How To Increase The Chance Of A Match When Networking

Writen by Hans Bool

Networking is a productive activity. But to benefit the productivity to its full extent you should network the way you would organize other activities.

There is a difference between networking and selling. Networking might be familiar to selling, but it is different in the fact that sales is dedicated to a specific service (that you offer in this case). When you network you do not sell something, but you rather match. Networking is about exchanging information and knowledge. You could exchange information about (other) people, about you, or even about information and knowledge about specific topics.

The goal of networking is to find a match. And this always includes two sides: You and the group, or you and the other.

Think for this last example about dating someone, and you communicate about mutual interests. The better the match, the more of a chance that both agree in a next step.

So if networking is about matching, you should focus on moving in networks where your input is feasible to match.

If you enter a business network that is focused on information and contribution of specific knowledge and you are in for just knowing people and socializing, the match chances are poor.

If you enter a group or business network that is focused on referrals and your input is knowledge the chances are also minor.

Networking is possible at any time, but most networking events are not really productive. They are if you are focused.

© 2006 Hans Bool

Hans Bool is the founder of Astor White a traditional management consulting company that offers online management advice. Astor Online solves issues in hours what normally would take days. You can apply for a free demo account.

Why Business Networking It Really Works

Writen by Patricia Desiderio

Everyone loses customers: ownership changes, changing business plans, personnel changes and many more! In any given year if you are planning for growth you may grow, or have zero growth, or even shrink but one thing is certain - if you didn't go after new business you will be in a less advantageous position. New customers are your life blood and can be expensive to get. Cold Calling, Advertising Campaigns, and Mailings are expensive and require not only money but many sales hours and the return on investment is not usually very high. What can we do to find and get these new customers?

"What About Networking?" Networking is a cost effective way to obtain new clients and growing your business. The first thing you need to do is schedule at least two networking events a week. Next is getting out of your comfort zone. When attending a networking event, always sit with individuals you have never met before. It forces you to mingle, meet someone new and a possible potential new clients.

Here are some tips:

1. Bring plenty of business cards - keep them handy - wear a blazer or pants with pockets. Put your cards in your right pocket. When you obtain the other person's card put it in your left pocket. It is very distracting digging in your purse for your cards. You look "unorganized". Follow up about a week later with a postcard or an E Mail to keep your name in front of the new contact.

2. Eye contact is critical. You know how you feel when someone is talking to you and looking around. Don't look past the person. And don't forget the 3-minute rule (don't be too long winded). After that you lose the other person's attention!

3. Your name tag is your best friend; it introduces you to everyone. We usually shake with our right hand. Put your name tag on the left so it is visible.

4. Last but not least - and certainly very important - Dress for Success. Image is everything! You are on stage with networking. The first 30 seconds someone sees you are very important and you want to make a great impression.

Networking does work! You can meet 90% of your clients this way! Now, get out there and network!! It is essential to your business!! Your business success could depend on it!!

This article was written by Patricia Desiderio, founder and owner of Patty's Gifts and Baskets LLC, a corporate gift consulting firm. Patricia writes articles for various organizations on business topics for small businesses.

Contact information at: http://www.pattysgiftsandbasketsrus.com

Building Great Referral Alliance Partnerships

Writen by Kevin P. Dervin

Too many small businesses don't have an integrated marketing strategy and plan. Instead, the marketing tends to be very reactive to whatever is happening to the business currently.

You want to build the business through word-of-mouth, but you don't have any system for generating referrals or word-of-mouth business. For most it gets even worse than this because you're passively waiting for clients to introduce you to prospective new clients.

It's a long slow process to build your business through referrals this way. Even if you have a systematic approach your success will likely only produce a trickle or small stream of new business.

Create Referral Alliance Partnerships

If you really want to create a flood of referrals, then consider establishing referral alliance partnerships. Identifying the right referral alliance partnership could be worth 100 times more than getting a referral to one additional client.

Many professions can build strong referral networks by partnering with other products and services providers. For example, an accountant can productively send and receive referrals from financial planners, business attorneys, payroll services, insurance providers, and mortgage brokers to name a few.

Become referral alliance partnership focused and watch your business soar to the next level. A referral alliance partner is any business contact that could potentially lead you to hundreds of new clients and visa-versa.

