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

The two most common complaints about networking are: 1) I never meet people I can do business with and 2) I am always so uncomfortable going to networking events. These two complaints are related and can be relieved with a three step approach to networking that helps even the most frustrated networking wallflowers.

The three steps are:

Know the right events to attend

Know exactly how to start and continue to conversation

Know exactly when and how to end a conversation

1. Know the right events to attend. Business gatherings that typically provide networking opportunities are:

• Chambers of commerce or other organizations' networking mixers; accelerated networking events; service organization meetings. There you will find people from many industries, and people at various levels of decision-making authority.
• Industry specific organizations' activities, where all attendees are in the same industry; or provide services to that industry.
• Annual conference/conventions/trade shows that attract providers and vendors.

You'll know the right events to attend when you are clear about your networking goals. The number one goal should be to meet people to whom you can provide solutions. If your product or service is perfect for a narrow niche, then you should only invest in networking events that attract people from that niche. If your product or service can benefit people in a broad range of industries, you should identify your top three and attend events that attract people from those top three.

2. Know exactly how to start and continue to conversation. Craft a script for your networking activities. The script will set you free: once you have committed to memory what to say, you will be free to concentrate on the other person. When it's your turn to speak, you'll automatically say the right things.

Be the first to ask a question. Ask only this question: "John, I'm wondering, what's the biggest challenge you're facing in your business today?"

• As John answers, give him cues that encourage him to keep talking. Cues include: nodding, smiling, and saying, "really, tell me more."
• After two or three of John's answers, you'll know if you have anything that could help John meet his challenges. Don't say anything about that yet!
• Option A ? if you don't offer a service/product that can help John, you move to the next step, which is gracefully ending the conversation.
• Option B ? if you do offer a service/product that could help John, you can continue this conversation with a few more questions.

3. Know exactly when and how to end a conversation. Ending the conversation depends on whether you have chosen Option A or Option B.

Option A ? there's no fit between John's needs and your services.

• Say, "John, it's been great talking to you. I don't have anything to help you; however, as I go around and meet others, if I find someone who does, I'll send them to you." And then make eye contact, smile and shake hands and move to the next person.

Option B - you do have a service/product that could help John. Your next question should be, "how important is it that you do something about this now?" Now is the key word here. If it's not important enough to fix now, go back to Option A, end the conversation and move to the next person.

• If it is important to fix now, you have the opening you need to ask for just one thing: that John will take a phone call from you in the next two days.
• Come to a specific agreement on when this phone call will take place.
• Make eye contact, smile, shake hands, and move on.

Repeat these three steps with other people in the room. Quality is more important than quantity. You want to build rapport with two or three people, then have meaningful exploratory phone calls with them immediately.

Get away from the wall and get into the crowd and you'll find profit in every networking investment you make.

Susan G. Trivers is a Business Communication Consultant and Coach. In one-on-one or small group settings, she draws out the untapped skills and expertise of executives, managers, business owners and licensed professionals so they maximize their results from the 80% of their days spent commmunicating with others. Results: more business, more problems solved and greater confidence.http://www.susantrivers.com/

Susan is the author of 21st Century Presentation Magic! Become a Capitivating and Compelling Public Speaker which demystifies the 22 most common myths of public speaking, and shows business speakers how to find the kernel of magic within each myth. You will instantly improve your public speaking skills whether your audience is one, one dozen or one hundred. http://www.susantrivers.com/21stcentury.htm

---

Social Networking: A Link To Like Minds

Not all dot-com dreams died when the Internet stock bubble burst.Amazon.com, the king of the dot-com era, is keeping some of them alive in 2005 inside a... Read More

9 Ways to Spice Up Your Nametags for More Engaging Conversation

Nametags are worn for a variety of jobs and functions, but people don't like to wear them because they're annoying, damage your clothing, clash with your outfit,... Read More

