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Anyone who’s in business will tell you it’s not what you know
but who you know. Here at City Life, we couldn’t agree more!
NETWORKING OR NOT WORKING...?
So, how do you get to meet likeminded
business people? For a
start, you could join a good
networking organization and in
this issue we feature two such
organisations who are taking the
networking world by storm.
But before you sign up and pay a visit
to your first networking meeting, we
thought we’d give you a few pointers
on how to network successfully. Just
follow these simple hints and you
shouldn’t go far wrong.
1. Your badge – Should say what it does
on the tin. Most networking event
organizers give you a name badge. If
none are available, make sure you’ve
got your own handy. A badge has the
potential to be a silent conversationstarter,
which is especially helpful for
those who are nervous talking to
strangers. If all you write is your name,
you aren’t giving other attendees
anything to work with. It’s a small thing
but has a big impact.
Here’s what to do instead: Think a
moment before you decide what to
write. Ask yourself, is my company
name familiar? Does it say what my
company does? If not, your tagline
may a good thing to include on your
badge as well. Also:
■ Make sure your name is legible and
written with a thick marker, if
possible, so it’s visible from afar and
people don’t need to squint or lean
in close to read it. For the same
reason, don’t use your business card
as a nametag.
■ In bold, easy to read letters, include
your name, your professional
designation, your company name
and your title.
■ Put your web address on your
badge too. Not only will it be a
conversation starter, but it will plant
a little seed for someone to visit
your website.
■ You can even use it to ask a question
about a resource you need (“Know
any good publishers?”) Make it funny
or unusual. Others will notice and
see it as an invitation into
conversation.
2. Introduce yourself with pizzaz.
I used to say, “I’m a publisher.”
I now realise this isn’t the best way to
start a conversation. I could be a
publisher of a magazine about sewers
(no offence to sewer magazines out
there). Now I say, “I publish magazines
called Vale Life and City Life, the
premier lifestyle magazines for the Vale
of Glamorgan and Cardiff”. This usually
gets a better response.
3. Try not to let your nerves show. At most networking events, you’ll get a chance to stand up and say a little bit about what you do. If you tend to get nervous at public speaking, (as I sometimes do), my advice is to practice what you’re going to say well in advance so that you cover all bases.
Another very useful trick is to imagine the audience using the loo or eating a large cream cake. Not very glamorous I know, but it takes the edge off believe me!
4. Don’t use jargon and don’t get too technical. If I want to know more, then I would have to ask a few more questions. If you’re a printer, don’t talk about pantone colours, if you’re a publisher, don’t talk about column width sizes. If you do, eyes will start to glaze over. Instead, keep it interesting and light. Concentrate on the benefits to the potential customer. Imagine yourself in their shoes and think about what would be most useful to them.
5. Always follow up. Very few people actually do! After an event, follow things up with a quick email message saying, “Great to meet you.” Are we just too busy to follow up? Or maybe we just don’t know what to say? It takes a few minutes to compose a short email message and if you don’t remember exactly what you discussed, you may assume the other person doesn’t remember either.
But, no matter what you tell yourself, when you’re sitting in front of a blank screen with a stack of cold business cards, push yourself to make the effort to write a short note. That way, your email address and message is in their inbox, just in case.
Here’s another useful technique I’ve found to be quite effective to prevent blank screen/blank mind. Set the foundation for a follow up while you’re talking. Note anything unusual about them or the work they do, any details or specifics that you might forget.
Note also, right then and there, any ideas you have about follow up: the link you promised to send or the resource you want to pass along. That way, you will never be able to use the ‘blank mind’ as an excuse.
One of the objectives of networking is to plant seeds for future relationships. But if all you can think of is, “What can this person do for me right now?” you’ll miss out on a lot of great opportunities down the road. Remember to give a little to get a little back.
If you miss the chance to expand your network today just because you don’t take the time or don’t know what to say, you may never know what you’re missing. The executive you follow up with today may just be the person hiring tomorrow or the one who could put in a good word at a company you’re talking to.
Most importantly relax, be yourself and enjoy the networking process.
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PROSPER BUSINESS REFERRAL NETWORK
Prosper Business Referral Network
is an exclusive business network
established in the Vale offering its
members a whole range of business
networking and business
development opportunities.
The network meets on a monthly basis
in exclusive hotels across the UK.
Membership is by invitation only, with
an emphasis on quality, not quantity.
The unique selling point of Prosper is
that at the centre of each network is a
business coach with a role to manage
the network and its complementary
services, thereby allowing its members
to concentrate on doing business with
one another.
The business coach works with
members to increase business
opportunities by arranging
introductions, supporting their
marketing activities and to signpost
them for further business support, such
as grants, venture capital funding etc.
The monthly meetings start with
networking over a glass of something,
after which the networking group sit
down to enjoy a delicious dinner
together when members really have
time to get to know one another and
explore opportunities of working
together. Then, over coffee they enjoy
a thirty minute Business Master Class,
followed by further networking
opportunities.
In between monthly meetings members
can access a whole host of additional
services including:
■ FREE 1-2-1 Peer Group Surgeries.
Members support one another in their
areas of expertise and introduce their
services and solutions to one another in
far more depth. The first surgery
session, held by one member, resulted
in him securing over £11,000 worth
of business, in just one morning!
■ FREE Under the Microscope
Workshops.
Members can bring their
business issues to a team who really
help them ‘shape-up’ their idea.
One workshop resulted in a member
developing a new business offering
even bigger than their existing
business. The group shaped the
strategy, marketing, strap lines
and the marketing literature.
■ FREE On-line Marketing Support.
Members can market what they do,
their special offers and utilise the
services of an on-line shop.
■ On-line and Off-line Business
Referral Scheme.
This is like having a
huge sales force working for you, that
you don’t need to employ.
Prosper offers growing businesses an
opportunity to spend time in quality
environments, with other businesses,
where they can develop relationships
and business opportunities together.
Prosper founder member, Ralph
Bettany of Ralph Bettany Associates,
(an accountancy business based in
Swansea) says, “Prosper Business
Referral Networking is the future
of business, in my opinion. I really
appreciate doing business with people
who buy into a win/win philosophy.”
Membership is an investment of £450.00 per year. Each networking
group has only one category of
business, so gone are the days in
Prosper of walking into a room where
there are three or four of any one trade
all vying for the same business.
Prosper Business Referral Network
www.prosperuk.net
Membership is by invitation only.
Please telephone Cheryl Bass
(pictured right) on 07974 762601 |
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