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Posts Tagged ‘Networking’

Impress, Don’t Stress - 3 Do’s and Don’t’s When Networking!

Saturday, January 23rd, 2010

dontWhen you set out to a networking event, do you realize what you are really setting out to accomplish? Do you set objectives and goals for the time, money and effort you are putting into networking?

The purpose of networking is to identify potential:

  • Business Partners
  • Vendors and Service Providers
  • Gate Openers
  • Qualified Leads

Networking events are NOT for you to:

  1. Shove business cards in people’s hands without even an introduction or handshake
  2. Push your agenda on other attendees without any consideration of what they are in need of or doing
  3. Dominate discussions and then move on once you have spit out your introduction (and your possible novel length dump of products and services)

Last Tuesday I was enjoying a very nice lunch with twenty or so women at a business social, networking and business award ceremony.  As I sat at the table of eight deep in conversation with the very smart women at the table, a young woman came up behind me only to push  a business card in front of my face. She did not reach out to shake my hand and provided no introduction. She was saying something but it all sounded like “wah, wah, wah, wah, wah”…as I was to taken aback as to how rude she was being. She proceeded to do the same thing to the other seven women….and they in turn reacted the same way. Needless to say her card was left behind on the table and the only impression she made was “No way…. never.” I only know her name because I intentionally looked over at her business card so I can recall her should I see her again.  A major DON”T.

If you want to get the most out of your time, money, effort and all of the attendees of networking events:

  1. Prior to going to the event:
    • Determine who or what group of people are attending and identify the people you want to meet and talk with
    • define 2 goals for attending the event, i.e. # of meets, # of qualified contacts, # of potential partner, # of appointments set, etc.
  2. SMILE, put out your hand, and introduce yourself
  3. Ask questions of the other party then just LISTEN!!!!

Consider this - if you should go to any event, work to help others, identify leads or referrals for others, and meet and greet the others WITHOUT expecting anything in return at that event…….. Impress people with your smile, questions, and offering of help….. then wait and see the flurry of help, support and leads you will receive going forward!

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Coaching Tip of the Day - Maximize your results, meet everyone!

Thursday, November 19th, 2009

hello-my-name-is-2 I went to  a book signing last night in downtown Atlanta, having been invited by a business friend. I didn’t know the author other than a quick phone call on Monday to discuss my own book, so I assumed I would be walking into a room where I know a total of two people, Michael E. Moore (rainmaker and story teller) and the author of Never Fly Solo by Rob “Waldo” Waldman (by the way, great book).

I often get anxious in this type of situation because no matter how outgoing I am and how much I network and socialize, I still get a bit shy about walking into a room of strangers… and for those of you who know me: yes, I do get shy:)

Anyway, last night proved to me what I have always known and also experienced myself, and that is, not only should you talk to anyone available to you in a setting like this one, or at any networking event, business or personal social, and even standing in line at the grocery store. I learned once again that you never know where you are going to get a golden nugget handed to you, even from a complete stranger.

Any way, I met a nice gentleman Bob who was gracious to listen while I bent his ear about the book I am writing. I have been stressed over the publishing process (I have had the book accepted by a publisher). I guess he observed my anxiety and real desire to get some objective straight talk advice. So for the next 20 minutes he provided me his viewpoint on the situation and while he was talking the light bulb went off for me that what he was saying was exactly what I was feeling and needed to hear from a third party. Instantly my anxiety melted away,  and I was able to sleep soundly for the first night in a week.

How does this help you…..

Coaching Tip of the Day!

If you have a business issue, opportunity, in search of a contact you can’t get an introduction to, need advice…. I could go on, do not stop yourself by sharing it with someone who has provided you their ear, even if you do not know the individual. You never know where great advice and support will come from. More importantly, you never know, that person could become a significant contact, supporter, mentor and more for you.

So, the next time you are out and about and a conversation springs up, don’t hesitate to ASK for help or advice from that complete stranger. You could strike gold!

Happy sharing!

Bernadette

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Coaching Tip of the Day - Know Thy Customer!

Wednesday, November 18th, 2009

network-of-peopleAs a business owner myself of a growing business I spend a great deal of time networking throughout the week with peers, service partners, customers and of course prospects.

What I am often surprised by is the number of business owners who introduce themselves and goes on to explain that they provide their services or products ‘to anyone that needs……….”.

Make note of  the comment ‘ to anyone….”…..

