When I say a Network Function, this can be a meeting of your local Chamber of Commerce, a Church meeting group, or any situation where you have an opportunity to meet people and drum up business. Of course, it also includes those events that are business oriented and you are expected to "network" professionally. Naturally, you want to give the very best impression of yourself and your business and you want to be prepared to succinctly and eloquently introduce yourself. You'll want to have your professional business cards handy to exchange. If you've read previous articles of mine about networking you already have a good idea of what you should do... so here's what you shouldn't do.
- Don't join a mother's knitting circle and expect to drum up business. If you are a hobbyist and a member of sporting/hobby type groups, keep these as your "hobby" fun-time activity. When you are in "business" networking mode, you should look for organizations whose members include potential clients or associates with whom you can do joint ventures or develop strategic alliances. The right group can make all the difference to your networking success, so don't just join any group for the sake of joining a group and think you are "networking".
- Don't just show up with your fingers crossed that it will be okay. Do your homework. What is this event about? Who will be attending? How many business cards will you need to take? How should you dress for this particular occasion? What can you find out about the other business people you will meet? What type of business are they in? How can you help them? Can you envision ways you could do joint ventures? What are some interesting questions you can ask them.
- Find out the group's protocols and what is and isn't permitted and expected. Some groups are fussy about how members behave and you don't want to put your foot in it by not knowing what you can and can't do or say. Knowing this beforehand will prevent you spouting off at the mouth about how wonderful your business is and be met with stony stares of disapproval. Maybe there is a time and place for these self-promotional discussions - you need to know!
- "Can I borrow your pen... and uh, have you got anything I can write on?" Hello! Does this sound professional to you? Go prepared! Make sure you have sufficient business cards, some brochures, and a pen that works! Oh, and don't take one of those cheap spiral bound notebooks in your top pocket! Use a professional portfolio. It doesn't HAVE to be pure leather, but it needs to look professional. You can also use an electronic organizer if you prefer.
- Picture this... you hand over your business card and the recipient absent-mindedly shoves it in their trouser pocket. How does this make you feel? I hope YOU don't do that sort of thing! Use a business card wallet so when you receive a card you can present yourself more professionally by placing it inside the wallet and NOT in your trouser or jacket pocket like some kind of candy wrapper! How you treat a person's business card will demonstrate not only YOUR professionalism but also display courtesy.
- Don't be an "in-person" spammer. You might be desperate for new clients but handing your card or brochure to every Tom, Dick or Harry is hardly the way to go about it! Not everyone will WANT your card and some will be offended by your attempts to push yourself on them. Offer your card sensibly!
- Don't make them yawn and look for an escape! Don't bore people with long, irrelevant stories and don't use humor until you know who you're talking to. No two people have the same sense of humor and what you might think is funny may be downright rude to another. And I don't care how long you've practiced your "elevator speech" - don't use it as your "introduction" each time you meet somebody at the event. Relax and be friendly first. Get to know them. Ask them about themselves. Establish a "relationship" and wait for the right time to deliver your "elevator speech" - a good time is when you are asked, "And what do you do?" or "What line of business are you in?"
- Sure, the person walking around serving the savories might look cute, and the door person might look bored, or you might feel sorry for the wallflower sitting behind the aspidistra trying not to be seen... that doesn'tt mean YOU have to go and keep them company! If you are there to network, make sure you meet and mingle with the right people. If you are new and don't know ANYBODY at the function, when the time is right you can go up to somebody you suspect is someone you should meet and break the ice with a simple, "Hello, my name is Joe. This is my first time here. Do they meet here often?" Or an opener of your choice.
- Don't make promises you can't or won't keep! Write down anything you need to remember later, like if you have promised a new acquaintance that you'd fax them some information. Always follow up and follow through with anything you have said you would do for someone. Make the most of your opportunities with new people you meet. If you find an interesting news clipping about something you believe would interest someone you've met, send it to them. They will appreciate your thoughtfulness and the fact that you remembered this detail about them and you'll have taken the first step in establishing what could be a rewarding relationship. Not everyone you meet may need your services, but everyone you meet can refer others to you!
- Well, I've been to that group once, don't have to bother with them anymore. Pardon me? Oh yes you do! Especially if you've met people with whom you can do business or who can refer business to you. How are you going to establish worthwhile relationships if you don't get to know them? Of course you will go again...unless of course you went to a mother's knitting circle, in which case, as I said earlier, you're not likely to drum up business there unless you sell knitting needles!
Terri Levine
http://www.coachinstitute.com
http://www.terrilevine.com
No comments:
Post a Comment