Follow up

Finally we arrive at the most important part of networking. This is where you will generate leads and sales. This is the final stage of networking but the first stage in implementing your effective sales strategies to close deals.

Many people never bother sending a thank you note or email after the event. The thank you note/email serves as a reminder to not only yourself about who the other person was but also it serves as a reminder to the other person on whom you were.

Make sure you follow-up with people after the event. Do not overdo it though. Start by sending a note or email. Phone calls are acceptable but written correspondence is preferred. Request an in person meeting. Keep their pain points in your mind and apply your sales strategies.

Exchange Cards

This is basic, but people show up to events with not enough business cards or promotional materials. Promotional materials can be optional, however be sure to take plenty of business cards. Also, make sure that your business cards have the most up-to-date contact information.
Depending on the networking event you may have the option to place your business cards and other promotional material on a common table.

Networking etiquette dictates that if you are attending a member only event and are not a member; ask for permission from the event organizer before you place or distribute your materials.

Present your card and remember to request a card from the other person.

Ask Their Need First

Me...me...me... this will not get you anywhere. What I have to say today is, unfortunately, not going to get you immediate gratification. Rather you will reap the rewards later. The best way to build relationships and to successfully network is to ask your potential client their "pain points".

The prospect may not necessarily looking for your services at the moment; however they may have other needs to satisfy first. Become their savior. Try to provide them with the resources they need. you will see that this will benefit you in the long run. They will return the favor by requesting AND referring your services.

Many people know this. This is not new. However, in practice it is hard to follow. Many people want to help others but when they start talking....they are all about "What can you do for me" and NOT "What is it that I can do for you?"

Help others first!

Tune in next time....

Sal

Body First Rule

Today I would like to talk about the "Body First Rule".

Countless times I see people, at networking events, standing by themselves. They are either talking on their cell phones, reading a paper, looking at the art work in the room, or doing something other than networking. They are secretly hoping that people know about their services (products) and will flock to them.

Public speaking and talking to strangers is not that easy. It is difficult and sometimes a bit intimidating. One way to tackle this fear is to just start moving. Just move towards someone and (politely) say "Hi". Then, start talking by presenting your card and introducing yourself and product. Don’t think on how or what will others think.

This one instance where you need to lead with your body and not with your mind.

Wear two badges

Many people who are at a networking event do not take this opportunity to advertise their services. When you check in to the event, take two badges. One should have your name and the other should list what service you provide. Do not go over board and start to list 100 things. Just write a few words of what you do. For Example, on my second badge I always write "Life & Business Coach".

Many-a-times this is a good ice breaker. When you are walking around, people do read your second badge. Without a badge explaining what you provide, it is hard for people to talk to you at first. By having your service listed, you are giving people an opportunity to introduce themselves to you.

There have been so many times that I have been at an event and I will be passing someone by and they will read my second badge and say "Oh! I am glad I found you....I was looking for this" or "I know who you should meet, I was just talking to...."

Let people know who you are.

Tune in tomorrow for the next topic.

Sal

Showing Up

Showing up to a networking event is the first step. In many cases this is the hardest thing to do, but it is very important. Many people plan to attend a lot of networking events, but fail to take the most important step of actually showing up to the event.

Shyness, lack of confidence, public speaking jitters, false conclusions and other excuses prevent people from attending networking events.

Don't let your thoughts take over. If you feel that a certain event is beneficial to you, then attend. Take the initiative. Don't let your thoughts take over. Many-a-times, right before the event people get lazy. They get start to get negative thoughts. They start to find every reason not to attend.

Do not let your mind take over. Recall the reasons why you identified the event in the first place. Stay committed. If you consistently show up to the events, people will notice and will be impressed.

Tune in tomorrow for the next topic.

Sal

Dress Appropriately

Many of you must have heard the phrase "Dress for Success". Well! I tell you that it is true. However, you must dress appropriately. This means that don't show up at a networking event that is for professionals in shorts and sandals......unless you are in a business that supports that dress code e.g. a surf shop, etc. You get my point!

Now, dress for success does not mean that you need to spend a lot of money either. You must, however, make an effort to dress professionally and look smart. Many people say that they don't care how you look, but you will be surprised to find out how far away from the truth that is. Try going and selling financial planning to someone in a beat up car....you'll see how much confidence about your capability that instills in your potential client!

Always find out before hand what is the dress code for the event. Take sometime to keep up to date with the fashion trends. This does not mean, however, you should wear something that makes you feel out of your element. Act your age, remain true to the image you want to have people associate you with.

Tune in tomorrow for the next part in the series

Planning ahead for effective networking

Today's topic will be on the importance of planning ahead. When you go to any networking event, always have:

1. A prepared 30 second business pitch. You should be able to articulate in 30 seconds or less who you are and what you do.

2. Carry the right business cards and brochures for the networking event.

3. You should have a specific and well defined mission/purpose for the attending the event. A desired outcome could be that you want to get 5 business cards of 5 new contacts, etc.

4. Tell you co-workers/employees of your location and instruct not be disturbed unless the matter is such that only you can handle. You want to be focused in the event.

5. Have an exit strategy for the event. In the event you need to leave early, decide whether you want to leave your information with the organizer or at a public space at the event or you want to ask someone there to help you in distributing your materials.

In conclusion, take a few minutes before embarking to the event and prepare your self as well as your mission.

Tune in next time for the next topic.

Sal
Chat live with Sal @ www.salmankkhan.com

Choose your niche.

Choosing your niche is very important. You must have a clear vision and focus on who or what group you would like to market. There are many networking events to choose from. However, if you are not focused on your target market, going to these events may not be very beneficial.

Now, don't get me wrong; it will help you to get more contacts...but the purpose of networking is to generate leads for sales. If you purpose is to just meet people and expand your network, then by all means go to as many networking events as possible.

If you have a target market or geographic location you are concentrating on, find events in that area. you can look look for events by visiting your targets market sites and associations. The chamber of commerce, local newspapers etc.

Focusing on a niche is the easy way to get started and will help you focus your attention within that market. From there you can grow to other markets.

Tune in tomorrow for the next topic in the series.

Sal
Chat with me live at:
http://www.salmankkhan.com/Contact.html