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Apr 07 2015

How to Network when Networking isn’t your thing

Sheralyn

You’ve opened your own business. You have hopes and dreams of hitting the big time or maybe you just have a vision, values and a commitment to a product that you want to share with the world. The problem is – you’re just not that comfortable sharing. You believe in your product and that YOU are the subject matter expert but talking to others makes you tremble in your boots. How do you overcome this challenge and get out there to meet, greet and network?

It all boils down to this: GET REAL and BE R.E.A.L.! (Be Realistic & Reasonable, Manage your Expectations, Develop a positive Attitude & Love what you do!) Too many of us spend far too long trying to be something that we’re not. If networking isn’t a strength, that’s fine. Some of us are experts at writing words and some are great at speaking them. Either way, OWN who you are and be proud of it. This one act alone will help boost your confidence. Getting R.E.A.L. is about acknowledging who you are and what strengths you have, then setting targets that are reasonable and realistic. When it comes to networking these first two elements are key: Be Reasonable and Realistic about your Expectations. If you’re a wallflower, don’t schedule a conference with over 200+ attendees as your first venture into networking. Rather, find something local, check in with your Chamber of Commerce or Small Business Enterprise Centre and connect with like-minded local entrepreneurs where there may only be 12-15 people in the room. Log in to “MeetUp” and search for groups that are within your specific market and consider attending one of these meetings just to observe how others in your field interact. If you work up the courage to engage even one person in conversation, distribute a business card or two, consider that the first step in your successful networking career! There are also many organizations that cater exclusively to networking for women and while cutting off 50% of your potential clientele is not a good long-term strategy, it is an excellent place to start and feel comfortable – in a nurturing all female environment. Before heading out the door on your first attempt, practice on family members, heck speak to the family dog or sit hubby or your best friend down on the couch and practice your pitch on them until it sounds right. Writing something down vs. saying it “in your out loud voice” are often two entirely different things so don’t just write a great intro for yourself, practice saying it out loud to see how it sounds.

Along with Reasonable and Realistic, make your first few networking experiences memorable by adopting a positive Attitude. This might sound simplistic but if you’re nervous going in it will show. Attitude isn’t just about the words you choose it’s how you carry yourself and the face you show to the world. Stand tall, put a smile on your face, project a positive attitude out into the room and you will receive it in return. Put your cell phone away and don’t rely on it as a crutch. I once watched a women at a networking event as she arrived, “reading” email messages, checked in, found a seat and cell phone still in hand, never looked up once. As others joined her table she would glance up briefly and smile but no words were exchanged. I purposefully approached to chat with her and it was obvious she was very nervous. I understand but never looking up and attempting to make eye contact or engage with others won’t help improve your networking skills. No doubt her overall impression of that networking event wasn’t positive but she did nothing to help herself. A positive “I can do this” attitude while you are at an event will help carry you through the event.

For women networking here are some other practical tips:

  • Ditch the purse or invest in a crossbody bag that keeps you hands free.
  • Find a small, easily opened case to hold your business cards and in which to store those you receive.
  • Put your cell phone away – unless it’s your kid calling from school or jail chances are you don’t need to take that call. Cell phones are a distraction and make it too easy for you to appear busy and not focused on the reason for attending in the first place.
  • Likewise – stash your coat, your nerves will keep you warm enough!
  • Networking isn’t about the coffee – make your goal to meet people first then suggest to someone you’ve just met “let’s grab a coffee and find a table.” It’s a great way to extend a conversation rather than fumbling to balance that coffee and extend your hand for a handshake when you are first introduced.
  • If you are more comfortable attending your first couple of events with another person that’s fine but agree to split up when you arrive. Maintain eye contact for mutual support and you can always join up later to sit together. You’ll have the confidence of knowing someone is there with you but the opportunity to meet other people too. You might even double your odds if you both meet others and mutually share the contacts and introductions you’ve just made!
  • Recently, someone suggested to me that you make a specific goal for yourself like “Meet three people” or “Exchange 4 business cards” and then you can leave. Having an objective before you head into the event will leave you with a feeling of accomplishment when you achieve it.

Finally, you hear a great deal about passion these days. That is – hopefully, if you are a small business entrepreneur trying to grow your business, you LOVE what you do. If you love what you do your passion will shine through and that’s going to help you in terms of your positive mental attitude and your confidence level when walking into a room for networking purposes. Here is the most important tip – if you LOVE what you do, fine-tune your introduction so your love, commitment and passion shines through. We’ve talked in this space before about your “pitch” or “elevator speech” or introduction. Whatever you call it, it will only work for you if it truly resonates and you are comfortable both saying it and believing it. In my Communications Course I talk a lot about the rule of 10 and this can be applied to your introduction as well as any other areas of your business. Take the time to identify the top ten words that best describe your business and what it is you want to convey to potential clients. Once those words are on paper, play around with them to create one short sentence that acts as a great introduction of yourself and your business. Most importantly – it should be a sentence that invites and encourages conversation through questions. I learned a similar technique several years ago while attending an event hosted by The Leadership Forum in Caledon. Conversation engages and encourages and is so much better then throwing a business card at someone hoping it sticks. Engaging in a great conversation is what just might lead to future business.

