By Greg Butler
I would like to give you my seven rules to improve your networking skills. To be successful in business (and in your life for that matter) you need to position yourself in front of people who will make a difference. There are many events throughout the year that make great opportunities to network with people that can make a difference in your business; however, you need to network SMART in order to get results. Seek and ACT on opportunities to meet others that may help your business grow. Look for opportunities to network with these people.
Networking is one of the most effective ways for you to make new contacts and generate new business. I hear many people say, “I go to networking events, but I don’t get many prospects” or “I wish that I could get more leads when I network.” If this sounds like you, it means that you are not following the fundamental rules of networking or you are not networking where your prime prospects might be or BOTH. Below are seven tips to make the most of your networking opportunities.
1. Develop your networking skills. Many people go to networking events, but very few actually know how to network effectively. Effective networking can generate a steady stream of referrals and help your business grow.
2. Know how you help. People aren’t interested in what you do unless what you do helps them. Know what problems you can solve, not a bunch of boring things about what you do. Have a succinct “elevator speech” -- a 30-second description of the problems that you solve. Use questions to identify individual’s primary concerns. Asking powerful questions and showing how you help will gain the prospects interest. Gaining interest leads to an appointment, and the purpose of networking is to gain engagement that leads to an appointment.
3. Event selection is as important as networking itself. Select those events that may attract your clients or people who you want to get to know. Don’t overlook social and cultural events as networking possibilities. Step out of your comfort zone and attend events where you don’t know anyone. A good rule to follow is the “50-butt rule”. If there are more than 50 butts in one room, your butt should be there, too.
4. Target your networking. Too many people rely on serendipity for results. It certainly doesn’t hurt to let people that you meet know about the types of problems you solve, but TARGET your networking if you want better results and increased business. Identify the people with whom you want to make contact and make carefully researched efforts to build relationships. This could be with prospects or potential market alliance partners. This approach takes more time on your part, but it gets better results.
5. Never throw away business. If you’re not the person for the job, refer them to someone else that is. The benefit of this approach is twofold. First, you will be seen as a problem solver, and second, those people who benefit from your referrals are more likely to provide you with referrals in return.
6. Be aware of time. Don’t spend too much time with one person, or you defeat the purpose of networking. Your objective is to take advantage of the entire room. If you spend three minutes with a prospect, you will have a possibility of twenty contacts per hour. Five minutes each equals twelve contacts, and ten minutes equals six contacts. When you are in a room full of prospects, every minute counts. Also, it is very tempting to spend too much unproductive time with friends and colleagues.
7. Practice by doing. Practice the fundamentals and subtle secrets of networking by working a room. If you practice these seven rules, you will have a better chance to succeed at it. All you have to do is – prepare, show up and interact.
Good luck!
Greg is the Workforce Director
for the Jones County Junior College. Greg was the
former Director for the Mississippi Small Business Development Center
at Jones County Junior College. For more information about the Jones Junior
College SBDC go to http://www.jcjc.edu/depts/sbdc/