Want to be a successful networker? Then gain an understanding of others’ concerns and problems. In meeting people, instead of delivering your sales pitch, aim to make a connection, determine their interests, and establish rapport. Remember, the objective of networking is NOT to sell.

Networking is in fact a life skill, not just something we do when we want something from a total stranger or even someone we know.

Most people waste the few precious moments they have to make an impression by focusing on themselves. When in fact great networkers are generally great listeners. They believe in having quality conversations, not quantity. They don’t try to talk to everyone in a crowded networking event. What’s the point? The conversations will be shallow, brief and more than likely not memorable for either party. Read the rest of this entry »

Not following up on initial contacts is the single biggest networking failure that people make. Once you’ve made that first networking contact, it’s essential that you keep building on it. As a first step, make sure to call, email or send a note to people you’ve connected with. It can be a simple “nice to have met you”.

Now is NOT the time to start selling unless they’ve indicated that they are interested in your product or service. Remember the purpose here, is to build a relationship – not land a client.

But don’t stop there! A few weeks after your first follow-up contact with someone, follow up again. Here are some reasons to make a second contact. Read the rest of this entry »

Would you like to generate more referrals for BOTH someone else and yourself?

Well, a very effective strategy is to start giving more testimonials. Yes, it’s surprising how something so simple and easy can have such an enormous impact on referrals.

Webster’s defines testimonials as: “a statement testifying to benefits received“. Or more informally, one could call it “the gift that keeps on giving”.

The benefits of a testimonial:

• Rewards and recognizes others for providing a good service
• Creates credibility, trust and value for an individual or their business
• Provides added visibility for both you and the person the testimonial is for
• Generates more business and new clients

Read the rest of this entry »

Want a fast fix to quickly get some sales and grow your business? Well, networking probably won’t be the answer! Effective networking will certainly help you grow your business but it isn’t the fast fix that so many people are looking for.

Remember, networking is more about “farming” than “hunting”. The key to networking is building long-lasting relationships and connections with other professionals which takes time and nurturing to grow.

Dr. Ivan Misner, the founder of BNI (Business Network International) feels that the bonds of build networking relationships evolve through three phases: Visibility, Credibility and Profitability.

The first phase of growing a relationship is Visibility: Read the rest of this entry »

Want to get more and better connections from your networking efforts? Could be you need to brush up your One-Minute Introduction for that next networking event.

Here’s a quick checklist to create your powerful networking introduction.

Do’s

1. Make it tangible – frame the problem, your unique solution and the benefits your services or products will bring the client.
2. Quantify the results your product or service deliver. Use numbers to gain credibility and urgency (95% of people don’t – you’ll stand out if you do!)
3. Describe your product or service in a way that helps people to fully understand the outcomes and benefits you deliver.
4. Focus more on educating or “training a sales force” than on trying to “close a sale.” Read the rest of this entry »

Networking is about making connections, building relationships and being of service. Here’s a technique that Dr. Ivan Misner - founder of Business Networking International (BNI) used to develop the reputation as the “Go-To Guy”. He promises that it will have a huge impact on your ability to provide quality referrals to others.

Dr. Misner created and sent the following letter out to his client and contact database four times a year. By doing this he increased his visibility and referrals for his network.

NOTE: Just list the professions, not the names and phone numbers. You don’t want to be a glorified Yellow Pages. Also, by making the introductions, you’ll generate new connections yourself and become known as an effective networker.

Hello,I really believe in the process of referrals, and so part of the service I provide is to refer my clients, associates and referral partners to other qualified business people in the community.

Here’s a partial list of trusted members in my network. If you need any of the following services please give me a call at 604.321.5500 and I’ll be pleased to introduce you.

• Accountant
• Acupuncturist
• Barter Exchange
• Caterer
• Cellular & Wireless Solutions
• Children’s Dance & Music Center
• Chiropractor
• Commercial Painter
• Computer Repair & Networking
• Counselor
• Document Management Services
• Dog Trainer
• Equine Riding Lessons & Boarding
• Event Planner
• Family Lawyer
• Financial Planner
• Fitness Trainer
• Graphic Designer
• Group Employee Benefits
• Home Stager
• HR consultant
• Ink-Jet & Laser Toner
• Insurance
• IT Consultant
• Lawyer
• Money Coach
• Mortgage Broker
• Photographer
• Postcard Advertising
• Printer
• Professional Organizer & De-cluttering Services
• Promotional Products
• Realtor
• Trademark Lawyer
• Travel Agent
• Virtual Assistant
• Wealth Manager
• Web Designer

Earlier this year I had the opportunity to hear Frank Raffele, the Executive Director of BNI Hudson Valley, New York speak about networking. One of the points he made was on how to get more referrals from your one-minute introduction.

I’m sure we all want to make a lasting and memorable introduction that will lead to referrals… but just how do we accomplish it? Frank told us the importance of planting a “light bulb” - a visual or audible cue that will trigger the listener to identify referral opportunities for us.

Near the end of your introduction, or “elevator speech” you’ll want to use the phrase “a good referral for me is….” Or “who do you know who….” What comes next is where you plant your light bulb. It needs to be specific and graphic enough that you & your business will instantly come to mind when someone sees or hears it.
In creating your memorable “light bulb” a good place to start, is thinking about the challenges or situations your clients are experiencing when they call you. Avoid the temptation to cover all the possible situations as it will set you up for failure. Remember, the point here is not to be all things to all people, but rather be specific and targeted enough to be noticed and referred. Read the rest of this entry »