| Networking Your Way to Business Success
Running a successful business used to be dependent on what
you knew. Then, who you knew became important. In today's
economy, it is far more critical to what extent you know
someone. So it's not what you know or who you know, but how
well you know them that really determines the amount of
business that can be generated by a contact. Networking is the process of meeting people (also known as
contacts), either through a contact that you initiate or through
an introduction by a third party. Networking allows you to
meet, and establish a relationship with, people who may not
have heard of your business through any other means. Like the name implies, this is work! It's not called Net-sit, Net-
talk, or Net-eat. It's Net-work!! In order to make it productive
for you, you need to learn the proper way to do it. There are
some important steps to follow for successful networking: Pick Your Functions To Attend Business people like to associate with other business people,
so attend functions where these types of people will be. Pick
those functions carefully. Make sure that the purpose of the
function is to promote business and not just to socialize.
Chambers of Commerce gatherings, trade shows, and
networking organizations are excellent sources of business
leads. The people who attend these are there for the same
reason you are- to meet new people and to develop new
business relationships. Social functions are fun and relaxing,
but a person trying to do business or make contacts there
could be very disappointed. Be Prepared Dress appropriately - you are a representation of the type of
work that you do. First impression advertising can make you
the most money or be the most expensive advertising you will
ever invest in if it causes you to lose business. Always have a supply of business cards on you at all times. I
know a man who met a prospective client from a large
company while swimming in a pool in a hotel in Hawaii, while
on vacation. He landed an account with the firm when he
produced a business card (laminated of course), from his
swimming trunks. Make a Good Presentation Remember that you know more about your business than your
prospective client needs to on a first meeting. Save the details
of your product or service for a second meeting unless
specifically asked about them by the prospect. If you
overwhelm them with information, you may never have a
chance to determine how you can help them with a problem
they may have. The key to successful businesses is in solving
problems for clients in a fair, efficient and cost effective way. Mining for Referrals All-important referrals come from happy clients. A referral
from a client is a reflection of their judgement as well as a
compliment to you and your product or service. Be sure to
send out "thank You" cards to people who refer you business.
Thank them for the opportunity to offer service to their
acquaintance and to perhaps help them in the future, in return. Networking is done at any time of day - morning , noon and
night. One of the nicest benefits is the friendships you can
make while pursuing common goals. mailto:execdirector@profnet.org http://www.profnet.org Copyright c 2004 Nancy Roebke ProfNet- Helping Business Professionals Find More Business Copyright c 2004 Nancy Roebke
| 