We work with thousands of delegates when we hold our workshops, seminars and conferences and can confidently that state more than 98% of people don’t like networking, find it uncomfortable, or if they don’t mind it, generally find the results disappointing.
If you are in the professional and service sector most of your business comes from referrals, recommendations and introductions. That’s great; it shows you have a good name and provide a high level of service.
Doesn’t this mean that you are fully dependent on third parties to dictate the speed of growth of your business? In other words, you are re-active and not proactive when it comes to marketing yourself, your firm and its services.
Becoming a more effective and more confident networker puts you in charge of how fast your top line of fees or sales increases.
Reading this will give you lots of simple advice and practical ideas on how to become the person who is comfortable attending any event and, when spotting potential opportunities, knows what to do to create additional business.
The guiding principle of networking is to give first and receive second. Experienced networkers have an ‘abundance’ mentality, looking to help others on every occasion.
“Give without remembering, receive without forgetting”.
Elizabeth Asquith Bibesco British Author & Poet (1897- 1945)
40. Start by telling people what benefits your clients receive from using your services. Do not say (for example)”I’m an accountant” but something like “I help my clients grow their business”. There is a great chance they will say “How do you do that?”
41. Create the image you want them to take away by telling them what benefits you bring to your clients, not what you are.
42. Create the verbal tease by giving information out piecemeal. As long as they continue to ask questions you know they are still interested.
More tips to follow in the next blog…
Words by Will