ABC May18_How to network like a pro_Final
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>> In this lecture, we'll be talking about
how you can become a pro at networking,
including tips for breaking the ice,
making the most of networking events,
and how to network as an introvert.
First, let's talk about where to network.
Are you ready to network but not sure where to start?
There are lots of different places you can be networking,
including networking groups,
these are groups such as Business Networking International
that are formed for the specific purpose
of business networking.
Professional organizations and associations,
these are groups that meet around a particular trade,
industry, or subject.
Look for organizations and associations that fit
with your niche.
Local events, these are events that your ideal client
or potential referral partners are likely to attend.
Think back to when we talked about getting to know
your ideal client.
Where do they like to spend their time?
What kinds of events would they go to?
Plan to attend at least some of these events.
Also, consider who possible referral partners
might be like doctors, chiropractors,
and massage therapists.
And check out the events they may be attending.
Meetups.
Look into more informal events
that your prospects may be attending such as meetup groups.
Lectures, workshops, and conferences,
these events are great for meeting prospective clients
because the people who are attending have already shown
that they are interested and invested
into personal development
which makes them much more likely to pursue working with you
as their Health Coach.
We've included these suggestions
along with others on the Where to Network handout
included in this module.
The key to good networking is trying out
a couple different places and finding what works for you,
not every networking event is the same,
so it's important to check out a few before to signing
which ones you're going to attend regularly.
Next, let's talk about what to bring to a networking event.
Dress appropriately.
Make sure that you are dressed appropriately
for the occasion.
If you're new to a networking group,
connect with the organizer ahead of time to get a feel
for the group and what kind of attire is suggested.
Some groups are casual dress
while others require a more formal attire.
Bring your business cards.
Make sure that you're packed with business cards,
these are crucial to your success in networking
as they help you to present yourself as a professional,
and they allow others to follow up with you after the event.
Make sure that your business cards
are professionally printed.
If you print and cut them at home,
they will look less professional
which will lessen your credibility
when meeting other professionals.
Now let's talk about making networking
less uncomfortable because let's face it,
networking can be awkward.
Have you ever showed up for a networking event
where you knew no one?
It's happen to all of us at some point.
Here's some ways to get more comfortable
in an unfamiliar networking environment.
One, connect with the host.
A great way to start meeting people on an event
is simply speak with the organizer, introduce yourself,
thank them for hosting the event,
and ask them if they'd be willing to introduce you
to a few people that they think you should meet.
They'll love the opportunity to welcome you
and make the introductions.
Two, practice some ice breakers.
It's also helpful to have some ice breakers
in your back pocket.
This could be a little commentary on an event
or a question like, "What brings you here tonight?"
Don't be afraid to make a joke.
Sometimes the greatest ice breakers
is just calling out the elephant in the room by saying,
"Wow, networking can be so awkward, right?"
If you're an introverted person,
networking can be especially uncomfortable
and sometimes just downright difficult.
But don't worry, here are a few great tried and tested tips.
One, bring a friend.
Bring an outgoing friend who can break the ice for you
and introduce you to people.
If you're not comfortable starting up new conversations,
this might be a great plan for you.
Two, change your perspective.
In this course, we've talked a lot about
reframing your experiences and shifting your perspective.
Reframe the networking event by looking at it
like it's your party and there are just some people
that you haven't met yet, like any good host would do,
go over, and just introduce yourself.
Sometimes this simple perspective shift
can make a huge difference in your level of comfort.
Three, take the focus off yourself.
Focus on the people you're meeting
rather than on yourself and your discomfort.
Ask the people you meet what brought them to the event
and who they're looking to meet.
By focusing on being helpful,
you can alleviate some of the pressure to get it right
or say the right thing.
Now let's talk a little bit about
how to be a good networker.
One, keep your focus on them.
Being a good networker starts
with how you interact with people that you meet,
make sure that you keep your focus more on them than on you,
ask them questions about themselves and their business,
ask them who their ideal client is
or who they really love working with,
ask about a client's success story,
ask about how they got into this line of work
or what their favorite part of it is.
People love to share their passions.
And once they've had a chance to speak about themselves,
they are much more likely to take an interest in you
and your business.
Two, give them a clear elevator speech.
When they ask you what you do,
you'll want to give them your elevator speech.
Make sure that you have this memorized
and that it can easily roll off your tongue.
Let them ask questions
so they can get a better understanding
of what you do and who you help,
this is key to receiving quality referrals.
If they don't understand what you do or who you help,
they're probably not going to go out
of their way to research it and understand it
which will mean you probably won't receive
any referrals from them.
Three, connect people.
Another key to being a good networker is connecting people.
Make an effort to get to know multiple people at an event
as you learn more about new connections
and who they're looking to connect with at the event,
you can play matchmaker.
For instance,
if Sue tells you that she's been having problems
with her back and Frank is a chiropractor in the area,
you might want to connect the two so they can talk about
how Frank might be able to help Sue with her back problems.
When you become known as the connector of people,
others are much more likely to connect you
with the people you want to meet.
Interesting how that works, huh?
Four, set time limits.
When you're networking,
try not to spend more than 10 minutes speaking
with someone new.
Introduce yourself, get to know each other a bit,
then move on to meet more people.
You can always schedule a time
to connect later over a coffee
or by phone to chat more with people
you really hit it off with.
If you spend the whole time talking with just one person,
you'll miss out on the opportunity to meet other people
who could potentially provide you with referrals.
Lastly, let's talk about what happens
after the networking event.
When you're out at networking event
and you meet a potential client,
you do not want to ask for their business
right then and there.
Instead, schedule a time to give them a call
the next day to set up a Health History,
this will show them that you mean business
while also freeing up your time to meet with other people,
this will also give you time to do a proper Health History
rather than an abbreviated version at a networking event.
If you connect with someone you feel
might be a good referral partner for your business,
suggest that you get together for coffee
or tea sometime soon.
Let them know how and when you plan
to contact them by email or by phone,
this will allow you to spend
more time building the relationship
rather than trying to forge
a referral partnership on the spot.
To recap,
we talked about different kinds of networking events
and where to network,
we then talked about what to bring to a networking event
and how to make networking less awkward.
And finally, we talked about ways to follow up
with potential clients and potential referral partners
you meet while networking.
How do you feel about networking?
Which tips can you take from this lecture
and apply to the next networking event you go to?
Share your thoughts in the Facebook group,
and we'll see you there.