Networking–some
of us love it and some of us hate it, but the value of networking
can’t be underestimated. I know businesses both large and
small spend a great deal of time every month just doing that –
and with exceptional results. It’s a great way to build work
relationships, promote your products and services and make some
great friends at the same time. And from a marketing point of view,
its certainly one of the most cost effective marketing tools you
can do for yourself!
So in this issue I thought I would provide a few
tips on how to break the ice, and move from behind the back row
to really get out there and promote your business.
Tip #1-
Look for stands aloners – People at the function
or seminar that seem to be on their own, or with a colleague. You
can always sense that awkwardness – These people are much
easier to approach then trying to weave into a group already in
conversation.
Tip #2-
Break the Ice - Find a common interest with them so it’s
easier to make your approach. An example of this is maybe you can
see they are holding onto the same canapé as you, - the one
with blue vein cheese that’s a bit too blue! Walk up to them
and say, “Hey, I tell you this canapé could be great
if they left the cheese off it!” If it is horrible they will
laugh with you and there – you’ve done it! - You’ve
broken the ice.
Tip #3-
Keep the conversation rolling - The next step now you have
their attention is to keep the conversation rolling otherwise you
will be both standing there! I would suggest discussing the function
you are at, is it good, or bad, why you are both there, etc and
that way you can find out some great information about your new
prospect.
Tip #4–
Get more info - Ok, now you have now found out that they
don’t do what you do, its time to open the doors and obtain
more information from them. I know a continuing mistake people make,
is sometimes they are so nervous, they end up talking too much about
themselves and forget to ask more about the other person, hence
closing the door to gaining info that can help you.
Leading questions to get more info can be, “How
is your industry at the moment”, or “I have recently
heard new technology on the rise in your industry.” You will
notice your new prospect relaxing and opening up to you and sharing
even a joke or two.
Tip #5–
Its time to pop the big question! Not ask for their hand
in marriage!! Maybe a date if you’re feeling lucky! –
But seriously, ask them if they are happy with their current supplier.
Eg: If you are a security specialist, ask them – “So,
are you happy with the current company you are using?” and
you may be lucky to get an “Absolutely not”– heres
your big chance to tell them about you! If they say, “Yes,
I’ll never change” – look for the exit door, or
best next stand aloner and move on! – Of course only if you
want to – you may just really like the person and their services
may just be of benefit to you.
Tip #6-
Hand over your card – I know a lot of people do this
when they first meet someone, but you have to remember at a function,
a lot of card swapping goes on- so I recommend waiting til there
is an interest and you have made some great impact – as you
might see your card go into their top pocket or their wallet, rather
than in the bag they are carrying with all the other brochures and
cards!
Tip #7–
State your point/s of difference – Rather than just
telling your new friend - “I’ll call you next week”
– find the best reason to call and tell them why – so
they can really look forward to your call. Eg: using the security
specialty example as I have done at tip no. 5, you might say –
“There is a new state of the art security system that’s
just been released and I can see it really saving you money”.
See – their eyes have lit up! Now they WANT you to call!
Tip #8–
Write it all down - Back at your car, don’t forget
to write details down from all the contacts you have made and who
/why you will call them. That way, on your way home and back at
the office the next day, you have something to look back on rather
than trying to remember!!
Well I hope your next function or seminar is a
hit – let me know how you go! If you would like more information
or have some tips of your own you’d like to pass on, just
drop me an email
or call me.
