How to Use Networking to Grow Your Business in 2014

HOW TO USE NETWORKING TO GROW YOUR BUSINESS IN 2014

No “Ordinary” Business Network

How to Use Networking to Grow your Business in 2014

Networking to Grow Your Business ıARE YOUR NETWORKING EFFORTS OFF TARGET?



Networking to Grow Your Business ıDefinition (according to Ask.com): Business Networking is a skill and a low cost method of marketing that is used to build new business contacts through connecting with other like minded individuals. Business Networking is generally done through face to face meetings almost anyplace or anytime but is commonly done at business or community events and even more specific, Business Networking events that are hosted by business networking organizations. ""The events are usually planned around an activity, such as a guest speaker. Either before or after the activity, attendees are given the opportunity to meet and interact with one another to share business thoughts and ideas with the intent to build business relationships that will be of benefit to each involved. Because business networking is based on the building of relationships with people, it is a ongoing and long term method of gathering business contacts that is very effective.

WHAT IS BUSINESS NETWORKNG?



Networking to Grow Your Business ı•  How Xtraordinary Women has used networking to our advantage

•  Consistently showing up at industry events outside of XW •  We don’t use “outside” suppliers when it comes to getting work done •  We take a genuine interest in the person and their business •  We have a “How can we serve you mindset”

A few examples •  Our Branding & Positioning statement was done via Brandheart Marketing •  Our Website was designed by Retha van Staden from Solutionetics •  Our Logo was designed By Erica Groves Design •  Our pens and business cards by Dynamic Exposure •  Our Marketing and PR by Word-On-The-Street Media •  Business Coaching from Carol Gerber Results Driven Coaching

•  And many more… All done by building lasting business relationships through networking!



Networking to Grow Your Business ıWHEN IT COMES TO NETWORKING, IS THIS YOU?

I hate standing up and speaking to people.”

I don’t know my elevator pitch so I STRESS out.. I don’t

know what to say” HELP!!



Networking to Grow Your Business ı

1.  I don’t have enough confidence 2.  I’m not sure what to say 3.  I’m not sure what to “sell” 4.  I don’t know how to approach people I don’t know 5.  I don’t know what to do 6.  What if I come across as “not knowing my stuff” 7.  Nothing ever comes from networking so I am wasting my time 8.  I’m scared to death standing up in front of people I don’t know and

introducing myself

SO, WHAT IS STOPPING YOU FROM NETWORKING EFFECTIVELY?



Networking to Grow Your Business ı1.  I don’t have enough confidence – 2.  I’m not sure what to say – 3.  I’m not sure what to “sell” – 4.  I don’t know how to approach people I don’t know - 5.  I don’t know what to do - 6.  What if I come across as “not knowing my stuff” - 7.  Nothing ever comes from networking so I am wasting my time! "

8.  I’m scared to death standing up in front of people I don’t know & introducing myself!

TIPS AND TRICKS TO ADDRESS YOUR CONCERNS




•  Offline •  Business Networking Breakfasts •  Cocktail Parties •  Workshops/Conferences •  Speed Networking Events •  Expos (where the exhibitors are your prospects) •  TedEx Talks •  Industry Events •  Dinners •  Etc.

DIFFERENT FORMS OF NETWORKING



Networking to Grow Your Business ı•  Online

•  Twitter •  Facebook •  G+ •  LinkedIn •  Webinars •  Etc.

DIFFERENT FORMS OF NETWORKING



Networking to Grow Your Business ı•  You get a Networking Event & then there is a Networking Process

•  Networking “The Event” is very different to Networking “The Process”

•  Events: •  Are a build up of expectations •  We expect something to happen •  There is a Guest Speaker etc.

•  Process: •  A Process is a set of logical steps to get to a desired result •  This is exactly what networking is..a process!

You need to separate the Event from The Process

NETWORKING EVENT VS NETWORKING PROCESS



Networking to Grow Your Business ı•  You need to be patient and understand that networking is a process and it

takes time •  Needs to form part of your long term strategy - your efforts will pay off! •  It is not about keeping score as you will be disappointed in the beginning •  You can’t expect to come away immediately with results, although, often you

do •  You reap what you sow – at each event, you are sowing the seeds to grow

your business.. It is a process and your reward is at the end… •  It takes time but you do get results!! •  You need to build trust and credibility - this takes time

NETWORKING EVENT VS NETWORKING PROCESS




•  Is warm and approachable •  Cares about others and has a “service-orientated” mindset •  They have an honest desire to make a difference in their community •  Is always willing to offer assistance and recommend resources,

service providers etc. •  They connect people – connecting is the highest form of networking •  Tunes into opportunities and facilitates introductions •  Looks at what people do separately and envisions how people can

do things together and perhaps create partnerships •  Learn and be the best they can be at networking •  Finds the opportunities for other people •  When you do this, people are are inclined to want to pay you back

as you made a difference in their lives

A XTRAORDINARY NETWORKER…




•  Have a Strategy •  Is your strategy no strategy? •  Are your efforts a hit or miss? •  Are you doing your homework? •  Research the networking organisation you are going to attend –

there must be an alignment with your own values. Find one that compliments your business and is committed to helping you grow your business

•  Part of your strategy must be to network regularly

FOCUSING YOUR EFFORTS



Networking to Grow Your Business ı•  Why network regularly?

