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Showing posts with label business relationships. Show all posts
Showing posts with label business relationships. Show all posts
How to successfully network at a mixer or event
Many businesses sometimes have trouble figuring out how to network themselves effectively. This is an outline that can give anyone the right tools and appropriate etiquette to network successfully.
A) Bring lots of business cards (more than you need)
1. Bring a pen
2. Write on the business cards you receive, any important information about
that person so that you remember them (this also lets them know you are
listening to them)
B) Practice listening and asking lots of questions
1. Don't be in a hurry to share about yourself or your business
a. Anytime you ask about someone’s business, they will always be happy
to tell you all about themselves and what they do
2. Discover what needs they have for their business
3. Discover what needs they have personally
4. Don’t be known for being a talker, let them do that
C) Have a scripted mini 45 second presentation
1. Practice it a lot
2. Direct the presentation to focus on areas you might be able to serve them
a. Based on what they said when you were listening so well
b. This is why it is important to go second
D) Be easily identifiable
1. Where a name tag and make sure it is legible and has your name and your
company name
2. Dress for success. Business casual is usually most appropriate.
a. If you have a costume, uniform or clothes that are typical to your
profession then wear that (you will stand out)
b. A suit can sometimes communicate to people that you are a sales person
so don’t over dress
c. If you have a shirt, hat, or something with your logo or business name
on it, that might be a good idea
E) Moderation on food and beverage
1. Although its good to be memorable, drunk is not the way you want to be
remembered and is a business turn off
2. Don't be a pig. When you eat, don't network
a. Take a break from networking to enjoy the food
b. Having a drink in hand is acceptable while networking
3. Important Note: It's hard to network or pass out business cards with a plate
in your hand and drink in the other
F) Language and character
1. Don't be vulgar or use foul language
a. Bad language will always degrade your business, your profession and
your character
2. Use professional business language without using jargon that others may
not understand
3. Be personable
a. Don’t talk only business; personal connection is important
4. Don't interrupt conversations just to introduce yourself
G) After mixer follow-up
1. Craft a simple email letting them know that it was nice to meet them
2. follow up by phone with anyone that you thought might be either interested
in your services and set an appointment
3. Invite key businesses to your networking group
The best sales people, owners and CEOs of businesses all over the country have
practiced these tips and general rules of etiquette. You won’t become an expert
overnight, but by being committed to attending Chamber events on a regular basis, you
will find it easier and easier to make important networking connections.
Many business owners feel a little intimidated by the prospect of networking in a large
crowd. The best practice is to start by ignoring the crowd and focus on connecting one-
on-one with businesses, one at a time. If you find it challenging to introduce your self to
people, find a small group of 3 or more and just stand and listen. Eventually, someone
will ask you about what you do.
Listening is an art that usually comes
natural to business owners. They can sense an opportunity from a mile
away. Business owners know their business better than anyone,
however, employees and even friends and family often miss obvious
opportunities. This is true either because they do not really care,
have no incentive or simply because they have not been tuned to
listen for those ever present opportunities.
Make your whole staff feel more
involved
Training your staff to listen for
opportunities will help them feel more involved in the company, which
of course will add to retention of employees. Most staff members are
looking for opportunities to rise up and be seen. Reward them for
finding clients and see how they respond. You will find that your top
go-getters, regardless of position, will rise to the top. This can be
a great way to see who is who in your company.
Training your staff to be tuned to
hearing opportunities is not all that difficult. Take the time to have a company wide staff meeting and
include everyone that is in your employ as well as outside
contractors if possible. At the meeting go through the worksheet and
brainstorm what the keywords and buzz terms that staff could listen
for to snatch up opportunities for your company.
Offer incentives to your staff. It is
one thing to train your staff and get them excited about being
involved in the growth of the company, it is quite another to give
them a motivation for doing so. Offering a standing commission for
anyone that provides a lead that becomes a sale is a great beginning.
Though money is a powerful motivator it is not the only thing that
can initiate people to action. Some other motivators are a free
lunch, vacations, a new office chair and many others. Find out what
motivates your staff and leverage that to your company’s advantage.
The fact is, is that every person that
works in your company, even the janitor, is capable of helping draw
more business. It is important to understand that everyone no matter
position is a representative of your company. By training your staff
on how to be effective listeners, you will have FREE word-of-mouth advertising which is the best type of marketing.
How to Listen
Part of listening is hearing what the
needs are of a potential client. It is important not to just pick up
on a word or phrase that triggers a conversation, but also to dig
deeper to find out what that need is. When a potential client feels
that they have been listened to and that their needs can be met, it
makes it really easy to get their contact information and hand out a
business card.
If a staff member is not a sales
person, they should not try to sell your product or service. Instead
train your staff to ask for contact information from a prospective
client and ask permission for the client to be contacted by someone
at your company. This keeps things not only simple but also makes it
easier for all staff to feel comfortable picking up leads.
Always get their Contact Information
What percentage of people really keeps your business card and calls you back? Is it 5%, 2%, 1% or less? If you have had a person that has genuine interest or need, you can get an outstanding 80% capture/close ratio by requesting to have their contact information. If they are genuinely interested they will always give you their contact information without hesitation and will expect a call. Always follow up within 24-48 hours.
What percentage of people really keeps your business card and calls you back? Is it 5%, 2%, 1% or less? If you have had a person that has genuine interest or need, you can get an outstanding 80% capture/close ratio by requesting to have their contact information. If they are genuinely interested they will always give you their contact information without hesitation and will expect a call. Always follow up within 24-48 hours.
Example case
Lets’ say your secretary is at a
party in which the subject of conversation is vacation time.
Your business is a travel agency. What an easy opportunity it
is for them to mention your travel agency, website and hand out a
business card. Even though your secretary is not an agent or on
commission they just presented an opportunity to expand your
business.
Top 4 Things To Listen For:
1) Need
Statements that are predicated by “I
need” is a flag that should tell you that they are in the market
for whatever that need is.
2) Dissatisfaction
If anyone starts to speak of their
dissatisfaction of their current service or product, they may be in
the market for someone that can resolve those issues for them.
3) Loss
If anyone mentions that they just lost
something (a product, provider, service, etc.) then they may be
looking for someone to replace it for them.
4) New
If anyone has recently moved to the
area, just started a business, or introducing a new product, you may
have an opportunity to be the first to introduce yourself in your
industry.
When you have an office of expert listeners, it is easy to get the new leads that you have been looking for. Make sure you do some kind of update or exercise with your employees to keep them up to speed on the latest greatest about your products or services. Many companies have a once a month all staff meeting to keep all employees involved in the company. This is a great time to leverage your employee base to listen to all of the potential opportunities.
