With the weather changing in the Gold Country that means chamber mixers, open houses and other events will be getting into full swing. These are excellent events to establish opportunities to grow your business.
Some business owners and sales professionals love to network at these events and others absolutely dread the experience. Regardless of what camp you are in, here are 8 simple and fun tactics you should become proficient at performing in order to enjoy your networking experience and build your business.
- Set a goal for yourself of what you would like to achieve as a result of attending the event. It might be passing out 10 of your brochures or business cards. It may be collecting 5 cards of other business owners who you might be able to develop a relationship with and market your services. It may be passing out coupons for your products.
- Act as if you are the host. Notice that when you have people to your home or place of business you take on the role of the host. You would be well served to bring that same persona to the events at which you network. Introduce yourself first. Ask how you might be able to assist them in meeting others. More people will be attracted to you and more comfortable.
- Listen more & talk less. You have two ears and one mouth. Use them in that proportion. Come equipped with 4 or 5 provocative questions to get people talking about their favorite subject…themselves.
- Refer others. When you meet someone ask them who would be a good prospective client for them. This way if you run into somebody that meats that criteria you can make the introduction.
- Spend no more than 8 minutes with any one person. You and they are there to network not hide out. If you feel you need more time with that person it is a great next step to suggest that you get together at a later date to really establish your relationship. Allow them and yourself to move on and continue to network.
- Know your “elevator” talk inside and out so that when someone asks what you do you can convey to them in 45 seconds or less what you do extremely well and how your clients benefit from you doing that.
- Take notes. As you learn facts about the person you are engaging with write down key information. Don’t rely on your memory to contain the information on all the people you meet at the event. This will pay huge dividends later when you connect again with them
- Follow through. Most people will never stay in contact with the people they meet at networking events. These are the most cost effective business leads you will ever secure. Call the people you meet within 48 hours and suggest getting together for coffee or lunch to learn and talk “show business”. They show you their business and you show them yours.
In order for people to buy your products or services they must first know you, then like you, and then trust you enough to do business. The ultimate game is to move through the three gates. The 8 tactics above will help you move to that third gate much quicker. Happy networking.