Instructing you to “Have Fun” as our final networking tip isn’t just something we’re tacking onto the end to make it to #12. Attending networking events and socials can and should be an enjoyable part of your business growth activities. If the thought of attending one still makes you roll your eyes and sigh heavily, then something isn’t right. Perhaps you should re-read the other 11 tips.

Following the tips we suggest in #1 – #11 should automatically give you a feeling of excitement towards attending because you see networking events, not as a necessary evil, but as full of potential!

1. The pressure is off – Once the pressure is off of you to have to “sell, sell, sell” you will find your shoulders more relaxed as  you arrive with a different goal: meeting new people and simply listening to what they have to say.

2. Instead of thinking of yourself as an attendee, think of yourself as a host. What does a host do at a party? Mingle, talk to new people, introduce connections that have a good fit.

3. One of the best things we can do for our own personal growth is to put the needs of others ahead of our own. By becoming others-centered in the way you approach your business (including networking) you will find great satisfaction.

If you haven’t been following our 12 tips to transforming your networking activities, here are the other 11.

1. Redefine Your Concept of Networking

2. Do Your Homework

3. Have A Goal

4. Lose Your Peeps

5. 3-2-1 Contact!

6. Come With Questions

7. The Ultimate Question

8. Know When To Stop

9. Connect A Connection

10. The Follow-Up

11. Be A Resource

Happy selling!

The right information, at the right time, can have a positive impact on your business. When the source of this information is you, your new connection will take notice.

Have you ever been in a store and saw something that you just know someone in your life would love? Our oldest son likes anything related to Mario (the Nintendo character).  When I’m shopping and I see a Mario whatever, I think of him.

That’s the kind of mindset you want to have for your business connections. As you are going about your daily business and you come across something that would be of benefit to one of your connections, you want to pass the information along.

Have someone in your network in the health care industry? If you come across an interesting new study related to their line of work, pass it along.

If you come across something that would help a new contact grow their business, let them know. If you’ve got a connection that installs industrial refrigeration equipment and you hear word of a new restaurant coming to town, shoot them an email asking if they’re aware of it.

These little bits of information could lead to larger projects for them. That is what being a resource is all about.

Happy selling!

I attended a networking breakfast last year with a friend (as his guest). In this particular group, the members pay close to $1,000 each year to participate. I sat at a table with 6 other people. We chatted, exchanged business cards, listened to the morning speaker. During the event, the speaker talked about the importance of passing leads and gave networking tips.

The following day, I emailed each of the people I met. I suggested it was nice to meet them and I made a reference back to something I had talked about with each of them. I also indicated that I looked forward to learning more about their business in the future.

Are you ready for this?

Not a single person responded.

How’s that for an ego killer? Fortunately my ego isn’t tied to other people’s bad networking moves.

Here are 5 things to do to follow-up with a new connection:

1. The next day, send a follow-up email to the people you meet and speak with. Tell them it was nice to meet them and refer back to something that you spoke about with them.
2. Look them up on LinkedIn. If they have a profile, make a connection. Include a personalized invitation to connect that refers back to having met at the networking event the day before.
3. Record any notes in your database as to what you learned about them and their business.
4. If during your conversation at the networking event you promised to provide the new connection with something — make sure and do it!
5. Schedule a follow-up phone call with the connection for 4-6 weeks into the future.

It still surprises me that the simple act of follow-up after a networking event is something that will set you apart from the pack.

Happy selling!

“I got a guy…”

I spent several years as Vice President with a technology company that was based in Toronto, but has offices all over the world. I did a lot of traveling in those days (it was before we had our children) and I got to meet people from all walks of life. In my travels, I became buddies with the controller in our Chicago office. One of the things I liked about Chris was that whenever I was looking for a connection to get something done he would say, “I got a guy for that.” And he did.

Chris had connections for nearly everything. Did I need to find a great deal on travel cases for computers? He had a guy.

Did I need find training space in Kansas City? He had a guy.

If I needed something, I’d try Chris first. If he didn’t have a guy directly, he knew a guy who had a guy.

Chris didn’t do the work himself. He connected two people with a need. One had a need for more business. The other (me) had a need to get something done.

When you are at a networking event and you meet a new connection, spend some time afterward categorizing that connection in your mind. Hopefully you had the chance to ask him/her the awesome question we presented in Tip #7 and so you have a good idea of the type of person that would be ideal as a prospect for them. Make an effort to do something with that bit of information.

If you are at an event and you meet someone who is in the moving business and another person who does renovations — connect the two. Put the pieces together for them. If you meet a guy who owns a funeral parlor — you might want to connect him with your contact who owns a flower shop.

It’s like marrying the chocolate with the peanut butter.

