Bob Burg’s book, “Endless Referrals” outlines the basics of
networking. I consider this to be a great book for anybody who wants to
increase their sphere of clients, prospects, friends, and relationships. From
start to finish he covers all manner of networking. Building relationships is
the route to success, and Bob Burg details how to do it.
You should attend networking events, whether they are
meetings specifically for networking or are general meetings for business
people to attend (luncheons, seminars, whatever). Every business meeting is a networking
opportunity, and all attendees should understand that these are
opportunities for networking and building relationships.
At a meeting specifically promoted as a networking meeting,
starting conversations should be easy. After all, everyone should expect that
networking is one of the reasons that they are there. Starting a conversation
with people at different type of meetings might be more difficult, but you can
do so at all meetings if you approach them in a non-threatening manner. It is
just that simple.
If you see friends at a meeting, say hello to them and ask
how they are. However, you are there to network with people that you do not know,
strangers who are not already your networking partners. You may be targeting
someone who is in attendance, but the main objectives of your efforts should
not be people that you already know. Get out of your comfort zone, and look for
people who are new to you.
Some of these people may not be veterans of networking as
you are and might be nervous. Greet and comfort them; make them feel welcome. Ask
their name and what they do. Exchange business cards and comment on something after looking at
their card. Maybe they don’t know anyone else; after you get
acquainted, you can introduce them to someone that you know.
If you learn that they are interested in meeting specific
people, you might be able to introduce them to those attendees, or you might be
able to refer them to some partners of yours later. If you cannot refer them to
specific people, perhaps you know someone who might be able to help them meet
the people for whom they are searching.
Just be yourself, do not try to sell; just establish a beginning
to a relationship. You may be able to start the conversation from their name
tag, or they may do so from yours. Ask them where they are located, or their
accent may lead to a discussion. Maybe you know someone in a similar industry
or in another group that they may mention.
No matter what you do, do not start selling your product or
company, or even yourself. Ask them if they would like to get together and get
better acquainted at another time, promising to contact them later. If they offer
to set a meeting right away, do so, but don’t push for one; that is what follow
up is for. If you suggest a future meeting, your call will not be a cold call,
but a genuine follow up call.
Gratitude Marketing techniques are very
applicable in this start to relationships. Cultivate relationships first, and
your will cultivate business partners, clients, and referrals for more
prospects. Meet
others, cultivate relationships, always be grateful for others, and you will
prosper, both in business and personally.
Please leave me your comments and ideas, or call me at 360-314-8691,
or email me at Jim@SOC4Now.com.
Share some of your experiences with me; we all learn from each other.
Great advice Jim! Thanks for sharing.
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