Why network?

We all have different goals from networking: to make new connections, build contacts and relationships, create business opportunities, enjoy camaraderie and support, to learn something new, to understand new businesses, to eventually make and receive referrals for business.

Making networking work for you

Networking is, in my opinion, one of the most important forms of marketing you can do as a business owner. It’s also one of the most cost effective ways of promoting your business and services as the investment is your time, not your capital.

Networking can be quite daunting so what I’d like to do is share with you some hints and tips to help make your networking more effective.

Hint 1—Establish your goals

What do you want to achieve? New business targets? Improve skills? Solve problems? Gain resources? Make connections?

Set yourself targets that you can control:

The amount of time you can dedicate to networking, number of 1-2-1s you can arrange, number of events you can attend regularly, the contacts database you can build, what introductions you can give.

 

Hint 2—Prepare your 60 second pitch

The pitch should communicate clearly and succinctly - what you do and who for.

Some questions to help you craft your pitch:

Who is your ideal customer? What business pains do they have? How do you solve those pains? What positive outcome do you leave them with? Use a real example if you have one.

Hint 3—Make new contacts

Find out what networking groups are in your local area. Attend them all to establish which ones are right for you. Once you have identified the meetings, attend them regularly. Try to listen more than you talk. Ask open questions and appear interested to build a rapport. Reveal commonalities about yourself to establish common ground.

Hint 4—Follow up contacts

Follow up formal introductions, preferably by phone or by a written note. As a last resort, if speed is of the essence, then by e-mail. But always follow with personal contact. Make every follow-up personal to your meeting – do not ‘Round Robin’ people en mass! Try and be memorable, perhaps refer back to a comment in your conversation. Maintain a rapport and set up a 1-2-1. Decide whether the relationship will help you achieve your objectives.

Hint 5—Form relationships

At  your 1-2-1 meetings ask questions to find out more about the person and their company, for example: Tell me about yourself. What is your area of expertise? What niche do you fill? What are your business objectives? How can I help you?

Make sure you have researched their business before you meet (website, press cuttings, advertising etc.). You need to form an understanding of the contacts you make if you are to be confident in referring them. The same applies to you as well.

Contact us at:

Mobile:      07901 823 877

E-mail:      info@tailoredmarketingsolutions.com

 

Tailored Marketing Solutions Limited is a company registered in Scotland with company number 278108

 

Member of The Marketing Society since 2005

Member of the Professional Contractors Group (PCG), membership number 34593

 

Hint 6—Develop advocates

Advocates will refer you and your business without you being there. Your network needs to know who you are and understand what you do.

They also need to like and trust you before they will become advocates. You will need to constantly nurture your relationships to maintain them. Find something you can do to add value to your network to demonstrate your value and expertise. Keep in regular contact to maintain an awareness of their needs.

Relax! Speak slowly, clearly and use plain English. You won’t impress if you confuse them with your industry jargon.

Prepare, rehearse, rehearse and rehearse your 60 second pitch. Amend it if it doesn’t quite work. This is your opportunity to blow your own trumpet so use it!

Use real examples of your work to reinforce your pitch.

Try to listen more than you talk. Ask open questions and appear interested to build a rapport.

Reveal commonalities about yourself to establish common ground.

Liselle’s Top Ten tips for networking success

 

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Be confident and believe in yourself. If you don’t, then you can’t expect anyone else to!

Be honest, open and receptive. Remember that business can come from anywhere!

Manage your reputation. Have professional business cards and leaflets printed. Ensure your website is up to date.

Follow up formal introductions. Try and be memorable, perhaps refer back to a comment in your conversation. Maintain a rapport and set up a 1-2-1. Balance value verses risk.

Keep a database of contacts and refer appropriate business to them but don’t expect reciprocal business every time. Building a network of advocates for your business takes time but is ultimately very rewarding.

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Tailored Marketing Solutions

No problems, just solutions

Network with confidence

with these handy hints