Keeping your connections in mind is something you intentionally decide to do. However, it is one way you can build yourself as the go-to guy who people want to have in their virtual rolodex.

Happy selling!

No one wants to be “that guy.” You know, the guy who is not aware of the body language of those around him/her and goes about doing his thing regardless.

At networking events, reading the body language of those you are talking with is a key component to building relationships. People arrive at these things from all different walks of life and from all kinds of different home life situations. You might come all pumped up, ready to tackle that key super connector that you’ve done some research on, however, when you arrive you notice he or she doesn’t seem particularly in a chatty mood. You see that everything about their body language screams, “go away!” You try and make eye contact and they look away. You smile and they seem to look past you.

Don’t take those kinds of things personally. We all have days when we are more approachable than others, don’t we? Your new connections will too. If you tried to forge ahead and engage them in a chatty conversation anyway, you likely will be “that guy.”

Simply find someone else who is giving off the approachable vibe. Not a big deal. You’ll get another chance.

Likewise, if you are talking with someone and they suddenly seem distracted, are looking over your shoulder, or seem to have something else on their mind – wrap up your conversation and let them go. You’ve made a first step and you can try to pick it up at another time. Again, the key is not to take it personally. You don’t know what is on their mind, but you can read their body language.

Conversations have a natural ebb and flow. When you become practiced at engaging in them, you’ll feel when it is time to stop. Politely act on that. Always thank them and let them know that it was nice to speak with them. Repeat their name as you do. “Well Mike, it was so great to meet you. Thanks for taking the time to chat.”

Body language communicates much. Reading body language begins with intentional awareness that through body language, the other person is communicating something going on inside. It may have something to do with you – or it may not. Responding appropriately to the body language of those around you is an important part of becoming a great conversationalist. The better conversationalist you become, the better your results from networking events.

Happy selling!

Cinderella and my wife have both been attributed as saying, “One shoe can change your life.”

I, on the other hand, believe that, “One good question can change your life.” At least when it comes to getting to know a new connection.

Bob Burg, a networking guru, suggests that there is one great question that will make you stand out from every other person at a networking event. I wholeheartedly agree.

This is not a question to lead off with — rather a question to use when the conversation has had a chance to develop and flow and you have built some rapport with your new contact. As the conversation is drawing to a close, this one question will let your new connection know that you are interested in helping them build business.

“How can I know if someone I am speaking with would be a good prospect for you?”

Your new contact will be blown away that not only were you listening to what they say, you are interested in helping THEM to grow business. It tells them that you are truly seeking to build a mutually beneficial relationship. It puts you in a position of servant-hood.

When your prospect gives you this answer, if you know someone who immediately jumps to mind, avoid the urge to say, “Hey I know someone who needs that!”  (We are going to talk about appropriate follow up in upcoming tips.) Instead take in what they say, be sure you write down their answer as soon as you can, so you are sure to remember it. Clarify if you need to, so you know the characteristics of a good prospect for them.

You can then ask for a business card and thank them for taking the time to meet you. You should naturally feel when the conversation is drawing to a close and it is time to ask the ultimate question.

Happy selling!

Often, a flash of brilliance comes upon us at just the right time and we think of the perfect thing to say at exactly the right moment. However, for most of us, nothing takes the place of preparation and planning. This is especially true when it comes to having good questions ready to ask someone who’d you’d like to get to know.

On our journey through tips to transform your attendance at networking social events, we have arrived at #6: Come prepared with good questions to ask someone new.

If all you cared about was talking about your products, this wouldn’t matter. However, our goal is for each new connection to talk as much as possible about themselves and their business and for most people, this requires some prompting and some permission to take the stage.

This is best done with questions that invite your new connection to expand and share the things that are rattling around in their brains. Also known as open questions.

Questions should make the client feel good about answering. As opposed to a sales call, where you want to know about their pain and problems, you want to ask things that build them up.

“How did you get started in your business?” – Encourages him to share his story.

“What do you love about what you do?” “What’s the thing you enjoy most about being in _____ ?” – Gives the warm fuzzies about their business.

“What kind of advice would you give someone just starting out in _____ ?” – Puts them in a mentor role.

“In your view, what does the future of ________ look like?” – Lets them be visionary, share their upcoming goals.

“How has ________ changed over the years?” – Might not use this one if they are starting a new business. Instead ask What motivated you to get into ________?”

You will not use all of these questions – one or two will be enough to likely get them talking. As they expand and share, use encouraging comments to extend their answers. “Really? How did that happen?” “So then what did you do?” “Wow!” Verbal cues that let them know you are interested, they have the stage and you want them to tell you more.

If the person is light on experience, you can ask about their family or hobbies and interests.

“How did your family end up in (name your town)?”

