Posts Tagged ‘Networking’
What Do You Do?
“What do you do?” The universal networking question we have all been asked – thousands of times. Most people respond with a job title. A more effective way to answer the question is with a Marketing Impact Statement (MIS) sometimes called an elevator speech (E-Speech) or 30-second commercial.
The purpose of an E-speech or MIS is to engage and intrigue the person asking the question, inform them about your ideal client profile and the solutions you provide them and to enter into a conversation. The term elevator speech is based on the concept that you can deliver the E-speech or answer to the question “What do you do?” in 30- seconds or less! (It is wise to have a 5-second response as well as a 90-second one depending on whether you are going to the second floor or to the top of a skyscraper!)
Test and try different responses. Notice which one seems to be the most clear and gets the best response from someone who does not know what you do. Don’t give a speech...have a conversation.
PS: Are you clear on the answer to the question “What do You Do?” Email me to request more information on this topic. JEAN@JeanCaton.net
Networking in a New Way
Throughout my corporate career I had to do a lot of mixing and mingling with customers and colleagues. I hated it! I am an introvert and small talk with customers, prospects, and the guys I worked with was not my favorite thing.
When I first became an entrepreneur, I recognized the importance of networking and knew, love it or hate it, networking was an essential skill for an entrepreneur to master.
I thought this meant more small talk and worse yet that it now meant selling my services and products. But I sucked it up and attended a lot of networking events. I passed out countless business cards with limited success.
I thought, maybe if I got a new business card, a better website, changed my elevator speech, or was better at selling I would get different results. I had it all wrong.
Once I realized networking was not about selling but about building relationships, it totally turned around my attitude and my results. I do not dread networking any more. In fact I enjoy listening to the business adventures and life stories of the people I meet. I no longer attempt to be interesting and impress others thinking that would be what would get them to buy. I no longer approach networking by trying to sell myself!
Instead, I now listen more than I speak. I am genuinely interested in the stories of the people I meet. I listen for an opportunity to help them by suggesting a referral, a resource, or a business tool that can help them be even more successful.
I now know effective and enjoyable networking means
Getting to know a lot of new people.
Reconnecting with people I have met before and move through the know, like and trust process.
Forming ongoing relationships.
Modeling the Masters
Modeling The Masters
Returned from a conference in Orlando late Sunday night. Blocked a half day of free time for following up with what I learned and the great contacts I made. Actually the contact information of the 41 quality relationship ( aka biz cards) I received, is already in a list ready to be sent to my VA. I will invite them all to become a member of my community via my newsletter http://jeancaton.net/free/archive/ Follow up is the secret to going from a cardboard connection with a casual contact to a relationship with a colleague that can become a client, referral agent, resource, or JV partner.
Many of the “Masters” – my colleagues who are making multiple six figures in their own business, my role models and mentors, were at the conference. I watch and listen to them and model all that they do. From the way they speak, to the tools they use to promote their businesses, their websites, blogs, Twitter and FB approach, and more.
As I organize and file the information from the event sponsored by my coach http://suzanneevans.org/ I have even started a new file to compile my ideas for later reference – Modeling the Masters.
I suggest you find role models in your field and model them. They are the masters of success so must being doing something right!
Networking is More than a Cardboard Connection!
Tips for making your networking more effective and more fun
What do you think of when you hear the word networking?
Networking is a term used all the time. Most professional meetings set aside time for networking. Why? One possible use of networking time is to catch up with friends and colleagues. However, if you are interested in career advancement or are an entrepreneur who seeks to build your business, networking time is an ideal opportunity to meet new people and make new relationships. Did you know an estimated 20-25 percent of available jobs are listed in newspapers, trade journals, or employment offices? The remaining 75 percent of jobs today are a result of networking according to www.Careermag.com
How do you make networking-time productive and fun?
Many people approach networking in the wrong way. Some consider networking as a time to talk all about themselves and their businesses in effort to get a sale. We have all met these people and our goal may be to figure out how to avoid them.
