We are all looking for genuine ways to connect with others, build lasting relationships and expand our networking circle. So when is a good time to network, promote or brand yourself? How about whenever you are out in the world, standing in line at the grocery store, or in an environment where a lot of people are.
You are always networking and building relationships so focus on getting to know people that can be of value to you and that you can be of value to them. So how do you go about making a great first impression?
Most people go to networking events with the intention of telling someone about their service or product, or giving them their elevator pitch and hope that someone says; "I need that or I know someone that needs that." You are entering a new environment from a stand point that is one sided or greedy. You are approaching the situation from a self serving position and you are only thinking about what you can get from them.
First you need to develop visibility, credibility, and profitability. If you were to turn the self serving approach around and say, "how can I be of service or help you," the outcome would be very different and extremely beneficial to all parties involved.
You are going to have to go out in the world and be of benefit to others, this creates visibility. The need to be able to talk about what you do is very important, but not right from the beginning. You need to build credibility with the other person or networking group. They need to know that if you offer them something, you can deliver. "Success comes from making promises and keeping them." Jack Canfield That builds trust, it builds relationships, which builds long term connectivity and profitability.
So once you've established a connection and get to know someone at an event or networking function, ask the question, "what do you need right now, what are the 2 most important projects you are working on right now?" What's the greatest challenge you are facing right now? Whatever it might be, find out what they need and then follow through.
Then the next question to ask is, "what can I do to help you get to where you want to go?" Here's an example. During a coaching session, I asked my client what they needed and how could I help them? My client was specific about what they needed as far as being more organized and having a step by step plan of accomplishing goals. I used techniques to provide them with organization and steps to stay on task. They received what they needed by way of organization and goal setting skills and I helped them get from where they are to were they wanted to be. You want to deliver what you've promised to deliver. Look at networking as the beginning of a relationship.
Also, you want to be able to tell them what you need. Be very clear about what it is you need. If you need help personally, like a job referral because your son needs work, or your need a consult because your mother has breast cancer. Or you may need financial assistance, like a financial advisor, there maybe a certain market you want to penetrate, a key initiative or important connection you want to start or meet. Whatever it is, be specific. You want to have maybe 2 very important and pressing matters addressed because you don't want to spread yourself thin and be all over the place.
Once you've established yourself with visibility and credibility, the profits will follow. You better believe that when you ask them for help, they are going to return the favor. Now that you've delivered on their concerns, this puts you in direct line to receive what you want. This is part of building a network of like minded professional individuals that will promote you and your products because of the trust, honor and friendship you've created.
The last thing you want to do is follow up. Many of us go to networking functions and collect a hand full of business cards and end up throwing them in a box, on your desk or putting a rubber band around them. Follow up with the potential connections, prospects, or clients. Make sure there is something you can do for them. Like provide them with a new product, send them one of your articles, or a news clipping you found out they were interested in, or send them a birthday card. You want to keep you on top of their mind.
Focus on creating a long term relationship. Your goal is to build a relationship. Ask the question as to how you can be of service to them. "If you help enough people get what they want, you will always have what you want." Zig Ziglar. Figure out how you can provide a solution to their problem and follow up. And remember to be clear about the challenge you want resolved about your life or current situation. This makes it a fair and even exchange were everybody gets what they want.
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