Flying High, Flying Far

"What me? Sell myself? You have to be joking!"This was the response I received from one of my clients when I suggested that she needed to get... Read More

8 Ways To Develop Confidence In New Situations

Do you enjoy one-on-one networking, however, the thought of walking into room full of people you don't know horrifies you? You're not alone. Yes, even a social... Read More

The A-B-Cs of Networking

In the workplace - and when dealing with workplace matters - networking is a powerful tool. And the same is true in personal and social situations, where... Read More

Follow-Up with Your Contacts

What happens when you meet a potential client at an event and you do not follow up?So now the event is over and you have collected a... Read More

Talk Isnt Cheap

The most successful organizations have good communication skills. Survey after survey bears this out. Poor communication skills are often cited in employee surveys as a reason for... Read More

Volunteering for a Networking Group

When is it appropriate to volunteer to take a position in the group?Have you heard the saying that "the fastest way to get anything done is to... Read More

Have We Met Before? What to Do When You Cant Remember Who Yourre Talking To

You see him from across the room. You know him, but you can't remember how you know him. Now you have a problem: you want to break... Read More

The Anatomy of a Brain Cramp; The Retainer and the Lavalava - Communication

In life, you have to successfully work with people to get anywhere. You can't avoid it.Some people are fun, good, and wholesome, and others can feel like... Read More

Networking in the Business world

Why is it so important to network with other people when owning a business? Because without building those key relationships our businesses won't grow. See, most of... Read More

Powerful Networking: Focus on Building Connections, Not Closing Sales

You can find numerous references in the business literature about the importance of a company's mission. These sources emphasize that the mission is not to make a... Read More

How to Find Participants for a Trial Run

Why is a network meeting the best place to get participants for a trial run?We talked about taking a booth at a networking event, or at least... Read More

Networking - How To Do It

Networking is probably the oldest, easiest, most effective and least expensive way to get more business. It doesn't necessarily involve selling your product or service but it... Read More

Network Marketing Secret: On Becoming the ?GoTo? Guy

For years we've been taught to identify ourselves as reps for one XYZ company or another.~We have our fancy business cards printed, some letterhead, maybe an... Read More

Giving the Gift of Your Name (The Networking Factor)

Although, this is about giving the gift of your name to others, it certainly runs a close second in importance to "Whats' in a name?"What is giving... Read More

How to Make the Most of Those First 30 Seconds

Did you just meet the most important person in your career/business? Tongue tied and not sure what to do about it? With advance planning and creative thinking... Read More

7 Step Plan To Get Going With Networking

Whether you're an introvert or an extrovert, feel like you have the gift of gab or just don't know how to make small talk, networking know-how is... Read More

The Quest for Passive Income

Passive Income, residuals, royalties three ways to get paid multiple times for a one-time effort. You write a song in 1970 it gets covered by many artists.... Read More

Discover Your Own Source Of Business Leads

Generating new business leads is critical in your success, no matter what business you're in. Being aware of certain principals can help you increase your business leads... Read More

Your Front End

While surfing for traffic or browsing your safelist emails, you are sure to have noticed the very large number of networkers promoting similar, if not identical, programs.... Read More

Networking Skills: Arguing in Context

If you're fond of a good debate, you know how to annihilate someone else's position in an argument while still somehow managing to keep a friendly rapport... Read More

How to Gain Maximum Value from Your Networking Time

One of the best ways to get business is through networking. That's what the majority of people I speak to tell me. So what is networking, what... Read More

Are You Really Listening: The Importance of Strong Communication Skills

Let's face it, when most people think of IT professionals, the image that comes to mind is the guy or girl with the glasses huddled behind a... Read More

Business Networking ? Extroverted Web Weaving for the Introvert

If you have been in business for any amount of time, you go to networking events. Did your body just seize up? Was there a swelling of... Read More

It Pays to be Friendly

Most small business people do not take advantage of human relationship issues. They do not understand that being nice and friendly, out going and enthusiastic pays high... Read More