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Networking, Networking, Networking
The following article, by VATP.ca founder Mary Lou Ashton, gives you an overview of how you can use networking in your marketing mix.
Enjoy!
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The networking challenge. Challenge the way you have been networking! Give the gift of giving.
Only 25% of all jobs are ever advertised in the newspaper. The rest are obtained through networking. While the percentages might be off somewhat, it also holds true for finding clients. Advertising will only bring in a portion of your clients. Networking will bring in the bulk of them.
Most of us have some fear or nervousness around networking especially if you are not used to it and it is out of your comfort zone. In this month’s issue of Ask the Master we will talk about how you can ease the pain of networking.
What is networking?
Networking isn’t just about finding clients at an event. If this is why you are attending you are probably going to be disappointed and miss out on the most important interactions. Networking is also about expanding your network. Letting people who know who you are, what you do and what you offer.
We all start out with our own network that includes family, friends, acquaintances and co-workers. When you are starting a business these are the first people you look to inform about what you are doing. Chances are the majority of them will not be potential clients however they all have their own circle of influence, which may hold potential clients. The same holds true for networking events. You want to expand your network of people who know who you are, what you do and what you offer.
To find out more on networking you can visit www.topten.org and search under ‘networking’.
Where is the best place to network?
This depends on exactly what you are looking for from the association or event in addition to expanding your network or finding potential clients.
Are you also looking to expand your resources? Create alliances with compatible products or services? Market at trade shows or conferences? A place for you to just stay connected? A place to learn about or find new technologies? Member benefits?
Get clear about the things you are networking for and find the group(s) or association(s) that will best fill your needs.
How can I prepare for a networking event?
First of all set goals for the event. Whether it is meeting five new people, reconnecting with an individual or having a deeper level conversation with one individual. Whatever it is make it about the gift of giving. When you go with the intent of giving of yourself and helping or getting to know others the return is greater.
See how you can help or be of service to them. Whether it is sharing something you know, a resource or just learning who they are, what they do and what they offer.
What are some mistakes to avoid?
Do not go to an event with the intention of finding a client but go with the intention of expanding your network. It is not about how many business cards or brochures you can hand out but what you can give to, or learn about, the individuals you meet.
A lot of people at these events are on guard about who is going to sell them what. Do you connect with individuals who are about selling to you versus wanting to know about you? Is this how you develop your relationships? My guess is the answer is no, so do not do this to others.
What about follow up?
Any relationship takes work, they usually don’t just happen overnight. You need to work at building your networking relationships just as you would with family, friends or co-workers. Make a point of following up with anyone you meet by just sending an email or giving them a quick call. It doesn’t have to be deep, just a quick hello to see how they are doing, let them know you enjoyed speaking with them, or finding out if they are going to the next event.
Continue to find out more about who they are and how you can help them. When you follow this method of networking people will refer to you quicker and more often!
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Mary-Lou Ashon successfully launched her Virtual Assistant company in 1997 and holds expertise in organizing information, creation and implementation of administrative procedures and marketing. She has proven that dedication, communication, loyalty and a flare for marketing are keys to developing successful client relationships. Mary-Lou has a keen desire to promote awareness of VAs as a career option both internationally and at home in Canada and has developed a cost effective, convenient and high quality training program which you can locate at http://vatp.ca/.
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