Think in terms of logical services that are up and down the line from your own service. Are there products or services that it's reasonable to think that anyone who is buying them is also likely to be looking for your type of service?

You should also think in terms of individuals or business contacts that are well connected. These are the people who understand the value of continuously expanding their circles of contacts and circles of influence.

Think about individuals or business contacts that you believe you could really help. When you look to help someone first, they'll be more likely to allow you to educate them on how they can help you in return.

I'm not suggesting that existing clients can't make for great referral sources because they certainly can. They should know what your business is capable of as much as anyone. Because they appreciate your work, clients should be one of your best sources for word-of-mouth.

The most successful businesses create referral mechanisms to pursue both avenues for lead generation. But, complimentary businesses that serve the same market can be more highly motivated and could introduce you to many more qualified prospects.

Forming Referral Alliance Partnerships

There are a lot of ways to form referral alliance partnerships with both clients and referral sources. Just calling someone to tell them that their friends or clients could really benefit from your services is probably not the best method. I'm ok with telling folks that your preferred method of meeting new clients is through referrals, but it takes more than just that.

You need to invest time and energy in teaching each other about your respective businesses. Offer to invest in getting to know them and how you can help their business first.

Find out what makes for great prospects for their business and learn more about how they serve their clients. Investigate to learn more about what truly makes their business unique and special from competitive alternatives in the marketplace. Don't settle for them telling you they're professional and courteous. You have to dig a little deeper to discover how their uniqueness makes a real difference for their clients.

Here is the best question you can ask a potential referral alliance partner. "How would I know when I run into a good prospect for your business?" You should also ask them, "How would I know when I run into a good referral alliance partner for you?"

Encourage your referral alliance partners to consistently share client success stories or case studies. Success stories and testimonials bring the business to life and help reinforce the message about the value being offered and what makes the business a great choice.

Ask your referral alliance partners how they would most like to receive referrals. Also, find out what the process looks like once a referral lead is shared.

Now here is a BIG secret in forming your own referral alliance partnerships. Are you ready for this?

Even by offering to get to know their business first and what makes for great referrals, you can train them to be a great referral partner for your business. You do that by asking them to share and then show them what you're talking about by putting examples for your own business in front of them.

By doing this you are building the relationship, but you are also immediately adding value to them in how to articulate their business.

So if you're ready to take your business to the next level, start targeting potential referral alliance partnerships today. When you create multiple referral sources, you'll generate all the business you can handle.

About the Author: Kevin Dervin is focused on helping small businesses that are ready to grow, but struggle with how to consistently attract more clients. Visit http://www.proven-small-business-marketing-solutions.com for more great marketing information you can put to use in growing your business today. Follow his Small Business Marketing Tips and Ideas weblog at http://www.proven-small-business-marketing-solutions.com/blog.html Find Kevin's Kansas City based KPD Marketing practice at http://www.ABCDgrowth.com and subscribe to his free ezine called ABCD Grow.

Networking Events 7 Good Questions To Ask

Writen by Andy Britnell

No matter how confident you may be, the experience of entering a room full of strangers can be nerve-racking and leave you grasping for something to say. I believe the best route is actually the easiest – we all know that people like talking about themselves, so why not ask questions designed to draw them out a little more than standard shop talk?

Here are a selection I have found to be useful in establishing a connection with someone who at first glance appears to have nothing in common with me at all.

1. How did you come to be in your line of work? Often people fall into their job through a chance encounter or a stroke of luck – these stories are often interesting, and recounting them will bring your new contact alive in a way that a straightforward discussion about current business never does.

2. Describe to me your dream customer. You will learn much about their motivation and goals by listening carefully to this.

3. What changes are happening, or can you predict happening, within your industry? Tap into a source of inside information here – it may well have implications for your own business or give you ideas on doing things differently. It is easy to get into habitual patterns of thought without realising it. A totally different perspective can really sharpen you up.

4. What do you regard as your greatest achievement in business to date? Another great way of breaking the ice and getting to know someone better.

5. What do you love about your work? Someone else's business will come alive for you if you listen to them describing their favourite activities.

6. Are there things you wish you could change? A natural follow-on from the above.

7. How would you like people to describe your contribution to your industry? This gets away from day-to-day business and allows them to discuss their deeper aspirations if they wish.

