Finding People Who Want to Do Business with You
The Ins and Outs of Networking Effectively
When it comes to effectively networking and building your business relationships with people have you ever felt like a “Starvin Marvin”? “Starvin Marvin’s” are people who are really talented and have lots of value but struggle to get enough clients. You know you have something great and the market place is your banquet place but you seem to have lost your card to get in. When you have have effectively built your network you have an access card to the “all you can eat” buffet of referrals and you get anything your heart requires.
Below is a step-by-step action plan to creating your own networking strategy and how to create connections with people who WANT to do business with you.
1. Make a List
The first step is to make a list of everyone you know. You can make a physical list to start but eventually I recommend you use software like Cardscan.net, Linkedin, Plaxo or Aweber.com. These programs allow you to customize your lists and stay connected to your network in a professional yet effective way.
Your next step is to identify your top 20 people on the list who can help you or introduce you to someone who can… Include everyone you know, (Business contacts, friends, family, social contacts, organization members etc.). Do your best to not to prejudge who can help you. Begin with the people who know you best and desire to see you succeed.
2. Call Them/Make an Appointment
Call them up or send them an email explaining what you are doing and what you need. Systematically begin to with the people on your list. Tell them that you value their opinion and need their advice. Offer them an opportunity to share what they need with you and find out how you can help them too.
This has been my MOST successful tactic getting referrals. Everyone loves to feel important and give their opinion. I have never been refused when I have offered a sincere opportunity to meet with someone to help. You gain something valuable from every appointment and you will have developed a deeper connection with someone in your network that will eventually refer you.
3. Develop a Networking Plan/Marketing Strategy
Before you meet with someone, develop a plan to let others know what you are doing and how they can help you. Have a set of questions to elicit information. Implement this plan and expand your circles of influence. Join chambers, networking organizations. Build a presence in your community.
Build relationships with people. People like to do business with people they know and LIKE. Think of your self as a resource for everyone you meet. Not just as a prospect for your self. My best strategy early in my career when I didn’t have a strong network was to have coffee and meet people to find out what their problems were and how I could help. I would make it a point to find the resource they needed. The outcome was they felt supported and they in turn felt compelled to look out for me and find me the resources I needed. Imagine having a free army of people acting as your personal sales force. That is what an effective networking system can do for you.
Ask as if you expect to get help. When it comes to networking or building strong relationships your attitude and mindset is EVERYTHING. The main reason why people struggle to be successful is that they are unwilling or unable to ask for what they want. We fear rejection, worry that we aren’t good enough or fail to ask because we are afraid to l appear pushy, greedy etc. Remember this old adage…”the squeaky wheel gets the oil?” Well it is true and to receive success you must first ask.
Here is how you can do it effectively:
Ask clear and specific. Ask for what you REALLY want. Most people ask for what they think they can get. The BIGGEST MISTAKE is asking for “someone” or “anybody” I personally have never met a “someone” and I don’t refer just “anybody”. Speak in a way that creates a mental picture and opens up my brain to a specific person.”
Tell me who specifically you would like to meet.
Ask from the heart. This is SO important. Networking is about sharing. Sharing resources and sharing trust. Remember the main reason why people do business together is because they like and trust each other. Tell people why you want to work with them. Why you feel that you are a good resource to share with their network of people. Sincerity speaks louder than any sale pitch.
Ask with humor and creativity. Create a compelling commercial or way of remembering you and what you need. In networking groups a common thing to have is a 30-Second Commercial or memorable tag line. Creativity and humor connects people faster that professional talk. Make people laugh and they will remember you.
Give in order to get. Always remember givers gain and relationships are an investment not an ATM machine (At least not right away). It takes time to build trust. With that said the best way to cultivate that feeling and get people to help you is to help them solve a problem they have first. My best referrals have been from people who never bought from me but appreciated how I helped them solve a problem. They always remembered that and went out of their way to grow my success.
Ask repeatedly. One of the biggest networking mistakes that I see salespeople and business owners make is not asking enough. They make one call and then they don’t follow through. Networking studies have been done that show most people fall short of a sale not because the prospect is not interested but because the sales person failed to follow up. If you need sales quickly follow your competition around. I promise they are leaving a trail of breadcrumbs right to your prospects that they have gotten all excited about your product but failed to close the deal.
Don’t be Afraid of the No’s. Rejection is not personal. When someone says no they are not saying no to you. They are saying they are not interested in the product or opportunity at this time. Today’s no is really a maybe. A maybe is really, give me more information. Keep in touch and stay involved. Look beyond the no and build the relationship. Find out what they need and help them get it. This is the fastest way to build your networking strategy that attracts people who want to do business with you.