Build Your Business through Strategic Networking

Networking ? it's the latest business trend. Or is it?

Actually, business owners have always engaged in the art and science of networking. Only years ago it didn't have a name. Business owners would get together, shake hands, and smile and chat about themselves and their businesses. Same thing with "coaching." I've been a sales trainer for 40 years, but it wasn't until five or six years ago that someone said, "Milt, you're not a sales trainer, you're a coach." I always thought coaching was leading your kid's soccer or baseball team. Turns out I've been a "coach" for 40 years.

The buzzwords, however, aren't important. What counts is what you do. And if you're a business owner looking to grow your business, then networking should be a way of life for you. It's how you climb the ladder of success. But if you don't actually climb that ladder, you won't go anywhere. That's why it's called networking!

While you can network anywhere ? I've met some really great clients while eating at the local diner ? a good place to begin is by joining a networking group. It's an excellent way to meet a lot of potential "suspects" who have the potential to become "prospects."

Here you will have a brief opportunity to stand up and talk about yourself and your business to a group of people who share the same goals you do. In essence, you become a 60-second commercial. When given the opportunity to "sell" yourself, be sharp and to the point. Look directly at your audience, not at the ground or up at the ceiling. Make eye contact. It lets your peers know that you're confident.

Once your commercial is over, get out in the crowd and talk to people. Work them like a politician works a crowd. But don't be pushy; don't use fancy words ? not everyone is a Princeton graduate, and make sure you have a firm handshake. Trust me, you can tell if a person is positive or negative by their handshake. And be a good listener. Listen 80% of the time, talk 20%.

But most importantly, don't make this an "it's all about me" affair. Remember, you're not the only person there networking. You're all in the same boat. When you introduce yourself, don't hand someone your business card and immediately tell them what you do. Show an interest in others ? talk about what they do. Ask them questions about themselves and their families; develop a rapport. In other words, don't kiss on the first date!

You'll know if there's any "chemistry" between you. If there is, make arrangements to meet at another time and place to discuss your mutual interests. Why eat lunch by yourself? And always ask for a referral.

While there's no harm in speaking to everyone, do target your audience ? seek out people who you know would benefit your business. But even if you determine there's nothing worth pursuing, a particular business owner may have other clients that can help you. You may speak to a business owner with whom you have no mutual interest, but you're also talking to his/her 30 "suspects" who may become "prospects."

As for that business card ? make sure it describes what service you are offering. Your card is your billboard. I suggest putting your photo on it. If I don't remember what you do, chances are I will toss the card. When you receive someone's card, don't wait a week or three weeks to make contact. Follow-up in a day or two.

The key to successful networking is practicing your presentation. Write down your message and key points and practice it over and over. Repetition leads to confidence. Practice in front of your spouse or friends and neighbors. Practice is especially important for people who are terrified to speak in public, which is about 99% of the total population. You may even want to consider hiring a coach.

There's also the "likeability factor" to consider. In order to sell your product or service, you have to sell yourself. And if people like and trust you, they'll sign that contract. Conversely, if they don't like you, you can be selling gold in your pockets, but they won't buy.

Networking is the best way to build your business. You can read a million books about it, but unless you get out there and do it, you'll never even reach the first rung of that ladder.

Milton J. Paris is Sales and Business Coach and Marketing Consultant for Paradigm Associates, LLC. The host and producer of the radio show "Getting Ahead in Business" on WCTC 1450 AM every Saturday, Paris believes the way to increase sales is through setting goals and executing them. An author and speaker, he served as President and Vice President of Sales for three diverse companies with a national customer base. He has 40 years of sales and business growth experience. Visit http://www.ParadigmAssociates.US or call (908) 276-4547.

---

The Promotion Factor: Seven Strategies to Promote Yourself and Your Business by Playing Golf

Effective business promotion is more powerful than advertising. Using golf... Read More

10 Terrific Tips to Talk Your Way to the Top

What is "the top" anyway? According to society, "top" has... Read More

Land the Ideal Job Using Social Networks

With at least 60% of job-seekers finding employment through networking,... Read More

Practice Makes Pefect

What is the problem when people try to describe what... Read More

Examination of Discovery - Finding the Right Networking Group

Why would I pick this group over another group?How many... Read More

The Five Step Formula For Getting Prospects to Call You

Are you tired of prospecting for new business?Are you sick... Read More

Value-Added Network

A value-added network can be achieved through explicit actions to... Read More

Alliances: More Than A One Way Relationship

What is the biggest advantage of forming an alliance?Everyone has... Read More

Growing Your Network of People Can be Easy and Fun!

A few years back when I moved to Charlotte, NC... Read More

Networking in the Business world

Why is it so important to network with other people... Read More

What Has Networking Got To Do With Joint Ventures?

What has networking got to do with joint ventures? "PLENTY"... Read More

A Vital Habit For Selling Big Ticket Items

I hope the title of this article aroused your curiosity!... Read More

How to Get More Visibility, Increase Your Influence, and Get More Referrals

Earlier today I was helping a client develop a better... Read More

10 Effective Ways to Remember Names

Sigmund Freud says "a person's name is the single context... Read More

Effective Business Networking: 5 Tips For Mastering The Art of Networking

The heart of any business is the connection it has... Read More

How to Generate More Business by Telling People What You Do

What do you tell people when asked what you do?... Read More

Why Cant I Start A Conversation With You?

One out of every ten Americans has a fear of... Read More

Mary Kay Ash Did It Best... (The Networking Factor)

"The Networking Factor, Everyone is important!" This slogan reminds me... Read More

Defining a Quality Networking Group

When it comes to quality, how do you choose the... Read More

Building Bridges - The Importance of Being Connected Where You Live

As a Young Professional (YP) in the up-and-coming city of... Read More

Successfully Meeting And Greeting - Ten Strategies For Getting Off To A Good Start

A day in the life of every businessperson is made... Read More

Networking Group Loyalty Requirements

How can you find out the group loyalty requirements before... Read More

Networking for Wallflowers: How to Profit from Getting into the Crowd

The two most common complaints about networking are: 1) I... Read More

10 Steps to Successful Networking

"It's not what you know, it's who you know."This old... Read More

Networking - Facts to Ponder

Right here in Europe, the very last continent to enter... Read More

The A-B-Cs of Networking

In the workplace - and when dealing with workplace matters... Read More

You Can?t Spell Networking Without Serendipity

"Fear not to entertain strangers for by so doing some... Read More

Create a 10 Second Introduction From Your USP

You can generate a ton of business by networking, whether... Read More

The 4 Actions of Awesome Hospitality

These Actions of Awesome Hospitality? will help you manifest the... Read More

Unforgettable First Impressions Part 3: Time is (Not) On Your Side

You only have three seconds?Connect in under a minute?People decide... Read More

Networking Know How

Networking, even to a seasoned professional, can seem intimidating or... Read More

Follow-Up with Your Contacts

What happens when you meet a potential client at an... Read More

Jump Start Your Network

Networking is often identified as a key business building activity... Read More