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Power Networking Strategies
Table of Contents:
1. Welcome
2. Power Networking Strategies
3. "Book Ends"
1. Welcome
Welcome back. The recipient list continues to grow and I appreciate
your response. A huge reason for the growth is that I am constantly
networking at business events. Now, I don't pretend to be a networking
'guru", but I have found some strategies that work for me. In this
issue I will share some of those with you. Before your read on,
take a look at this quote by Philadelphia 76ers owner Pat Croce.
"Persistence is biting off more than you can chew, and then chewing
it."
Enjoy.
2. Power Networking Strategies
I attend at least one business mixer or networking function every
week. Many weeks, I attend two or three. I can't tell you how many
times I see some of the same folks at these meetings looking like
they are going to come out of their skin. They appear to be so uncomfortable
with the idea of meeting, greeting and making business contacts
that I wonder why they even spent the energy to make the event.
First, let me explain what I think networking is. Basically, networking
is an organized way to become a resource and collect resources.
That's right, I said organized. And I said resource. By resource,
I mean that you are letting these contacts know what you can do
for them. You let people know what benefits they will gain by being
in your company or by doing business with you. At the same time,
you are collecting resources for yourself that you may need in the
future. Business resources, personal resources, legal resources,
educational resources, relationship resources, and the list goes
on.
Most networking events or business mixers really don't allow you
to 'close' a business deal at that moment. The real benefit of networking
events is to make contacts and build the personal relationships
needed to do business.
Therein lies the key to successful power networking...building
the relationships. And I think it can be done in an organized way
(remember the first half of my definition of networking). Here are
5 tips for successful power networking. Think about these when you
are walking into your next chamber function or association meeting.
Do these and you will be way ahead of the masses.
1. Have the mindset of being interested in other people. It is
a fact. We are never going to get around it. People love to talk
about themselves. They are processing internally, "what do
I get from this"? whether they recognize it or not. I'll
be honest. I do the same. That makes me normal. Even as I write
this E-Zine, I am thinking that several of you out there will
like my material and want to find out more about what I do. When
you attend a networking event, you better get interested in what
other people do, say, feel and think about. Otherwise, how can
you become a resource if you don't have a clue about them as an
individual?
2. Build rapport and gain trust. You know how to do this. You
do it all the time with your friends and family. Just imagine
that all of those folks at these networking events are your friends
or family and you really want what is best for them. Find out
about their personal lives, their hobbies, their real dreams and
goals. It is amazing what people will tell you if you just ask
with a little genuine interest.
3. Have a goal. Networking events seem so scattered and frenzied
sometimes that it seems unimaginable to have a plan for these
events. However, if you can visualize how many people you would
like to exchange contact information with, or how many new people
you will meet, you will find that your success rate will go way
up. It doesn't have to be dozens of dozens of people at every
event. In fact, it could just be 2 or 5. When your goal says that
you will meet 2 or 5 quality people, you will likely obtain it.
4. Have something of value. I mean this about a couple of things.
First, have the usual stuff, i.e. business card, brochure, pamphlet.
All of this should be in good taste and not too overwhelming.
Second, have a short description of what you do and what value
in brings to your clients. I mean very short, yet interesting.
I know a guy that always responds the same way when he is asked
what he does for a living. His response is, "I can be your
best friend or your worst enemy." Well, you have got to ask
the follow up question to a comment like that. You soon find out
that he is a private detective in divorce and custody cases. Third,
make it easy for your new acquaintances to contact you. They may
not need your service immediately, but when they do, they have
got to be able to find you easily.
5. Have a follow up plan. This may be the most important step
in the whole networking process. So you have a wod of business
cards stuffed in your purse or in your coat pocket. So what. That
doesn't make it a successful networking event. You have got to
have a plan to follow up with those people. Send a card, an e-mail,
a letter, make a phone call, or better yet, make an appointment
to talk again soon. Most importantly, there has to be regular
contact with these folks. Most people don't even know they need
your services until you have communicated with them 8 to 10 times.
If you go into a networking event knowing what you will do with
the contacts you make the next day, your confidence will soar.
3. "Book Ends"
Even though the Lakers put the wood to the 76ers in the NBA finals,
the owner of the Philadelphia 76ers, Pat Croce has a great book
out that you should read for the fun and inspiration of it.
I Feel Great and You Will Too is the autobiography of Pat Croce
and his rise to business success and eventually his ownership of
the 76ers. He tells of overcoming personal tragedy and challenges
to fulfill his dream of owning the 76ers. His book is full
of Pat-isms and is a delightful read. You can get it on http://www.amazon.com
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June 15, 2001
Paul
Montelongo
"America's Construction Industry Motivator"
Watch
for more information about the Annual Contractor Academy in San
Antonio, Texas
"101 Power Strategies"
101 "low-cost" and "no-cost" proven strategies
in this 144-page guide. Explode your construction business to the
next level and MAKE MORE MONEY!
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