendations. If you take the time to create friendships, what you get will dwarf what you give.
Sidebar:
Elevator Pitch:
A concise, planned, and practiced oral description about your company that your mother should be able to understand in the time it would take to ride in an elevator.
