Build Your Business Through Strategic Networking

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Networking - its the latest business trend. Or is it?

Actually, business owners have always engaged in the art and science of networking.
Only years ago it didnt have a name. Business owners would get together, shake hands, and smile and chat about themselves and their businesses. Same thing with coaching. Ive been a sales trainer for 40 years, but it wasnt until five or six years ago that someone said, Milt, youre not a sales trainer, youre a coach. I always thought coaching was leading your kids soccer or baseball team. Turns out Ive been a coach for 40 years.

The buzzwords, however, arent important. What counts is what you do. And if youre a business owner looking to grow your business, then networking should be a way of life for you. Its how you climb the ladder of success. But if you dont actually climb that ladder, you wont go anywhere. Thats why its called networking!

While you can network anywhere - Ive met some really great clients while eating at the local diner - a good place to begin is by joining a networking group. Its an excellent way to meet a lot of potential suspects who have the potential to become prospects.

Here you will have a brief opportunity to stand up and talk about yourself and your business to a group of people who share the same goals you do. In essence, you become a 60-second commercial. When given the opportunity to sell yourself, be sharp and to the point. Look directly at your audience, not at the ground or up at the ceiling. Make eye contact. It lets your peers know that youre confident.

Once your commercial is over, get out in the crowd and talk to people. Work them like a politician works a crowd. But dont be pushy; dont use fancy words - not everyone is a Princeton graduate, and make sure you have a firm handshake. Trust me, you can tell if a person is positive or negative by their handshake. And be a good listener. Listen 80% of the time, talk 20%.

But most importantly, dont make this an its all about me affair. Remember, youre not the only person there networking. Youre all in the same boat. When you introduce yourself, dont hand someone your business card and immediately tell them what you do. Show an interest in others - talk about what they do. Ask them questions about themselves and their families; develop a rapport. In other words, dont kiss on the first date!

Youll know if theres any chemistry between you. If there is, make arrangements to meet at another time and place to discuss your mutual interests. Why eat lunch by yourself? And always ask for a referral.

While theres no harm in speaking to everyone, do target your audience - seek out people who you know would benefit your business. But even if you determine theres nothing worth pursuing, a particular business owner may have other clients that can help you. You may speak to a business owner with whom you have no mutual interest, but youre also talking to his/her 30 suspects who may become prospects.

As for that business card - make sure it describes what service you are offering. Your card is your billboard. I suggest putting your photo on it. If I dont remember what you do, chances are I will toss the card. When you receive someones card, dont wait a week or three weeks to make contact. Follow-up in a day or two.

The key to successful networking is practicing your presentation. Write down your message and key points and practice it over and over. Repetition leads to confidence. Practice in front of your spouse or friends and neighbors. Practice is especially important for people who are terrified to speak in public, which is about 99% of the total population. You may even want to consider hiring a coach.

Theres also the likeability factor to consider. In order to sell your product or service, you have to sell yourself. And if people like and trust you, theyll sign that contract. Conversely, if they dont like you, you can be selling gold in your pockets, but they wont buy.

Networking is the best way to build your business. You can read a million books about it, but unless you get out there and do it, youll never even reach the first rung of that ladder.






About Author

Milton J. Paris is Sales and Business Coach and Marketing Consultant for Paradigm Associates, LLC. The host and producer of the radio show Getting Ahead in Business on WCTC 1450 AM every Saturday, Paris believes the way to increase sales is through setting goals and executing them. An author and speaker, he served as President and Vice President of Sales for three diverse companies with a national customer base. He has 40 years of sales and business growth experience. Visit www.ParadigmAssociates.USor call (90 276-4547.

Source: ArticleTrader.com

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