Let me ask you something….. if someone walked up to you, introduced themselves and after you asked them what they do they say (for example), “I provide coaching services to anyone that wants to improve their business, increase revenue, and wants a more productive team.”

Quick, were you able to identify someone within your network or ‘rolodex’ that fit his or her request? Were you able to visualize the type of customer that they are looking for as clients?

Most likely not.

Now, what if they said ” I work with women owned CPA and Law practices that are looking for …….”    Can you now visualize what they are looking for?  What if they added “women owned CPA and Law practices that have 2 or more partners and revenues of $500K and above”.

Does that provide a much clearer picture for you? Can you now isolate those types of business acquaintances that you may know and have in your network so you could potentially provide a lead or introduction?

Most likely you can.

Now, this does not mean that they may not provide their services to other categories of customers, but if they want to acquire leads and intro’s, then you have to help those that you are meeting, and create a clear visual of the type of lead you are looking for. If you don’t, you are doing a disservice to both of you - you for a potential customer, and the referrer for wanting to help, and can’t.

Coaching Tip of the Day!

Before you leave your office for your very next networking event, conference, or gathering of any kind, define clearly and specifically the target client that you would really like to get introductions or leads to at that particular meeting. Then provide that visual to anyone you meet at the event… and see how much more productive you can be with specifics and focus.

If you cannot picture the customer, they will not be able to.

NOTE: you can always switch up your target customer depending on the audience that may be at the event you will be attending. BUT, you do want to be focused on a few target clients, if not one target. This allows you to be known and established in an industry or sector. More on that later on another post.

Happy networking.

Bernadette Boas

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The Shortest Distance between YOU and $$$$ ? Network Calling!

Wednesday, October 1st, 2008

Did you notice I did not say Cold Calling? I said Network Calling….more on that in a minute.

Like so many people, when I went out on my own, I knew that my marketing plan would include various techniques; definitely networking, one-one close contact lead generation, referrals, partner programs, direct mail (maybe), third party telemarketing (maybe). But one technique I was not prepared to do, nor did not want to do was the infamous Cold Calling.

Whether knocking on doors, or picking up the phone, cold calling was just that. COLD!

Digging deep to understand my angst towards it, I realized I did not want to be one of those intrusive ‘dinner time’ phone callers, intruding on my dinner or family time. It was rude, and I would become rude, often hanging up on them. Why would I ever want to become ‘that person’?


Then three different experts gave me three different pieces of advice that changed my entire view on this specific technique:

 The first, Nancy Davis, President of Be Healthy, Wealthy & Wise –  Nancy had me play out in my mind all of the various (nasty, rude, abrupt, nice, easy) responses from ‘business owners’ that I expected to hear. Then she had me replay those images through a second, third, fourth, even fifth time. To my absolute surprise, by the second time, and definitely the third, the nasty, rude and abrupt (hang ups) responses I was receiving no longer had an effect on me….they were no longer a big deal, they no longer mattered.  WOW!

The second expert, Leslie Wells, of L Wells & Associates made me realize that ‘cold calling’ was NO different than the Networking that I was doing on a regular basis:

Walking into a strange room, restaurant or office, walking up to complete strangers and having a conversation with someone using my 1-3 minute introduction to inform and qualify someone as a prospect. I realized the approach was exactly the same on the phone, or walking through the door. And on the phone, you DON’T have to be face to face. That’s easy, right?

Lastly, the third expert, Linda Bishop, President of Thought Transformation, gave me the most impactful advice, as it hit where it means the most – my BANK ACCOUNT

She simply told me that ‘the shortest distance (and time) between me and $$$$ was a phone call!” When push comes to shove and you need to make money and get clients, get on the phone and get an appointment (or sell something). Plain and simple…it cuts out the time, travel and smoozing that go on with traditional networking.  WOW!

 So, my advice to you is, get over the angst of Cold Calling, and consider it Network Calling. Put your networking skills to work. And, if you do struggle with this, consider the Power of Mind workshop with Nancy Davis and Leslie Wells, two of the experts who helped me see the light. It will be a great investment that will return much greater results!!!!   CHECK OUT THE EVENTS SECTION.

And let them know The Boas Group referred you……like anyone, they love referrals.

 

 

Lastly, check out Sandy Weaver Carman’s blog for a related posting on Getting Past the GateKeeper…….http://www.voiceworkondemand.com/articles.html

 

GOOD LUCK, Bernadette Boas - President The Boas Group

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