Networking Tips
MAKE YOUR NAME MEMORABLE - When you introduce yourself, repeat your first name twice before saying your last name: "Hi, I am Sally, Sally Feald." If you have a name tag on, point to it as you say your name (this gives permission for the person to actually look at it!) - and give a piece of information to make your name memorable: "The spelling of my last name is unusual, but it sounds like field."
PUT A TOPIC ON THE TABLE - On your way out the door each morning, think about what you can "put on the table" when a conversation begins: an interesting piece of information about something you have read, experienced, or heard; a recommendation for a service provider; your thoughts about something happening in the news. Going into situations with ideas you can share will go a long way to getting a conversation started.
WHAT'S NEW? -When somebody asks you, "What's new?" what do you say?
Elaine Merritt says, "I'd say, 'I'm training for a marathon.' If I tell people, then they'll ask me, the next time we meet, 'How's the marathon training going?' That keeps me motivated -- and committed to my goal." She believes the key to answering that question is to gain support from others .
Sharon Schmidt says, "I'd tell the person, 'I've moved my business. My new location is in a better area of town -- and the rent is actually lower!'" She believes the key to answering that question is to provide some information .
Both Elaine and Sharon have good answers. But all too often, people reply, "Not much. What's new with you?" Ooops! That reply leads to another one of those superficial conversations, not a great connection.
A better reply is to tell a success story. Sharing your success can allow you to teach your conversation partner what you do, what you're interested in (like Elaine), how you serve customers or clients, something important about your business (like Sharon) or what you or your firm have to offer. Before you go to your next networking or professional association meeting, plan your success story. As you construct your story, be sure to keep it:
S = Short Make it no longer than three sentences.
U = Unique Point out what makes you stand out. If you're in real estate, for example, don't just say, "I've been selling lots of houses." That's expected. Say, "Last week, I found a home for a couple who both needed home offices. Both of them wanted first floor offices with outside access, lots of light, and great views. I found just the home, with French doors to a patio just off the driveway." (This story teaches your conversation partner that you can find the unusual home.)
C = Clear Be sure you eliminate all jargon of your profession.
C = Concrete Give a couple of specific details to help your partner get a vivid picture. Notice that you can almost "see" the home described above.
E = Exciting Let your enthusiasm shine through. Use vivid language, an upbeat tone of voice, and a speedy, not "draggy," delivery.
S = Service-oriented Be sure that your story teaches how well you serve your customers or clients.
S = Strategic Think about what you want people to know about you or your business, then find or build your story around that point.
You can plan several success stories on several topics, then use the one that seems most appropriate to the person you are talking with. Make telling success stories part of your Smart Networking strategy.
Tips from www.contactscount.com
