Networking with Ease - Part 2

In our last blog, I told you about the importance of networking events. So you’ve paid your money to get into an event….now what? As someone who thinks these events are paramount to success, I’ll share with you’re the critical ways to network within them for ultimate success.

*There are four critical ingredients in your introduction to people at networking events. Think of your pitch like a 20-second elevator meet-and-greet. Most people want to meet a maximum amount of people and don’t want to listen to anyone go on (and on and on) at length.

Your job is to cover the four basics: Who you are; What you are; How you can help; Where you are.

Let’s break it down.

*Who am I? “I’m Scott Schilling, a sales trainer, speaker, author and coach.”

*What am I? “I help you learn to present your offering from the heart to gain greater enrollment into your vision.”

*How can I help? “As you learn how to enroll people into your vision, you will sell more at higher margins with less efforts and I’ll help you get there.”

*Where am I? “I’m located in Dallas, but I do workshops around the country and ultimately around the world.” As you can see, in 20 seconds I’ve given them everything they need to know.

*A quick tip: Repeat your name at the end of your discussion. Or give them your E-mail address via your business card or other pertinent written information. Make sure to have a physical address even if it’s a business post office box. I’m always a little leery of someone who just has an E-mail or just website. Bring your most up-to-date cards and have them ready, so you don’t have to go fishing for them.

*Make it easy on your new contacts. One of the cards I received was from someone who wanted one of my books. He gave me a card, which was great, but just had his website addresses on it and no physical address. Now, I had to chase him for information. Don’t make it hard on people because people are busy and many won't go the extra mile.

*There are some who will waste your time at these events. If you’re “stuck with someone” who is using a big chunk of time (to no avail) then say, “You know, I really appreciate you sharing your information with me. I look to be an asset to all those I meet. If you have a card or further information that I can review, I will put you on file and contact you should an opportunity pop up.” You’re telling the truth here and can politely move on.

*Work on your people skills. I met a guy at my last networking event who was brash, abrasive and arrogant. Even though he was probably successful, this was not the kind of guy I choose to emulate or expose to my network.

Remember that ultimately networking is about relationships. You must feel comfortable within those relationships.

In the end, the $15 networking event (including a good lunch) I attended last week was well worth it because I couldn’t possibly meet as many people by making calls for two hours. For example, a woman approached me and told me she produced a radio talk show in Dallas and would I be interested in working on my own show? (Of course!).

Another woman told me she was a business manager for a Clearwire corporation that was putting down the fastest 4G Internet access into major cities across the country including Dallas where I live plus 80 other cities by June. “Would you be interested in doing some training sessions for our corporation?” she asked and set up a lunch meeting with me two days later.

Another prior contact who didn’t recognize me because of the weight I lost said, “Scott? Is that you? Wow, you look great. Remember that project we talked about seven years ago that never happened with those software developers? I think it’s ready to go now – and those guys need what you have. Can I set up a meeting for us?”

I didn’t meet, greet and talk to all 50+ people that were at the event that day by any stretch. I did however put myself into a position where I talked to at least three very important prospects and started the ball rolling with three potential pieces of business. Networking is about accomplishing more with less.

Talk about two hours well spent.