Читать книгу Networking Games - Making Profitable Connections - John Rich - Страница 9

Networking is about making lasting connections with people you have never met in your life. Does that sound impossible? You may think so, but we will show you how it’s done.

Rehearse Your Story – The first time you meet someone new you have a very short period to make a positive impact and connection. During the first few minutes they will decide whether they like you or not. You need to hold their interest quickly so they will decide to like you straight away. Make sure you are prepared with what you are going to say so you can get to the point quickly when introducing yourself and your business.

You don’t want them to make a decision on your personality, as you need them to understand what you do. Your introduction therefore needs to be short, to the point and interesting enough to make them want to ask questions about your service or products.

When I introduce my business I say, “Hi my name is John Rich, I’m a management consultant and rate the financial performance of companies. But that’s my ‘night job’, during the day I organise Around Australia Yacht Race. It’s an event for people like you and me, just ordinary people with an extra-ordinary dream, of one day setting off and sailing around Australia. By the way, what do you do?”

I try to get the person not only interested in my business but more importantly speaking about themselves and their business so I can listen and ask questions which will keep them talking about themselves.

When you are new at networking it’s natural to want to talk about yourself and your business; however, you can benefit more by learning about others. To build a memorable first impression it’s important for you to be a good listener, as the other person will respect your interest in them, which needs to be genuine. I do this by asking questions.

Listen carefully and keep eye contact with the person with whom you are networking. Don’t be distracted by others in the room, as your contact will not believe you are listening to them. By listening intently you are creating a relationship, which will benefit you later. The important thing to know when networking is that not everyone is going to be interested in your services or products. Therefore it’s vital to build relationships, as these people will be happy to refer you to others both in the room and outside.

Create the right connection and you build a relationship with a person who will sell you and your business to their friends and business colleagues in the future. I often find myself in the situation when a person I’ve met previously is introducing me to other people in the same room or at the table. There is a lot of power in such an introduction.

Networking is a people business and the best networkers are those who “give” without expecting anything in return. If you can learn about others and introduce them to your friends they will do the same for you in return.

Preparing Your Business Card – When you are printing your business cards, remember the people you meet when you are networking don’t know who you are or anything about your industry in most cases. Therefore it is a good idea to explain your business in one descriptive line on the card and include your Internet website address, so the other person can satisfy their interest in your company in the future.

I designed my card so it must be folded. When I hand it to people I fold it first in front of them, this way I create a lasting memory. In their minds I have given the card a personal touch. They feel I folded it just for them.

Lucille believes it’s important to have her photograph on her business cards and letterhead paper. She says, “People never throw away my cards when I personalise them with my photograph.”

In the networking game one of the important points to remember is that you need to have plenty of business cards on hand. Don’t just take a few in a business card holder, because if you are networking effectively you will run out! Further, it is a nightmare when each time you need your business card you try to “dig it out”.

Keep one pocket full of your cards and the other empty for the cards you collect. Never mix the two together. That is what I do and this method works well.

Take a Note Pad– In some cultures it’s not polite to write on the back of someone else’s card, therefore keep a small note pad in your purse or pocket to write important points you wish to remember about the people you meet.

At times it may be inappropriate to make a note on the back of someone’s card. Before you start writing on the card always ask the person if you have their permission. Say, “Can I make a note on the back of your business card?” and wait for their reply.

The backup note pad is invaluable if you do happen to run out of cards or if the person you just met has no business card of his or her own. I also use my note pad to jot down important points made by the keynote speakers at networking functions.

The Cost of Networking – Networking costs, which include memberships, seminars, breakfasts, luncheons, dinners, conferences and workshops need to be regarded as a normal business expense and included in your budget. Good networkers will network wherever they are. If you are travelling on an airplane carry your business cards with you so when you meet the person sitting next to you, you are prepared to give them your card. You never know the person standing in the queue in front of you getting off the flight, may become one of your major clients in the future. Don’t forget to tell everyone you meet about your business, this way you have a chance of gaining new clients every day. It costs you nothing to be friendly.

Any Place, Any Time – A networker’s life is not limited by place or time. In fact the professional networker will use every opportunity to meet someone new.

I met one of Australia’s leading business icon’s Dick Smith in a lift once and by the time we had reached the third floor he had my business card in his hand. We haven’t as yet conducted business, however he may become a sponsor of my yacht race, anything’s possible as he has my business card and I have introduced myself to him, so I’m not a stranger and I’m sure he will be delighted to hear of my ambitious plans as he is an ambitious man himself.

Whenever travelling I endeavour to make new business contacts. When flying, before taking off my jacket or putting away my bags, I make sure to have some business cards in my shirt pocket. After sitting down I know that I will be talking to the person sitting next to me and it’s a good, relaxed feeling, knowing I’m ready when the times comes and I have a chance to tell my fellow passenger what I do in business.

Try to be prepared always, even if you are just rushing down to the snack bar to pick up a sandwich during your busy day. Having a few business cards with you at all times can mean you gain a new client. It only takes a few minutes to create a great first impression.

In life and in business it is vital to create your own opportunities. The first step is your ability to adopt an outgoing personality, smile and be nice to other people. To have the ability to “step out of your shell” and introduce yourself to others is the most important ingredient. Remember this and you’re on your way to becoming a master of the Networking Games.