“What do you like to do in your free time?” – Asking about hobbies can be done in the same way as asking about business ventures.

If the person indicates an interest in a religious or non-profit organization, you can ask them about their experience. Some people say you should shy away from religious conversations. I am not suggesting you argue with your new friend over differing beliefs, but if they show an interest in something, there is nothing wrong with asking them to expand on their experiences.

“You went to Cambodia with World Vision? What was that like?”

“You sing at your church on weekends? How did you get into music?”

Remember, you want to get to know this person. The best way to get to know someone is to let them talk.

The nice thing about building your questioning skills is that this is something you can practice with nearly everyone you know. My wife and I regularly ask our kids, “What was the funnest thing you did today?” to get them talking about their day. It yields much more information than the standard, “How was your day?” to which we get, “Fine” and that’s it.

Tip #7 will review how to wrap up the conversation as well as provide you with the greatest question of all that you can ask a new business connection…

Happy selling.

We are 5 posts into our 12 tip series on transforming your results from networking socials. Up to this point you’ve;

1. Decided you want to get more from business-networking events

2. Did your homework prior to attending

3. Have a goal to make quality connections, not focus on quantity

4. You’ve worked up the courage to leave your friends and approach someone you don’t know.

Now what?

In the first few seconds, your new “connection” will be wondering if you are just like the others who are trying to push business and sell, sell, sell. So as you introduce yourself, I suggest you simply give your name. When they respond in kind, simply ask, “So, REPEAT THEIR NAME, what do you do?” or “What line of work are you in?” or something along those lines.

Repeating their name will help you remember it. Your goal is to get them talking about themselves and their business. If they give you a brief answer like, “I’m in financing, what do you do?” Resist the urge to launch into an intriguing explanation about how you solve client problems.

Your goal is to get this person talking about their business. So, put the focus back to them. You can respond, “I’m in automotive servicing.” Then toss it back to them, “Financing, so what kind of financing?”

It is critical that your new connection feel you have a genuine interest in them. And it won’t be phony – because you really do, don’t you? You want to know as much as possible. They now know you, but they don’t yet like you – and believe it or not, the more you get them to talk about themselves, the more it will contribute to their liking you.

Happy selling!

Here we are, tip 4 into our 12 tips to improve your business-building success at networking socials and events. Today’s tip will stretch you a bit out of your comfort zone, but is critical. It is going to sound simple — but you’ll be surprised how many people don’t intentionally do it.

Talk to people you don’t know and don’t hang out with the people you do.

If attending after-hours or network events feels same ol – same ol to you, it might be because you talk to the same people. It is natural to gravitate towards people you know. It makes you feel comfortable, popular even. You should make time to connect with people you already know – outside of the monthly networking gatherings.

At these events, you should look to add to your network, not just hang with those already in it.

People at networking events expect to meet new people. Whether they do it or not, meeting new connections is why one decides to go. So it isn’t considered weird to walk up to someone, extend your hand and introduce yourself.

In our next post we’ll go into what happens next…

Happy selling!

When coaching a client on business strategy, we often begin with establishing their goals. Knowing the goals is critical in designing the plan to get there. Without a goal, you wander aimlessly.

Before attending a network event, it is a good idea to have a goal.  In Tip #1 and Tip #2 we established that you want to think of your networking events as opportunities to build relationships. You should learn what you can about the people attending. In our next tip for transforming your networking events, we’re going to talk about the goals you should set.

1. Look for superconnectors

You have a circle of connections. It is made up of basically everyone you know, or come into contact with through the course of your life. You have more influence with some than others. The influence that you are able to create will successfully help you build your business. Those who know, like and trust you most are the ones who will refer you.

Some people have more contacts and connections than others. Do you have any buddies who seem to know everybody? I’ve got a few like that in my network. I go to them first when I need to make a connection because chances are if they don’t know the person, they know someone who does. These people are superconnectors. Quite simply, you want to make connections with people who understand the true value in networking and are willing to make connections within their network. At networking events, you can usually spot them easily because they have a strong presence and are usually surrounded by more people.

2. Quality, not quantity, matters

Rather than try and meet as many people as possible, you should focus on having 3 or 4 really meaningful conversations. In upcoming tips we will discuss how to make your conversations meaningful, but for now you need transform your thinking that even one great conversation is worth more than collecting 50 business cards from people who you know nothing about.

3. Don’t hang your hat on anyone

Realizing the goal isn’t to sell to the people there, you’ll be surprised at the pressure that will be off  of your conversations. You truly will feel the freedom to get to know the people you speak to, and if someone isn’t in the mood to talk, there’s nothing lost. Employing the techniques to help you learn how to have great conversations will be fun.

Happy selling!