Issue 3 - December 2002

 

 

 

 

More electronic
newsletter articles:

Wilson's Writings and Metzler's
Musings

Leadership Lessons

Practice Perspectives

Marketing Matters

Successful Strategies

New News


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Practice Perspectives - Networking Works

Getting over your fear and into the room!
Extracted from "How to Work a Room" by Susan RoAn

  • Act like the host or greeter - By acting as a host at any social function you attend, you are more at ease, more aware of others, and more comfortable talking to strangers and learning about them.
  • Walk up to someone standing alone, smile and introduce yourself - in most instances, they will be happy that have come over to them and they are no longer standing alone.
  • Bring a buddy - You and your buddy should not stand together talking all night but rather use each other as a "safety net" in the crowd. If one of you is alone, go up your buddy and the group he is talking to and join in.
  • Don't monopolize the other's time - spend a few minutes getting to know one another and then bring them with you as you move on to the next crowd to talk to
  • Don't know what to say? Ask them about themselves - everyone loves to talk about their interests, their company, and their hobbies.
  • Ask open-ended questions that require more than a "yes" or "no" answer
  • You can always talk about the weather - just remember in most instances, politics and religion are not the topics of choice.
  • Most organizations have "greeters" at the entrance - make your way over to them and introduce yourself. If there are no greeters, walk confidently up to someone standing alone, or a group, and introduce yourself.
  • Make the most of your time at the meeting by proactively meeting people and learning about them and their business. Be an active listener; ask open-ended questions to continue the conversation. Mentally review your list of contacts - is there someone that you can introduce them to?
  • When you meet someone you want to follow up with, jot a note on the back of their business card as a cue to remind you of the conversation when you are back at your office entering their information into your computer or PDA.
  • After the meeting, make sure to enter the names of any contacts you made, take the necessary actions you committed to.
  • Call or follow up and schedule an appointment to get together again before the next meeting
  • Add the names of the members to your company mailing list for your company newsletter.
  • Send your new contacts invitations to company sponsored seminars.
  • Consider offering special pricing or discounts on your company's services to members.

Networking can be a powerful tool. Introducing networking to your marketing plan and encouraging your staff to become more involved in networking, will not only increase your database of contacts but will also enhance community and/ or industry awareness of your company, its people and its services.