Introduction
Part One
The Game Plan
You may be new to Business Networking, or you may be a veteran of many Chamber Mixers, referral groups, and monthly association luncheons. Whatever your background is regarding networking, there is something in this small book for you. The over-all themes are:
- A strategic approach to your networking campaign is essential.
- Take selling out of the initial networking conversation.
- Concentrate your time looking for business relationships, NOT clients.
- Pre-Qualify every new contact with 4 simple questions.
Our world is not lacking in opportunities to initially meet and connect. Social media now brings people from every corner of the world together with the click of a mouse. Our networking reach is unlimited. Does this in itself make us better networkers? It does not matter how we connect; it’s the quality of our “First Contact” skills, which determines the outcome. It is all too easy in our entrepreneurial enthusiasm to skip over the relationship-building part of the equation and rush to get our marketing message out to the masses. It’s never been this easy before. But the old adage that says, “We only get one chance to make a good first impression” is extremely relevant to the networking exchange, both in person and online. An initial blunder can be costly.
The skills and foundational philosophy in this book will serve as your guide in both the face-to-face and online networking world. However, this book is about more than just how to navigate face-to-face networking events. It’s about networking with the specific intent of finding and building business relationships. Each page is a complete nugget of networking and relationship-building wisdom. You won’t have to wade through pages of theories to get a tip you can use today. There’s one on every page.
I have done many workshops on this material over the last few years. The biggest raves are for the systematic approach, the pre-qualifying questions and the simple but highly effective shift in mindset of looking for PowerPartners, business relationships, NOT clients. This book is especially valuable for:
- Introverts and people who describe themselves as shy or uncomfortable with making small talk, mingling and selling themselves. The strategies, tactics along with the Pre-Qual Questions give them direction & focus.
- Jobseekers whose networking skills are a bit rusty and they need guidance.
- People who NEVER attend networking events, but still need to build business. These first-contact skills can be used in everyday situations that put you in contact with another person. This includes connecting with someone on Facebook, to talking with someone in line at the grocery store or sitting next to you at your kid’s soccer game; anywhere two people may meet.
- MLM representatives or new hires who are just getting started in building their network, and they need focus & structure for their enthusiasm.
- Experienced networkers who are open to learning a new tact, or honing good skills they have already developed. Top leaders never stop learning!
This book extends beyond the Networking Event to talk about mining your existing database for hidden PowerPartners, and how to conduct an effective PowerLunch.
There is a complementary website with resources and articles that go into more detail than I can in this book. Please visit
http://FaceToFaceNetworkingBook.com.
www.NetworkingEventFinders.com, is another resource for you. They publish Networking Guides and Event Calendars in local markets nationwide. You can now easily find networking events in every city you travel! We’d love to hear from you!
Happy Networking,
Mindy Selinger
www.MindySelinger.com
