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Many people join civic organizations, clubs, industry-related associations and trade groups for the networking benefits. Yet, they don’t know how to take advantage of those opportunities. Many people attend meetings, functions, and events and return to their office without having made one new contact, or ever handing out one business card!
If you happen to find yourself at such a meeting or event, it’s up to you to create that network! If you know someone there, ask them to introduce you to others. Because, after all they’re primary purpose for attending is to network. If you don’t know anyone there, here are some tips to help you start that network. 1. Create a “Sales Strategy” and set goals before you go to the meeting or event.
• Introduce yourself and shake hands with everyone within reach!
• Perhaps your goal is to meet 10 new people; or to pass out 25 business cards.
• When you shake hands, make it a firm, confident handshake; look them in the eye
and SMILE! 2. Ask some “ice breaker” questions and LISTEN to their response. A good listener will learn volumes by asking a few simple questions.
• Are you a member of this association, club, etc?
• How long have you been a member?
• What made you decided to attend this particular event?
• Do you attend regularly?
• Do you belong to other clubs, organizations, or associations?
• What company or industry do you work for?
• Have you made some good networking contacts here? 3. Tell them what YOU do! They can’t be a referral source if they don’t
know what you do!
• After you tell them what you do, ASK FOR A REFERRAL! For example, if you are a loan officer, ask if they have any friends or relatives who might be looking for a mortgage; or if you are a real estate agent, ask if they know anyone who is considering selling their home or looking to purchase a new home. You are at the event to network – don’t be afraid to ask for referrals! People are always looking for good recommendations, so make sure your name is out there when the time comes. 4. ASK FOR THEIR CARD!
• As soon as you leave the meeting or event, jot down some notes on the back of the card – before you forget! Include things like the names of their children, spouse, pet, hobbies, a funny incident, a story they told you, etc. When you get back to your office, be sure to add the new contact to your database. And remember to call them the next day let them know you enjoyed meeting them. Remind them again who you are and what you do.
• If you are not able to reach them personally by phone, send them an e-mail or a personal note. If you send an e-mail, remember to make it look professional – use proper grammar and use spell check. If you send a personal note, be sure it’s handwritten and legible. 5. Before you attend the next meeting or event, look over your card collection and your contact data base.
• Your new referral sources will be happy you are able to recall their names – but you can really impress them if you’re able to recall personal details of their life as well. They will see you as an efficient, detail oriented person who they may want to do business with. So, the next time you’re invited to a professional or social gathering, go over this check list and develop your networking strategy. Before you know it, people will be introducing themselves to YOU!
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