Category Archives: Networking

Speed Business Networking

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Whether you are networking online or offline, and you should be doing both, speed business networking provides the principles and the strategies to ensure a significant payoff. However this will be the case only if you do this the right way.

The beauty of speed business networking, which we developed in 2003, was that people were exposed to each other in such a way that the germ of a great future relationship was nurtured. This meant that although a business person would meet a lot of people in a short space of time, this was done respectfully and on the basis that we weren’t looking to sell and in fact we weren’t looking to advantage ourselves in any way. We were keeping our hearts and minds open to the possibility that we might “click” with someone.

Despite our guidance, too many people approached this type of networking (and most types of networking) in a sleazy, predatory way. That’s why I shut down the live events, because I found people’s behaviour repugnant.

The only way to achieve significant and sustainable success with any kind of networking is to build relationships over time – relationships that are based on sound knowledge, respect, trust, and mutual values. Speed business networking does not change that requirement – it merely provides more opportunities to BEGIN to build relationships.

If you are working offline the very best way to build quality business relationships is still one-on-one and I recommend requesting personal meetings for the purpose of better understanding each other’s business, learning to identify potential quality clients, and learning what to say or do in order to pre-sell and refer intelligently and effectively.

If you are working online you have an opportunity to meet very many people very quickly, and to enhance relationships through the various discussion sections of quality web sites like LinkedIn. You’ll find it quite easy to locate appropriate interest groups where you can contribute a high level of expertise and get to know the people in the group. Your online profile should present you warmly but professionally and include an invitation to contact you.

I still make a point of inviting a colleague to lunch once each week to further my knowledge of his/her business and improve my ability to refer. This is an incredibly enjoyable way to go about building great business relationships, and accumulating ongoing pipelines of warm and even red-hot referrals.

I use LinkedIn almost exclusively for my online networking simply because this is where my colleagues, peers, clients, and target groups spend a lot of time, and it provides the mechanisms for quality engagement.

For instance I’ve joined groups that are geographically based in order to expand my business globally, and I’ve joined groups such as real estate agents in order to attract that particular profession into my business when I was “niche fishing”. Almost every day I receive at least 2 inquiries that I regard as highest quality and whether or not those people end up joining me the whole process is immensely satisfying because I’m dealing with people I like and respect.

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Your Business – The Networking Way of Life

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When you’re in business for yourself, networking should become your way of life. I am not just talking about going to business networking groups, chamber meeting or after hours. I am saying that you need to have a networking frame of mind. When you are out and about in your daily life, networking opportunities will pop up.

Your hairdresser could be your best connection. Ask her or him if they could help you with finding leads and referrals. Leave several business cards or brochures with them. Give them a special discount, gift or possibly a kick back. And don’t forget about referring people back to them as well. That’s the best type of gift.

When you are in the post office line, be sure to have your brochures or cards with you and strike up a conversation. Just like when you are at a networking group, find out about what they do. Always be sincere and ask them what they do first.

Business people tend to hang out and work at the local coffee shop. Don’t be afraid to introduce yourself to those around you. It’s a great place to connect and gain a relationship. When you go to get your daily cup of joe, make it a point to make at least one contact.

Sitting around waiting for your appointment at the dentist or doctor offices, don’t be afraid to communicate. Good networking consists of practicing good communication skills. Don’t wait until you are at events or networking meetings. Casual conversation could lead to a business relationship.

Movie ticket lines, airplanes, nail salons, grocery lines. Where ever you are, you can network. You can learn from them or be a resource for them.

People need what you have – information that can help someone else. Keeping it to yourself will not make you money. Share the wealth of your resources and others will acknowledge you as a go to person when they need help. That will make you always on top of their mind when they or someone they know needs your service or products.

Make it a goal to make networking a way of life. This does take time to accumulate. Don’t get discouraged after 2 or 3 months, it could take upwards of more than a year depending on how active you are. Don’t be afraid to open your mouth, put into practice what you know and go for it…The secret? It’s who you know when it comes to business!