•  When people see you at more than one networking event, you are: •  Top of mind when they think of your industry •  They see that you take your business seriously

FOCUSING YOUR EFFORTS



Networking to Grow Your Business ı•  How are you going to approach people? •  How are you going to meet them? •  Why are you going? •  You want to leave with names of people with whom you can follow

up and build lasting relationships

Because of your strategy and follow through – you will see results!

STRATEGY FOR THE EVENT



Networking to Grow Your Business ı•  What do you want to accomplish by attending? •  Go with set goals in mind •  Do your Homework. Have a look at the guest list and find out who

will be attending and how does this fit into your business plan/strategy

•  Look at their website, Facebook, twitter etc. and find out if you have something in common with them

•  Are you going to meet prospective clients, find referral sources, build trust, need a new supplier?

•  Who do you want to connect with and why? •  If you see someone you know that will be attending, perhaps they

might know the person you want to connect with

PREPARATION IS KEY!



Networking to Grow Your Business ı•  Do not arrive late •  Arrive early (look at the registration time) •  Chances are that the Guest Speaker is there already – It is a great

way to connect and chat to them. You might not get a chance later •  If you see someone that is new, and they look like they are

intimidated by the event, approach them and introduce yourself and then introduce them around – it makes the difference between – I got nothing out of it.. And I am coming back

•  Make a positive first impression. •  Good Handshake – not too firm or soft •  Eye Contact •  Great smile •  Be friendly

AT THE EVENT



Networking to Grow Your Business ı •  When introducing yourself, ensure it is done in such a way that that

person will be able to tell someone else EXACTLY what you do when asked.

•  Focus on forging quality contacts, instead of quantity (its not about how many business cards you can collect and add to your database)

•  Be a resource for other people - with no strings attached. It is also creates an opportunity to follow up with them.

•  For example – send them a relevant article •  Refer a person that can help them in business •  Send them information – website etc…

•  Leverage off the people that you do know at the event and ask them to introduce you

•  Also offer to do introductions for other people

AT THE EVENT..




•  Hello, my name is _____, it’s wonderful to meet you. •  Is it your first time that you are attending this event? •  What is your interest in the topic? •  I saw your profile on LinkedIn – tell me a little more about your

business? Your products looks great. •  You are showing an interest in them •  It is a lot more personal. People get excited when they talk

about their business and as a listener you learn so much more

GREAT ICEBREAKERS TO INTRODUCE YOURSELF




•  Find out what the person is passionate about and watch their eyes light up!

•  Find something you have in common (if you did your homework you would know what this is and steer the conversation into that direction)

•  Find out what it is that they are currently looking for and what their objective is for attending the event

•  Get to know the person. Ask open ended questions like “What kind of businesses are you looking at being referred to?”

•  Build TRUST!! •  Be Yourself and behave with Integrity

DURING THE CONVERSATION



Networking to Grow Your Business ı•  Do a debriefing afterwards:

•  Will you attend again? If not, why? •  Did you meet your goals •  Make notes of who you would like to follow up

•  At the back of the business card write: •  The date •  Which event you met them at •  Something that you will remember them by •  Topics of interests and how you can assist them

•  Follow up: •  You have 24 hours to follow up, or you will be forgotten

AFTER THE EVENT



Networking to Grow Your Business ı•  Business cards, Pamphlets & Brochures •  Map & directions – You don’t want to be late – it creates a bad impression •  If you are selling a product, bring a sample

•  If you are an author, bring the book along and use it when you introduce yourself, it is great to make that visual connection

•  Rehearsed Elevator Pitch •  The Contact list – research the people that are attending the event •  Follow up System – we recommend a professional mailing programme to do this

(MailChimp or GraphicMail),

NETWORKING TOOLBOX


Networking to Grow Your Business ı•  CONSISTENCY IS KEY! Networking needs to form part of your

business plan and strategy for the year •  Align your business goals and plan accordingly, so that you know

what you are looking for at each event and what type of person/company you are looking for to build a relationship with, that will benefit both you and the person you want to deal with

•  Show a genuine interest in the person and don’t go into any event

with the mindset - How many people can I sell to today – IT WILL NOT WORK.

•  People do not want to be sold to.. Build that lasting business

relationship and IT WILL benefit you

MY GOLDEN RULES



Networking to Grow Your Business ı•  Do not speak about more than one product or service. You are your

brand and you are creating brand confusion for your guests •  Pick which product and service to “punt” at specific networking

events – to guests who are your prospects •  Tailor your elevator pitch to your audience •  When you attend an event.. Go with the mindset.. What Can I do for

you! People will remember you for being helpful. Share your knowledge as much as you can – recommend others etc. You will be remembered as someone that can help! So you will be top of mind!

MY GOLDEN RULES Cont..



Networking to Grow Your Business ı•  Show up to as many events as you can – you want to be top of

mind when people need someone in your industry. The only way you are going to achieve this is by showing up consistently. Also – do not change your brand message all the time. Be CONSISTENT!

•  If you go again and again, you will cement the relationship with the person, you will get to know them a lot better

•  If you make meaningful contacts at an event – you are going to want to go back..

MY GOLDEN RULES Cont..



Networking to Grow Your Business ıMY BIGGEST NETWORKING AND BUSINESS SECRET?

CONSISTENCY IS THE KEY TO SUCCESS!

CONTACT DETAILS GWEN KLOPPERS [email protected] www.XtraordinaryWomen.co.za @GwenKloppers @XOrdinaryWomen

Gwen Kloppers CEO & Founder:

Xtraordinary Women