Leadership Training: Lesson 25

Become a Master Networker

Below is another good article that is posted in the Business Building Archive of the NSP Forum at http://www.nspforum.com. [As always my comments appear in brackets like this.]:

Become a Master Networker

Top 10 Keys to Becoming a Master Networker

Networking...1980s style was a fad. It was the yuppie answer to the good ole' boys. Over-dressed and over-ambitious people attended over-crowded cocktail parties and frantically swapped business cards while planning to "do lunch" soon. No longer a fad, networking in the 90s is a survival success skill. In our competitive business world, the more contacts we have, the more people who know about us and what we do. . .our talents and abilities...the more opportunities we will have. For some people, networking comes naturally. Their antenna is always up. They actually have FUN with it. However, for most people, networking is a learned skill and one that needs practice in order to feel comfortable and be effective. Try these tips to give yourself a jump-start and enjoy the rewards of becoming a Master Networker.

1. Develop the right ATTITUDE.
You have to want to make the effort! We are all attracted to people who are approachable and friendly. SMILE and ENJOY the opportunity to make new contacts.

2. Network EVERYWHERE and with EVERYONE.
The opportunities to make new contacts are endless. People frequently think of networking only at events such as Chamber of Commerce meeting and Professional Organization. Some of the most productive contacts come from chance encounters...in the grocery check-out line, at the ball park, in the doctor's or dentist's waiting room, in an elevator, at a party, and the list goes on. Whenever and wherever there is another human being there is an opportunity to network.

3. Set a networking goal each week.
Set a goal each week for the number of new contacts you want to make. Start with even one or two until your confidence grows. Then, increase the goal.

4. Make the first move.
Greet everyone with smile and a friendly hello followed by a positive comment or open-ended question to get a conversation going. At a party or other gathering approach people standing alone and draw them into conversation. Most people hesitate to approach a group of friends already in conversation. The individual standing alone will welcome your approach and you will find it easy to initiate an interchange.

5. Work up a memorable introduction.
In twenty-five words or less be prepared to say who you are and what you do...in a way that will make the other person want to know more about you. Then, immediately ask questions to learn more about your new contact. Use their name several times during the first five minutes of conversation.

6. Arm yourself with professional business cards and wear an attractive name tag.
Both business cards and a name tag, especially a name tag that lists your profession or business name in an intriguing way helps attract the interest and reinforces name recognition. John Doe, Business Coach, is almost guaranteed to prompt questions about what coaching is...a great opening to share your expertise and gain new clients or referrals. When you do swap cards with someone, jot down a reminder on the back such as where you met, what you discussed, sales opportunities, etc. Printing a quote, helpful hint, or other original and interesting information on your own card will encourage others to keep the card and remember you. Finally, always carry your cards in an attractive case. Dog-eared and stained cards dug from the depths of a handbag or pocket detract from your professional image.

7. Be prepared with a mental GET & GIVE list.
Networking is a reciprocal process. It is about getting and giving information, resources, advice and referrals. Maintain a mental "Give List"...a tip, idea, resource, or recent discovery you can share. Your "Get List" will be information you are seeking, people you want to meet, and referrals you would like to have.

8. Organize your network resource bank.
Record new acquaintances and contacts on your Team 100 List, in a rolodex, use computer software or even index cards. Set up whatever system works best for you to keep in touch and nurture your new contacts.

9. FOLLOW UP!!! [Where have we heard that one before?]
Use your resource file to keep in touch with those in your network. Never give out your card and say, "give me a call." Follow-up is your responsibility. Research shows that amazingly only 20% of sales leads are ever followed up....80% of potential opportunities are lost by failure to follow-up. Use every opportunity to send a follow-up personal note, a thank you, a congratulations, or a relevant article of information.

10. WORK!
The only place success comes before work is in the dictionary. Remember WORK makes up the better part of Networking.

Submitted by Lynne R Christen, who can be reached at lyncoach@gnt.net © 1997, 98, 99, by Coach U, all rights reserved.

Wishing You the Best in Health and Prosperity!
Dr. Duane Weed, MS, DC, LAc

For your convenience, the previous lessons from this series can be accessed from the menu below:

1 Welcome and Introduction 2 Quality is the Difference 3 Service Sets You Apart
4 Know Your Company 5 Know Your Opportunity 6 Know Your Compensation Plan
7 About Network Marketing 8 The Online Health Assessment 9 Company Loyalty
10 Goals 11 Persistence 12 Integrity
13 Follow-up 14 Customer Follow-up 15 Member Follow-up
16 Knowledge is Power 17 Tax Advantages 18 Self-esteem
19 Meetings 20 Type of Business 21 Distributor Websites
22 NSP Forum 23 Using the Internet 24 Building Web Traffic

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