|
 As business owners or sales professionals we know that networking can be an effective strategy for finding and attracting sales leads. Most of us could probably increase our sales if we worked on improving our networking skills.
Networking isn’t about making an immediate sale; it’s about developing and sustaining mutually beneficial relationships. With that said check out these 11 tips to help you improve your networking skills.
1. Maintain a list or database of close personal friends and business associates – this can be a list of people who can influence your business in a positive way. It’s commonly known as a “centre of influence” or “sphere of influence”. They can be a great source for referrals.
2. When at networking events listen 80% talk 20% - listening builds trust and shows that you sincerely care. Ask open-ended questions about the person’s business and listen for the answers. Don’t spend the time only talking about yourself and your business.
3. Good networkers ask for referrals – a subtle way to ask might be something like this: “who else do you think can benefit from using my services”?
4. When you meet someone at a networking event always follow-up with a thank you note. I usually send an email or a letter telling them that it was nice meeting them and that I will keep in touch.
5. When you exchange business cards use the back of the card to take notes about key points of your conversation.
6. Be more outgoing and cheerful when you attend business networking meetings. Don’t be a wall flower. Introduce yourself to strangers, it might feel a little uneasy at the beginning, but the more you do it the more comfortable you’ll become.
7. Develop a 20-30 second commercial of what benefits your product or services offers. This is sometimes called your “elevator speech”. Can you clearly identify what benefits you offer in the time it takes to go to one floor?
8. If you are in a situation where you get the opportunity to stand up and introduce yourself, DON’T say what you do, talk about the benefits your business provides.
9. Always have business cards to hand out. Obvious, but I have been to networking meetings and met people who did not have business cards. Stock up on cards before you leave the house or office.
10. Get involved in your networking group – volunteer to do small tasks and join committees to give yourself more visibility.
11. When ending a conversation do it gracefully, don’t just walk away. Come up with a few exit lines that will allow you to move on to chat with other people. For example: "I enjoyed learning about your business, please excuse me as I follow-up with a potential client over there”.
| 
