Like any farmer, as a business owner, you want to be continually planting seeds to further develop your network. If you are harvesting your latest crop of potatoes, you want to be preparing for the next sowing. You’re not going to sit and not grow anything further while other farmers are already at work for the next season. You need to be ahead of the game.
You need to have this mentality as a responsible and bona-fide business owner. Sure, you may be committed to your customers and clients, constantly looking for better ways to serve them. You may have superb knowledge of your industry with a product and/or service that is incredibly valuable. However, you always need to be searching for new and high-quality prospects that are already sold on you as a person by the time they are ready to buy.
Understanding the Concept of Networking
In general, networking as a term is understood by very few. The term stands for the cultivating of mutually beneficial relationships that will be a win-win situation for both sides. When practiced correctly and repeatedly with the needs, wants and desires of the other person in mind, networking will dramatically increase your ability to list more businesses and sell more products and services in a way that will surprise you.
In order to accomplish this, people need to feel comfortable with who you are as a person. If people like you, that’s half the battle right there in networking. Certainly not everyone that you meet will fit that criterion of not only being a great prospect but someone that is sold on you. But remember, there are always diamonds in the rough; you just need to look and dig.
Finding the Right Approach
Sometimes your approach is not the right one for you, which will result you in feeling not only uncomfortable but unsuccessful. Therefore, as in a shoe store, you feet need to fit in the right pair.
Finding the Opportunities to Mingle
People will refer to and do business with those that they like and trust. Whether you’re at a local business event, your church, synagogue or mosque, charity function and a plethora of other places; there are always opportunities to meet people that could develop into a fine contact.
Regardless if a person ever becomes a client, the chances are high that they know someone else that very well could, especially if the average person knows approximately 250 others. That’s 250 more people that you can meet and network.
Disarming and Winning Over
The key to be effective in networking is to be professional as well as non-intimidating. People need to see you as approachable and attentive to their concerns and needs. If you’re at a local business or social event, don’t be like most professionals that feel the need to do most of the talking, promote their service and make the other person nervous and defensive. Conversations should happen naturally so that they enjoy what they’re hearing from you.
Know You, Like You, Trust You
Ask questions that will make the other person feel good about themselves, the conversation and you. This is what we call the “know you, like you, trust you” method, where the questions being asked are not invasive or intrusive. Feel free to ask about their hobbies, families or causes in that they are involved.
Instead of speaking most about yourself and your business, ask these two questions:
- “How did you get started in your business?” This is what we call the “movie-of-the-week” question because most people love to talk about themselves and their story to someone, anyone. And ALWAYS listen and be interested in what they have to say.
- “What do you enjoy most about what you do?” A very positive question to associate you and your conversation.
After you’ve developed a nice connection that’s focusing on them instead of you, you can throw in a key question such as:
“How can I know if someone that I am speaking with would be a good prospect for you?”
By asking this, you have separated yourself from everyone else by indicating that you are someone special, and the only person that they have ever met who has asked this question during the first conversation. You’ve also implied that you are concerned with their welfare and wish to contribute to their success as opposed to trying to sell your services. They will appreciate your interest, and will see that you are a person that is worthy of doing business with either directly or through referrals.
And always remember to ask for their business card so that you can follow up correctly and systematically like when you did in your first encounter.