In the end, being R.E.A.L. about who you are will allow your integrity to show. Trust and integrity are an enormous part of why someone chooses to do business with you. If you are not great at walking into a room – that’s fine – practice some of these tips and be passionate about what you do and that will help significantly. Maybe even admit your fears when you’re having a chat – chances are, the person you’re speaking with might be feeling the exact same way!

As Owner and Principal partner of “Writing Right For You” Sheralyn is a Communications Strategist – working together with entrepreneurs to maximize profit through effective use of the written word. Looking for web content that works, blog articles that engage or communications strategies that help you get noticed?  Contact Sheralyn today. Sheralyn is also the mother of two children now entering the “terrible and terrific teens” and spends her free time volunteering for several non-profit organizations.

Sheralyn Roman B.A., B.Ed.

Writing Right For You

Communications Strategies that help you GET TO THE POINT!

416-420-9415 Cell/Business

writingrightforyou@gmail.com

LinkedIn / Facebook / www.writingrightforyou.weebly.com

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Written by Dwania Peele · Categorized: Sheralyn Roman · Tagged: Attitude, business, business development, business owner, Canadian Small Business Women, cell phone, Chamber of Commerce, communication, Dreams, Entrepreneurs, GET REAL, hands-free, long term, Love, Manage Expectations, meetup, network, networking, organizations, Passion, positive, Realistic, Reasonable, Sheralyn Roman, Small Business Enterprise Centre, values, vision, wallflower, Writing Right For You

Jul 22 2013

Basic Business Networking 101

Kerry George (1)

There are a variety of business networking experiences out there. There are the free groups on MeetUp, the weekly breakfast or lunch referral clubs, the evening mixers, and even events based around themes or trade-shows. The fact is there is no “right way” to network. All of these work some of the time and all of these will have events that are duds as well.

One of the biggest mistakes that we see business owners making is that they don’t put a full effort into the networking process and then don’t get the full benefits out of their experience. The reality is that many businesses increase their bottom line by thousands of dollars a year by participating in networking. When it is done well it can be a simple and enjoyable way to bring new, vibrant leads and excellent clients into your business.

Here are a few basic tips to get you started:

  1. Go to different kinds of networking events regularly. Make networking a part of your marketing plan. There is magic in seeing people face-to-face and having the experience of connection.
  2. Talk about them more than you talk about you.Dale Carnegie said, “people don’t care about what you know until they know how much you care.” While it is natural for participants to ask you about what you do, they really want to talk about what they do. So let them talk. If they ask you about your business say something quick in 30 seconds and then ask them another question about what they do. Keep them talking for a few minutes and then when you exchange business cards let them know that you found them interesting and that you would like to continue the conversation at a later date. Book the appointment on the spot or call them next week.
  3. Smile. Enjoy yourself. This is not supposed to be a painful exercise. It is visiting enjoyable people and talking about things that you love to talk about. Let your face know that you are happy inside and that will let others know that you are approachable and interested in them.
  4. Move around the room if you are able. Some networking events only allow you to sit in one spot, so sit in a different spot when you can. Get their early to meet others who are early and serious about their business. Sometimes you will be able to book two sales appointments before the meeting even gets started. If it is a standing event like a beer and wings night at a lounge, move around. Talk briefly with one person while staying fully engaged in what they are saying. Thank them for what they share. Exchange cards and then move around the room to meet others. Be careful not to interrupt conversations in process but stand by waiting for an opportunity to ask a question about one of the others speaking.
  5. Follow up.There is no point in networking or in even having a business if you are not going to be an avid follow up artist. Most sales do not transpire until after the 7th touch. That means if you quit talking to them after they said “no” or after they did not look interested, you are working against your own success. After one meeting with you they still don’t even really understand who you are or what you do. So develop follow up strategies that work for all of your levels of engagement. After a networking event give them a phone call and book a coffee. Send them a card. Then add them to your social media channels. Connect with them on LinkedIn. If you “like” their Facebook page and make a positive comment they will usually then say “yes” to a friendship request as well. Follow them on Twitter and they usually follow back. These are ways that they will continue to see your ongoing content and be touched by you over and over until eventually they call you for business. These things all create a funnel of activity that potential clients will fall into and your bottom line goes up as a result.

Kerry George is the owner of the Canadian Imperial Business Network which is currently the largest business network in Alberta and rapidly expanding across the country. She is a serial entrepreneur/author and speaker with a zest for life and a passion to help others succeed in increasing their potential and their bottom line. Kerry has several publications and blogs that you can follow and welcomes most interaction online.

Twitter: @createloyalty2U,  @CIBNtweets, @yycbiznetwork

Blogs

http://loyal2u.blogspot.ca/

http://calgarybiz.net/blog-3/

http://kidsincowtown.wordpress.com/

http://loyal2u.ca/category/social-media-2/linkedin/

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Written by Dwania Peele · Categorized: Kerry George · Tagged: Alberta, business, business development, business networking 101, Business Woman, Canadian Imperial Business Network, Canadian Small Business Women, entrepreneur, follow up, Kerry George, meetup, move around, networking, Serial Entrepreneur, small business, small business development, small business owner

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