Business Networking Skills
Bunsiness Networking is not as simple as we all think. To listen well in a group takes proactice and patience. If you don't focus on the individual and what you can do for them then they wont respond to you. The secret at a first meeting is to start to gain as much information as you can about the persons business and their target clients.
Ian Parkin explains why his secret business weapon is the most effective and easiest MLM business networking technique available today. Ian is a coach and trainer to business professionals.
The secret to warm market prospecting the comfortable way is to focus outward rather than inward. To demonstrate I'd like you to imagine or remember a public speaking engagement. Are you one of the 99% who feel very nervous at the very thought of standing in front of a group of people and making an eloquent speech?
What happens at a subconscious level in this situation is that your focus is INWARD. You are looking at yourself through THEIR eyes. Panic stricken you can only imagine how inferior or silly you will appear to everybody. Butterflies in the stomach, dry throat and bodily shakes are not uncommon.
The trick to overcome the public speaking jitters is to make yourself consciously focus OUTWARD. Force yourself to notice anything interesting about the individuals in your audience. The color of the brightest shirt or tie, the most interested gaze upon you, the happiest looking chappie in the audience, the oldest person you can see, and the youngest. Anything that will make you look outward. Consciously looking at them through your eyes, (not at yourself through theirs), will make you more comfortable in an instant. Practice this enough and it will become a subconscious competence and you will become one of those naturals on stage.
OK so what has this got to do with warm market prospecting? Well, you shudder at the thought of it don't you? Yes, you are doing the same thing, you are being self centered at the subconscious level of your mind.
Here is the scenario. You go to a business networking event and the only thing on your mind is "How am I going to tell someone about my offer, service, opportunity, product or whatever?" If you sit amongst a group of toast masters you miss everything each participant shares because your panicking mind is trying to work out how you can blurt out YOUR own deal. In the world of MLM, old fashioned network marketers have been trained to vomit their business opportunity over anyone who passes within a three foot range. So out they go, and in that same nervous state (as if they are about to stand in front of a crowd) they squirm around imagining how silly they look in everyone's eyes.
1) Be Genuinely Interested In The People You Meet.
This forces you to consciously view them through your eyes instead of imagining yourself through theirs.
2) Getting Their Business Card Is More Important Than Giving Yours.
In a business networking environment ask the other person about what they do and ask what type of person would be an ideal referral for him/her. Write their answers on the back of their business card as a reminder.
3) Become A Referral Hub.
Make a list of the interesting people you meet and who their ideal prospects are. Then mail an information sheet, or better still a greeting card, to each with the cross referenced ideal referrals. You are seen as a mover and shaker and a person worth knowing.
4) Prepare A Quick And Easy 60 Second Commercial For Yourself
Learn your one minute message so you can inform professionally, on spec, without having to think about it.
5) Expose Yourself Only When Asked
ONLY when asked do you verbalize your 60 second commercial. And, most importantly, point out who would be an ideal referral for you. This educates your circle of influence about the type of person they could send your way.
6) Show Appreciation And Stay In Touch
Developing relationships over time by appreciating your network of people will expand and improve your circle of influence. Sending thank-you-cards and or nice-to-meet-you cards at appropriate times is the easiest of MLM business networking techniques I know. Remember their birthdays and special occasions because people like to do business with, and refer business to, people they know like and trust. Appreciation wins over self promotion every time, so learn how to appreciate professionally.
Unfortunately networking is overlooked by most networkers! Small business, home business or corporate professionals could all benefit by becoming adept with these basic MLM business networking techniques. The simple art of being genuinely interested in other people can work referral wonders. And now that low cost online tools are available to everyone there really is no excuse for failure.
