Following social rules for politeness does not get us what we want in business. Hand in hand with polite communication customs, must be adaptations for when to change the rules to suit the situation. Business manners are different than social behaviours. Business relationships are different too.
Waiting until someone asks us about what we do, rather than proudly talking about what we do to make our living, might be polite, but when we attend a networking function, we want to build a network of people with whom we can do business. Too polite is unproductive. Confidently telling others what we do, how well we do it, and what we want to grow our business, is more likely to bring the results we desire.
Listening carefully to what the other person tells us is vital to knowing how the new relationship can be mutually beneficial.
When Networking:
- Come prepared with business cards, flyers, brochures etc.
- Know what makes a great referral for your business.
- Be prepared to ask for the type of business referrals you want.
- Speak about your skills and successes.
- Answer questions about your business.
- Offer your business card and ask for cards from people you meet.
- Ask questions about what other people do.
- Offer to refer clients and customers to others.
- Move about the room.
- Do not chat just with the people from your own company.
- Offer your promotional material to those who show an interest.
- Be prepared to talk about your fees and charges.
- Leave your fear of rejection at home.
I have been networking for over twenty five years and referrals from this effort have been a major contributor to my business success. I use the services of the people I have met and provide service to these people, their associates, friends and families. Everyone knows someone who knows someone who needs our services. The challenge is to get the people who are looking for us to find us.