Any of these questions will provide you with a more enjoyable and memorable encounter, and with luck will ensure you are remembered likewise.

Andy Britnell specialises in sales and customer service training for both the private and public sectors. Go to http://www.andybritnell.co.uk/ and you can sign up for my FREE short monthly newsletter and FREE e-mail coaching.

I coach corporate and SME clients who wish to achieve better results - see http://www.executive-coaching-for-business-growth.com/

Is Networking Really Worthwhile

Writen by Judy May

Are you shy? Does the thought of networking make you tense up? If so, you're not alone. Below is a question recently forwarded from one of our Newsletter subscribers, explaining this same issue, followed by powerful networking advice for every design professional:

Last week, I attended a networking event – it was a DISASTER! I am shy to begin with, so I knew I wouldn't feel comfortable. But I had no idea how hard it would be. Everyone seemed to already know everyone else. I didn't know when to interrupt a group and introduce myself. When I finally did, I got all tongue-tied and was not at all impressive. Can you give me some advice on how to better handle my next networking event? In light of my shyness, should I continue going to networking events? Could it really make a difference in my business?

In answer to your last question: ABSOLUTELY! Getting out in your community, meeting people and getting to know them, introducing others to your business, etc. are all VERY important to your long-term success. Believe me, you are in the majority where comfort levels are concerned. It's rare to meet someone who "couldn't wait" for their first networking event. More commonly, networking brings with it fear, uncertainty and anxiety. Here's some advice to maximize your networking efforts:

* Understand your purpose. Networking is NOT about sales. Networking is NOT a place where you "push" yourself and/or your products and services on everyone you meet. To the contrary, networking is an opportunity to build relationships with others. This means that your purpose in attending is to meet people and begin to build a genuine, caring relationship with them. Getting to know other people – taking a sincere interest in them – is priority #1!

* Quality v. quantity. So many business owners make networking into a "contest" – to see how many business cards they can collect. That's their goal: to collect as many cards as possible. My reaction to that: WRONG! Remember, your purpose is to meet people and get to know them in order to establish rapport with them. As a result, I advise my clients to meet as few as 5 people, but spend enough time with them to enable you to begin to establish a true relationship. Think about it: what good is leaving an event with 50 cards? You could get business owners' contact information in the yellow pages. What makes a networking event successful for you is building quality relationships with people – be they prospective clients or others who can assist you in moving your business forward.

* Listen ACTIVELY to other people. When conversing with people at the event, be sure to do more listening than talking. (Remember: you have 2 ears and only 1 mouth – use them in that proportion.) Truly taking an interest in the other person requires that you not only ask questions (such as "how is your business going?" "what is your greatest challenge?" or "how long have you been in business?"), but that you LISTEN to their response. Some networking events are extremely loud, making it difficult to hear what the person next to you is saying. But you must make active listening a priority.

Why is this so important? Because after your conversation is ended, you should have learned at least one thing about the other person so that, when you follow up with that person, you can reference that aspect of the conversation. (Wherever possible, jot down a few notes about the new contact – e.g., her children's names or ages, phrases to describe her ideal client, etc.) on the back of each business card you acquire during the event. This will help trigger your memory when following up later.) The other person WILL be impressed. And that may very well get you one step closer toward your next sale.

* Follow up! Follow up! Follow up! Shortly after the event, be sure to follow up with the new contact. Ideally, you should have mentioned your reason for being back in touch at the networking event (For example, when saying "good-bye" you may have stated: "I'll be in touch soon to set up a lunch appointment." or "I'll be sure to send you that article . . . I know you would find it interesting.") At a minimum, within a day or two following the event, take the time to write a hand-written note expressing how much you enjoyed meeting the new contact at the event. Staying in regular contact is the first step toward building a lasting relationship – a relationship that should be approached as a win/win for all parties involved.

Good luck!

Judy May is the President of Show House Marketing, a business development and marketing firm catering exclusively to design industry professionals. She can be reached at 610.324.5240 or judy@ShowHouseMarketing.com

For FREE Resources, including the Weekly $uccess Secrets Newsletter and the New! 14-day Jump Start your Design Business E-Course, visit them online at: http://www.ShowHouseMarketing.com