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 Power Networking While Attending Conferences
by Elinor Stutz, CEO of Smooth Sale
Networking today is a necessity and a life-saver for many entrepreneurs. It’s difficult working from home while putting in long hours at the computer day after day, and all alone.
Your ROI can come back in many forms. You may sell product, find a power-partner, receive a referral, be asked to write a book, or contract for a speaking engagement. Prior to each event, think ahead about what you would like the outcome to be. Keeping your goal in mind will help you achieve your outcome.
However, it will be wise to keep an open mind for possibilities you never imagined. Be very attentive to the people with whom you come in contact. The only way you will know if the other person is a potential partner or if an opportunity is possible is to listen well and use your imaginative mind.
Upon coming into contact with another attendee, be the first to say, “Tell me about your business.” As the person speaks, listen for any service that is of interest or sounds complementary. Watch their facial expressions and body language as they speak. At which point do they sound the most passionate or are all smiles? Can you refer someone to them who can help their business or who might be a client for them? Can you use their services? Is it a possibility they might be a client or specialty partner for you?
Taking in all of the information as they speak and asking appropriate questions about their business and plans will have a profound effect on your outcome. The skill of careful listening will help you to match what you have to offer to the interest of the other person. By being so attentive to other people, most often they will become attracted to you as well, and a true dialogue will take place.
Vendors and sponsors are attendees of the conference too. These two groups make getting to know them much easier. All of their company information is proudly displayed on table tops and the important points are on backdrops for easy scanning. Even better, the company representatives are standing right there for you to ask questions and begin a conversation.
As you quickly read the backdrop and look at their materials, think of an introductory question or greeting that will draw them in to a talking point of similarity you possess, and do so with a big smile. Smiling will help others perceive you as friendly and potentially someone with whom they would like to be better acquainted. The process of finding commonality with a vendor and furthering the conversation will work the same way as for individuals.
While you are approaching vendors and sponsors, you will want to make the best possible impression. If you have a drink or food in hand, put it down any place except on the vendor’s table. This action sends shivers up their spine for fear of
spillage. It is wise to ask permission to take abbreviated notes on the back of the other person’s card if you are to follow-up. Some may perceive this as defacing their card. The note-taking will relieve the nightmare of returning to your office and trying to remember all of your conversations.
Follow-up is where 95% of people fall down. The follow-up is what will get you the business you originally set out to secure. Even if it is only to refer a potential client to the other person, your good deed will be appreciated and remembered.
Your business neighborhood is not just the people you meet, but the people who meet and know you, and the people who know them. Your business neighborhood is greatly magnified. Therefore, follow-through is vital for your success. It is a mini-promise that builds credibility over time. Be certain to follow-up and in a timely
manner!
And when you follow-up, do so from the other person’s point of view. Remind your contact where you met and of the conversation you had. This will ensure a smoother flow of
conversation
Elinor Stutz, CEO of Smooth Sale and Author, has transformed her highly successful sales career into a sales training company. Her clientele is comprised of entrepreneurs, network marketers, and beginning salespeople. More information may be found at
www.smoothsale.net. Smooth Sale Delivers: Original work in the form of Professional Sales Training, Licensing of Programs, Motivational Speaking Engagements and a Full Product Line. Products Include: “Nice Girls DO Get The Sale: Relationship Building That Gets Results,” published by Sourcebooks, “The Smooth Sale Toolkit,” the “Smooth Selling 4-CD audio seminar,” and the Entrepreneur Kit – “How to GROW Your Business: mindset, strategy and implementation.” |
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