It's Who You Know!

Consider the adage "It's not what you know, it's who you know." While you'll only get so far in the face of ignorance and gross incompetence, the point is that social contacts can help you. Sales are frequently developed through the relationships we create with other people. Everyone you meet is a potential customer!

Networking is defined as "the developing of contacts or the exchanging of information with others." Always present yourself in an informative and helpful manner. Even if the person doesn't need your services at that time, they're likely to remember you when they do have a need you can satisfy. And, if you've made a good impression, you can be sure that they'll refer you to others they know. Networking will help you to build a strong customer base. So…how do you get started? Below are some tips:

• Always remember that networking is about being genuine and authentic, building trust and relationships, and seeing how you can help others. When you are known as a strong resource, people will turn to you for suggestions, ideas, names of other people, etc.
• Holding volunteer positions in organizations is a great way to meet new people, stay visible, and give back to the groups that have helped you.
• You have exactly one opportunity to make a positive first impression. Develop a great handshake; approach people with a natural, genuine smile; make good eye contact; and be authentically interested in and attentive to the person you're meeting.
• To avoid being tongue-tied when you try to start a conversation with someone you don't know, prepare a self-introduction that is clear, concise (no more than 8 – 10 seconds), and interesting. Although practicing your introduction might at first seem silly and artificial, it will eventually help you to sound natural, confident, and smooth.
• Ask open-ended questions in networking conversations. This means questions that ask who, what, where, when, and how, as opposed to those that can be answered with a simple yes or no. This form of questioning opens up the discussion and shows that you are interested. Remember:
• People enjoy talking about themselves. Ask them questions to get them started.
• People feel flattered when you show an interest in them and their work/organization, and they're likely to reciprocate your demonstrations of sincere interest.
• Have a clear understanding of what you do and for whom. Be able to articulate what makes your product or service special and superior to what others are offering.
• Follow up quickly and efficiently with referrals you are given. When people give you referrals, your actions are a reflection on them. Respect and honor that, and your referrals will grow.
• Finally, some individuals may not respond to you in the way you'd like. It happens. If it does, don't take it personally and just move on. As long as you maintain an outgoing and friendly attitude, networking success will follow!