The
Advisor
NETWORKING YOUR WAY TO BUSINESS SUCCESS
by Nancy Roebke, ProfNet
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 you 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 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. [don't forget to include your e-mail and website information
on your business cards ..The Advisor]
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 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 judgment 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 service their
acquaintance and to perhaps help them in the future, as well.
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. --
(Contact Nancy Roebke at ProfNet@emi.net
or visit ProfNet, Inc at ProfNet@emi.net http://www.ProfNet.org)
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