Tuesday, November 25, 2008
A guide to effective Networking
The most effective form of advertising is also the oldest: word-of-mouth. Exciting ads and shiny brochures don't compare to an informed recommendation from someone who is trusted and respected. Whilst networking has been essential in gaining new business since the dawn of commerce it is a vital business tool that is commonly disregarded.
Networking is a great way to build a strong base of contacts giving you a better chance of being in that proverbial "right place" at the right time.
The best thing about networking is that you already have something in common with most people you meet. However it’s important to ensure that you never adopt a "who are you and what can you do me" attitude. Networking works best when there's no pressure. Ask questions and always listen. First impressions are important, but they can also be enhanced or changed over time.
There are some key factors you need to think about to ensure that you get the most out of any networking event. It’s not always enough to turn up with a nice smile and half a box of shiny new business cards.
So what do you need to think about?
DON’T JUST SELL
The best results come from building relationships so don’t be tempted to go in for the hard sell. Show an interest in what other people do you and you will build a much wider and stronger network.
KNOW YOUR AIMS AND OBJECTIVES
Be clear about what you want to get out of it. Set yourself at least one objective so that you have something to focus on. It could be something as simple as finding out information about a new supplier or finding those who may have a synergy with your company.
PREPARE
It’s important to be able to say what you do in just a couple of lines
MORE THAN A NAME
Don’t simply collect business cards, if there’s something important you want to remember about someone make a note on the back of their business card, or keep a note book. You’ll be surprised how much you’ll forget by the time you get back to the office
USE OPEN QUESTIONS .
By asking open questions people will provide you with information as opposed to just a yes or a no. This will enable you to qualify them for your needs.
FOLLOW UP
So now you’ve got the names and the contacts they must be followed up. Drop them an email or give them a call and keep your name fresh in their minds.
BE REALISTIC
We’ve all heard numerous success stories of people generating thousands of pounds worth of business instantly with networking but it doesn’t normally happen like that. Networking takes time and commitment and you only get out what you put in
MAKE IT WORK FOR YOU
By finding companies which complement your product or services you can recommend them to customers, which saves them time, you look good and the other business gets a sale. This in turn is reciprocated and before you know it you’re part of a network of businesses working together and referring each other.
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