Then there are those who are uncomfortable networking so they sit in the corner, chat with friends, or have some snacks and then leave-or maybe they don’t show up at all. This is a lost opportunity.
Networking takes on a new look when you think about it as simply building relationships. These relationships may turn into new business, a new job, or even a new friend some time in the future.
Practical Application
Here are networking tips you can use whenever the opportunity to meet new people presents itself.
- Don’t Give Out Your Business Card. Don’t just build a cardboard connection by giving everyone you meet your business card and consider that networking. Do not give out your business card unless you are asked. When someone asks for your card that means s/he has an interest in what you do and will keep it. Otherwise, it will probably get tossed or lost. Be sure you get the cards of those you want to start building a relationship.
- Be Interested before being Interesting. It’s not all about you. People will connect with you more easily if you express interest in them and their business needs, issues, and success.
- Ask Questions. Everyone likes to talk about her/himself. Asking open-ended questions is a great way to learn and connect with others.
- Be Authentic. Be yourself. Be genuine when asking questions and listening. Don’t approach networking like a contest or performance.
- Be Positive. Accentuate the positive. Complaining is a turn off. Find something good to say even if you are not satisfied with the speaker, venue, food, etc. Others enjoy being around positive people. Be the “cup is half-full” type.
- Be Well-Read. Being fluent in topics in the news, issues in your industry, or recent bestseller business books. This information can be a good conversation starter and the basis of a discussion, especially with a new contact.
- Be a problem solver. Listen to other person to uncover their business needs. Think, "How can I help?" Suggest resources. Offer to help them solve problems or put them in contact with someone you know who may be able to help.
- Who Knows You - Not Who You Know. Introduce yourself to others. When you ask a question in a meeting or seminar, stand up (if it is a large group), and always introduce yourself prior to asking the question. Asking questions is a way to get “face time” with the group. Make sure it is a meaningful question. Never start with “this may be a dumb question but…” it minimizes the value of what you say.
- Have a Presence. Create an impression. Do this by the way you dress, the way you speak, act, shake hands, and move about the room. Wear an interesting (and appropriate) piece of clothing, or a distinctive accessory. This can be a conversation starter and make you more memorable. Pay attention to what your body language is saying.
- Don’t Cling! Circulate. Don’t talk to only one person or just your friends at a networking event. Go up to others and introduce yourself …especially if this is a stretch for you.
- Have an Exit Strategy. When someone is clinging to you, because you are friendly and easy to talk with, you will need a way to break free. One technique that works is to invite the clinger to circulate with you. It is easier than just walking away. Simply say, “I want to go over and talk to________ why don’t you join me and I’ll introduce you.”
- Follow up. If you have offered to provide a resource or contact, follow up in a timely fashion. For highly valued contacts, send a follow up e-mail with a resource or comment on a key point from your conversation. This will keep you on their radar screen and in their database.
- Stay in touch. Have a strategy to stay connected to key contacts. Staying in touch is as easy as forwarding a link to an interesting website, a program, or an article. Attentive listening and asking questions will help you know what is of interest. This will keep your network warm. A good idea is a magazine or newspaper clipping with a personal note.
- Elevator Speech. When you make new contacts, you must have the answer the question “What do you do?” ready to roll off your tongue in a clear and concise way. For tip sheet on developing your elevator speech, sometimes called a thirty- second commercial contact Jean@JeanCaton.net Message line- E-Speech Tip Sheet.
Coaching Tips
These 14 suggestions will help you know how to be a more effective at networking. They will not help you overcome fears or resistance to networking. If you are shy or introverted and dislike networking you must stop the negative chatter in your head telling you “I’m not good at this” or “I don’t like to do this.” Then overcome your resistance, which is usually based in fear. Examine what it is that you are resisting. Finally, follow the advice of Susan Jeffers in her best selling book “Feel the Fear and Do it Anyway.”
( You can read my review of her book here.)
