How Networking Leads Can Become Business Clients
You network often. You have a stack of other people’s business cards that could fill a file cabinet. Yet, you don’t seem to be getting much business. Could it be that you have not learned how to do THE NETWORKING DANCE: 6-Steps 4-Networking 2-Success?
Step One in the Networking Dance
Step One: THE ‘ATTEND A NETWORKING FUNCTION’ STEP
Make contact with ‘your partners’ by chatting with them, listening to their needs and getting their business cards. Bring a pen and plenty of your business cards so you can give cards to all your partners. Make notes on the back of their cards including where and when you met, details about their needs and any other pertinent info. (That is why it is important, when you design and print your business card to leave the back blank and unlimited to have plenty of space and be able to write notes).
Step Two: THE ’FOLLOW UP MEETING’ STEP
(This is also known as the F/U Step). Follow up with your networking partners either by phone, personal note or e-mail to remind them of your meeting and to indicate your interest in reconnecting with them, preferably in person.
Step Three: THE ‘ESTABLISH A PERSONAL RELATIONSHIP’ STEP
(This step is often called the ‘One-on-One’ Step). Meet over a cup of coffee, breakfast or lunch to get to know each other better. At this point, you still want to listen more than talk to get to know them personally and to find out common interests and other aspects of your lives where you both connect.
Step Four: THE ‘ESTABLISH A BUSINESS RELATIONSHIP’ STEP
Once you have built up a bond of trust and ‘good feelings’ about each other, then it may be time to start feeling out the situation to learn more about their business needs and how you can help them.
Step Five: THE ‘DO BUSINESS’ STEP
You feel their pain and show them how you can help alleviate it with your products and/or services. You do business together.
Step Six of the Networking Dance
Step Six: THE ‘MONEY RAIN’ STEP
You receive financial compensation for your work. Remember to follow good, clear business practices so that you are both on the same page and know exactly what each is getting from and for the ‘6-Steps 4-Networking 2-Success’ dance.
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Ideas come from people communicating with one another. Ideas cannot grow, take shape, improve, evolve or fully develop without such feedback. This is what good business is all about.
You are absolutely right Alison, the business we generate from our networking activities depends largely on how well we do ‘the networking dance’, which you have laid out so well. I also find that making 3 or 4 meaningful connections is so much better than trying to meeting everyone and spending just a few minutes with each person.
Meaningful connection allows each person to walk away from the interaction remembering each other’s name, knowing exactly what the other person does, getting a good sense of the person and if there is potential for a mutually beneficial relationship.
Thank you Sandra. Good to hear from you. Your comment means much to me as this is along the line of what you do too professionally.