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Seven Secrets of Successful Networking………. Give to Get. Be generous in business. You only get out of any organisation what you put in. If you give free help and advice to other people they’ll remember you and return the favour. Try talking to one of those naturally shy people who stand on the fringes of meetings. They might be your next great contact. Talking to strangers and making new contacts is crucial. You will never be rejected. Look Good. You never get a second chance to make a first impression so dress as you would for your best customer. Rightly or wrongly we all make instant judgments about people we meet and ‘experts’ say that around 60 per cent of that judgment is based on how a person looks. Be Interested rather than Interesting. People love good listeners so ask questions and find out more about the people you’re meeting. You may find you have a strong common interest that could become the basis for future business. Why? Because we all prefer to do business with those with whom we have something in common. When it’s your turn, tell people what you do rather than what you are. Don’t just say you are a lawyer. Be more specific. For example, I might say: ’I act for the victims of mediacal accidents’ And try to explain what you do by telling succinct stories that illustrate how you help your clients. People remember good storytellers. Come Tooled Up. I’m constantly amazed by business people who turn up at networking events without any business cards. Business cards are the most basic tool of networking – something contacts can put into their card file or data base when they return to the office. But remember, business cards are a tool, not a design statement. I like cards that have clear contact details and plenty of white space so that I can note down where I met the person and some points about their business. Its much easier than trying to remember later! You’re Only Selling Yourself. Many business and professional people still think that networking is all about talking non-stop about your business. It isn’t. Contacts will always decide first if they buy into you. If they do, business may follow. Small talk comes before big business – but try to avoid topics like sex, religion and politics. And remember, you’re not necessarily selling directly to them but training them as a salesperson so they’ll talk to other people about you. Follow Up, Keep In Touch. This phrase makes an interesting acronym so you won’t forget it! Don’t harass contacts by phone or email after a meeting. But a short email saying how good it was to meet them and suggesting a meeting – if you didn’t do so at the time - can be very effective. Good networkers never make assumptions, never exclude or reject anyone and are always respectful. It’s all about making contacts and finding common ground. All it’s really about is simply talking to people. Ann Alexander and Alistair Macdonald, Alexander Macdonald LLP |
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