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Networking Through Online Business Directories

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If we observe and study the most successful businesses and professionals, there are some factors which are common in them. One of the most striking among them is their ability to create successful business networks. Networking is vital for any business or professional to really succeed, whether it is online or offline.

Internet has become a new arena for people to get connected. Initially, it was just for fun or for other personal reasons. Now it has emerged to be a very powerful business tool. More and more innovations are coming up to increase the level of interaction between people around the world. It has now opened doors for global trading and communication. Online business directories and online local yellow pages is a major business networking tool.

Majority of them allow free business listing. For some, you need to pay a small monthly or yearly payment. When you consider the ROI, this investment will never be a waste. Most of these business directories allow geo-targeted listing. Online local business listings will greatly help local businesses and professionals to get targeted local traffic and prospects.

Some of these online business listings like the one offered by Google, let you post product and service details, pictures and other business related information. There is ample facility for customer and prospect interaction. Your customers can rate your product or service, post reviews and ask questions. You can also respond to their queries through the business directory interface. This networking will further enhance your future sales and build a trust factor among the visitors.

Networking through online business directories should be done as a disciplined, targeted and planned activity. This interaction actually portrays your business image and ethics. In the long run, it should not become a black spot for your business or career. People love businesses that really care for their clients and prospects. Getting emotionally connected with your clientele is a sure way to get repeat sales. And the positive feeling also triggers many ‘word of mouth’ reviews and appraisals.

Even local businesses who are just starting to use online media to promote their products or services can significantly increase their lead generation through these online business listings. These are also good for developing a brand image for your business. All major search engines gives importance to this brand feel while displaying their search results.

Great success has been achieved by many online and offline entrepreneurs using online business directories. Start building interactive business profile pages on all major online business directories and drive highly motivated, ready to buy web traffic to your business.

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Your Personal Presentation (Or Elevator Pitch)

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At networking and other events, you have a very short time to introduce yourself and give a thumbnail sketch of yourself. Create an introduction that will help people remember who you are and what you do.

This is your Personal Presentation – also called the Elevator Pitch or your 60 second presentation.

Your personal presentation should be no less than 20 seconds long. When starting out, 20-30 seconds is a good time to aim for and should cover some basic elements, such as:

1. Your Name
2. Your Company
3. Specifically what you do or how you help your clients

Remember, though, that if your audience looks puzzled and asks you to explain – you may need to start again on your Personal Presentation.

It helps to develop a number of presentations to use in different circumstances. The fourth element can be added at the right occasion:

4 The type of business leads or referrals you are currently seeking.

Incorporating the type of leads or referrals you are looking for will expand your Personal Presentation. This can now be up to 60 seconds long and this is also an opportunity to give more insight in how you help your clients.

Always know what you want so that you can ask for it. People won’t know how they can help you unless you tell them.

The words ‘help’, ‘provide’, ‘contribute’, ‘give’, ‘teach’, and ‘solve’ are important words to use in your Personal Presentation.

If your introduction is successful and understood, it should invite discussion. If, on the other hand, it closes off the conversation, you may need to think again!

It is not easy to develop your Personal Presentation, but once you have it refined, you have an essential marketing tool at your disposal.

Develop an image of your ‘ideal client’. What industry do they work in, what is their company size, etc. This will help fellow networkers ‘see’ opportunities for you. It can also save you a lot of time chasing down leads that are not right for you.

Focus on the problems you can solve, not on what you do. “We design websites” doesn’t have as much impact as “We help companies find new business on the internet”.

Be specific and have a narrow focus – don’t try and play all your cards at once.

Rehearse your introduction until you can say it easily and professionally. Practice on your own and with others to get the flow of words right.

Ask for feedback. Ask for suggestions on how you can make your message clearer.

If people ask “What does that mean?” instead of “How does that work?” you know you’ve got it wrong.

Remember that your prospects are listening for the benefit for them. The ‘What’s In It For Me’ (WIIFM) syndrome comes into effect, so work on your Personal Presentation to show how you can solve their problems.

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