by Kathy Timmons and
Terrell Holman
Started in 2005, NetWorth is a professional referral-based networking organization that networks proactively. Our trademarked philosophy is “Know Me, Like Me, Trust Me”(tm). NetWorth’s concentration is on relationships within the group while maintaining a focus on passing quality referrals.
In this article we would like to talk about taking your networking to the next level.
Q: What are the most effective places to network?
A: As a professional networker you prospect 24/7. The key is meeting people and asking the right questions, whether in the grocery store, getting your hair cut, meeting your neighbors or at a networking event. The people you network with will fall in two categories. They will either become a client or they will become a referral source. The difference will depend on your questions and their answers. A prospect who may not need your product or service may know someone who does. Your next big client may not be at your networking event but someone attending may know of them. Network outside of your comfort zone. Additional areas for networking to consider are Jacksonville Regional Chamber of Commerce, BNI, NetWorth and Charitable Events. Using Social Media Marketing is another great way to Network effectively. Use a little creativity. Check the “groups” tab in LinkedIn for categories of interest.
Q: How long do I have to make an impact and gain someone’s attention?
A: First impressions, although superficial, are always the most critical in beginning any type of relationship. A GOOD first impression will leave both parties encouraged and anticipating the next meeting. A BAD first impression will stifle any future contact; make the second meeting close to impossible and not to mention, difficult to EVER get a referral.
Q: What are the top 10 ways to get to know someone?
1. Smile
2. Perfecting your 60 sec commercial. You only have one minute to grab someone’s attention. Be specific. Give an example of what a good referral would be.
3. Don’t monopolize the conversation. Allow the other person to talk about themselves, ask questions
4. Breath check - have a mint
5. Posture
6. Handshake -firm - eye contact - with permission
7. Have plenty of business cards on hand
8. Don’t criticize, condemn or complain about ANYTHING
9. Check your hair, nails, clothes and scent
10. End the conversation on a positive note and confirm an additional meeting (in person or by phone) if suitable
Q: Do your clients like you?
Would they spend time with you socially? Do you have common interests, goals, values and ethics? Do they return your phone calls promptly? Do they feel better just being in your presence? Do they feel you care? Do they feel you are sincere?
A: Here are 10 ways to test your “likeability” gauge:
1. Good conversation: People like feeling appreciated and understood. Genuinely engage yourself in their conversation.
2. No cursing: Profanity and signs of anger or frustration never have a place in conversations with clients.
3. Small promises: Do you do what you say?
4. Thank you emails: People like hearing from you when they know you don’t need anything from them. Say thank you more often.
5. Allow the other person to talk about themselves: Listen more than you talk.
6. Find common ground: Hobbies, School, Collections, Loves and Dislikes.
7. Core Values/business ethics: Don’t be afraid to share those values that make you unique and likeable.
8. Common relationships: Children, Marriage, Church and Family
9. Do you follow up with clients offering creative ideas to meet their needs?
10. Learn to be Likable. Then you will be memorable. And only then will you be on your way to being TRUSTED.