ABC May18_How to network like a pro_Final

>> 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.