31/03/2011
Ask Yourself Not “Who You Know” but “Who Knows About Your Business?”
People often attribute success to who you know. I, on the other hand, place far more importance on who knows about your business. Attending business networking functions regularly and using the right strategies can significantly increase awareness of your business and word of mouth referrals.
Hopefully your customers are so impressed with your products and or services that they are already actively promoting your business to their family and friends. Research tells us that 57 % of people visiting a new web site did so, on the basis of a recommendation (Jupiter Communications 1999)
Your potential for increased referrals can be significantly enhanced by regularly attending Business Networking functions.
Entering a business networking function can be a very scary thing to do, especially if you are new to business and /or new to that function or do not know many people.
Here are a few tried and tested tips to ensure you are more relaxed and successful networker.
Tip One – Be Confident
Make sure you dress well and feel good about your appearance and hold yourself with confidence. Remember people are attracted to those that appear relaxed and self confident and have a smile on their face.
Tip Two – Be a Host not a Guest
Remember most people feel a little anxious and everyone feels more relaxed when someone hosts them at a function. Anyone can be a host at any function. A host meets new people whilst a guest stays with friends. To host you simply take the initiative to introduce yourself to others and start conversations and invite other to join the group.
Tip Three – Know how to Introduce Yourself
When introducing yourself smile extend your hand, offer a firm handshake and use the person’s name by reading the name badge and add a phase before mentioning your name. This allows the person time to tune into the introduction and remember your name.
“ Hi Bill, it is nice to meet you. My Name is Maria.”
Tip Four – Know How to Wear a Name Badge
Buy yourself two name badges one for your office and one for the car so that you always have one for any function. Make sure it has your logo and your name in clear easy to read print. Wear it below your right shoulder so that when you extend your hand as part of an introduction the other person can maintain eye contact and read your name at the same time.
Tip Five – Be a Conversation Starter
It is very easy to start a conversation with a few tips. Here is an example of a few phrases that you can use to commence a conversation:-
After introduction:- “I don’t think I have seen you at this function before and I would be happy to give you the run down on what to expect if this is your first time.”
Or
“Are you a regular at this function as I was hoping you might be able to give me a few pointers as this is my first time.”
In summary, you are your brand and it is up to you to ensure that the image you project s reflects positively on you, your brand and your business.
By becoming a regular attendee of business networking functions you can build positive long term relationships. Those extensive relationships will, over time, substantially increase the likelihood that colleagues will refer customers to you. Increased customers result in increased sales and profits so you owe it to yourself to start networking with confidence.
Maria Cook is the Executive Officer of the Business Enterprise Centre – St George & Sutherland Shire awarded 2010 Best Metropolitan BEC in Australia. Maria has had a very extensive career in a wide range of positions and industries including Local Government, TAFE lecturer, CEO of charities and corporate experience as Executive Director at Ronald McDonald House Charities. Maria was a finalist in the 2000 Telstra Business Woman of The Year.
Part of Maria’s role as Executive Officer is that of Business Advisor, as she coaches business from start ups to established businesses with large turnovers and high number of employees.
Her experience in business development includes:
General Management; Government Funding & Contract Negotiation, Implementation and Monitoring; Fundraising via Philanthropic Trusts; Operations Management; Implementation of Policies & Procedures across all aspects of business; Quality Change Management; Marketing & Public Relations; Financial Management & Reporting and Networking .
As Executive Officer of the BEC Maria oversees the creation, development, delivery and monitoring of service and its programs as well as providing direct Business Advise and specialists workshops.
Important Note: These articles have been prepared for general circulation and are circulated for general informational purposes only; these articles should not be regarded as business or investment advice. The articles represent the views of the writers and are subject to change without notice. Additionally, while every care has been taken in the preparation of the articles no representation or warranty as to accuracy or completeness of any statement is given. An individual or organisation should, before any business or investment decision is made, consider the appropriateness of the information in this document, and seek professional advice, having regard to objectives, situation and needs. This document is solely for the use of the party to whom it is provided
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