There are few things better than developing a personal relationship with a client. That can't happen in an hour, but it can become the beginning of something which can blossom into a life time relationship. I prefer to have a first meeting at a neutral location, like a restaurant or someplace out of the client's office. In his office, he may spend time talking about things that are important to him outside of the problem he has contacted you to fix. A first face to face meeting with a client is critical to developing a long term relationship. Because, you never get a second chance to make a first impression. Potential clients however will pay close attention to the way you dress, your mannerisms and the way you eat. Though you can't remain mute, a primary goal of your meeting must be to listen to the problem your client has, to determine how you can best help him. You must be prepared to discuss your solution, but the majority of your time should be devoted to listening to the client. A primary goal of the initial meeting should of course be to convince the client you have the solutions he seeks, but you should also be seeking a second meeting. The client's acceptance of a second meeting is an indication he's interested in you, and your solution. It's unlikely you can resolve all issues in an hour long networking session. Just keep in mind, people are more likely to buy from people they like and a good first meeting is a great time to begin getting the client to like you.
My formula starts with leaving my phone in the car. My primary goal is to have a chat with everyone in the room using the I speak 10% and they speak 90%. Those who seem to be a good fit for me to work with, I get contact information and jot down notes as soon as I leave the meeting. I never pass out business cards or my contact information ( I hunt). I follow up each suspect with a campaign, phone call, email, or other agreed upon form of contact. If the first contact moves the suspect to prospect, I set a face to face appointment. The appointment is my opportunity to move the prospect to consumer.
Its interacting with a group of people to have the opportunity to exchange information that will provide leads to better your business. This is the core of what networking is.
I believe networking can "Honestly and organically" work only if the leads come from a trusted source. This is only achieved if one business owner actually does business with another business owner.
If I am going to get a referral from someone, my first question would be, HAVE YOU DONE BUSINESS WITH THEM YOURSELF??
If the answer is no, then on what basis are you giving a good referral?? OH....You had coffee with them at a meeting and they were funny or charming?? That likes getting directions if you're lost, anyone can give you their version of how to get somewhere. Being a charming and funny person does not make the individual a great business owner.
My ideal networking group would be a group of business's that are open about who they are and honest about their struggles. Not one business is perfect and not one business became successful overnight. Many networking groups have started on the wrong kind of principles.
If I start doing business with a company and have a great experience, then I can wholeheartedly forward the referral/leads based on my real experience with them. That is genuine and priceless to say that my business trusts this particular business.
I cannot tell you the numbers of times I have received referrals only to find out they were not what I expected and when I confronted the source, they could only say "Sorry about that, my friends, cousins, brother-in-law said they were good"
Providing referrals or leads is a responsibility that needs to be evaluated carefully. The old saying goes... "ALL YOU NEED IS ONE GOOD LAWYER, ONE GOOD DOCTOR AND ONE GOOD MECHANIC THAT YOU CAN TRUST"
In today's world, this is very tough to achieve as you can just read a yelp review and see where to go. This is based on the millennial world that is in love with convenience!! If it's not convenient, they are not interested. So, where does that leave the networking group?
One hour of allowing each networking business owner to express their weakness and strengths is what I would much rather be involved in. This allows everyone in the group to be humble and recognize that we all have the same challenges and no one is better then other when it comes to dreaming of greatness!
I would enjoy networking with a group of business owners that will honestly and wholeheartedly provide me the opportunity for more business because they have seen and experienced the value that my business provides them.
This will allow them to forward the same experience to others starting on solid ground of value and honesty. Otherwise, it's a group of people just out for themselves by telling jokes over coffee and snacks.
I don't spend the time telling them about myself and my business. I spend the time learning about them. Only when I have a clear picture of who they are, what their business is about and the challenges they are facing, will I have the insights to know whether I am a fit for their journey. If I am not, I have at least allowed them to talk, which most people don't let them do. I can't bring value, if I don't know what the value connection is.
Be strategic. If you can see the list of attendees prior to going to the meeting, pick out the top 2 contacts you would like to meet. If not, go with the mindset that you will meet and talk briefly with 1 or 2 people at the most. Never and I mean never start a conversation by telling someone what you do. Rather , " hi I'm john and shake hands. When they tell you their name, open the conversation by asking; "Name_ glad to meet you, how can I help you today? Don't give them your card until they give you theirs.When they do, hold it in your hand like they just gave you a photo to look at. Look at it and continue to hold it while you talk. Never put it in your pocket...that says you are not interested in them. If you discover that this person is not a strategic fit for you, thank them for their time and tell them that when you come across someone who might need what they do, you will be glad to refer them and move on. If on the other hand, they are interesting to you, tell them so and invite them for coffee soon.
I happen to network with a lot of immigrant and minority business owners. A prime example of being intentional in your networking efforts is the instance when you meet someone from an Asian culture. When they hand you their business card, be sure to hold it with both hands and observe it closely. Continue to hold it this way until they put your card away. This is a sign of respect.
I do a lot of networking because of my business model, I help people develop their 30 second message. There are many various types of networking and I truly believe there is no one ideal forum for everyone, it's truly personal preference. That being said...I enjoy networking meetings that allow for open networking, 30 second commercials where you learn more about the people in the room, and an educational component to them with various speakers.
As for the one hour to meet new contacts...make it all about them. Ask lots of really great questions and listen, really listen to their answers. Don't just ask about work, ask about life, likes and dislikes, dreams and aspiration, etc. Asking great questions and really listening is where relationship building begins, after all networking is about building deep lasting connections that will support you for years to come.
Most of my network these days is on Linked In. Our initial contact is obviously connecting, and then an email to see if there is an opportunity to explore. At that point, it is a phone call. My clients are all over the country, so the phone call is our best way of establishing a relationship, and then seeing if what I offer will work for their business.
Why must we make life so very completed & difficult? Really want to know the true secret of "Networking" it is called love & caring about other's. News's Flash World: " IT REALLY IS NOT YOU" !
Yes, to have knowledge, experience and a true honest common sense, as to how to best use it in helping other's is truly important but how you are willing to respectfully understand the true need's of other's and what is in their best interest's is key!
Here is the foundation of Love & Caring:
"We Are All Diamonds"
"There once was a man, walking down a lonely way
And he saw a rock, buried deep within the clay.
He stopped and he thought and he pondered for a while, then
He passed it on by Never asking himself, why"?
Oh Yes, He passed it on by. Never asking himself, why?
"There was another man, passing by that same day and,
He saw that very rock buried deep within the clay.
He touched it and plucked it and low and behold. It was worth more than silver and gold!"
Worth so much more than silver and gold!"
Some day you will understand, I'll understand, we will all understand just what's there.
Yes you'll understand, I'll understand, we'll all understand at what's there.
Now, Diamonds can be big. Diamonds can be small. Some shine burning bright,
and some shine not at all.
Always where you find them. Look around and you will see.
That the world's most precious diamonds, they are simply you and me.
For We are all Diamonds and the world, it is our clay and people, they pass us by, each and every day.
But with love and understanding. God's sweet tender care.
Some day you will understand, I'll understand, we will all understand just what's there.
Oh Yes, you'll understand, I'll understand, we'll all understand at what's there.
There once was a man walking down a lonely way!
We are all family, there are no stranger's in this world, only loved one we have yet to meet or those we need to get to know better! Treat everyone you will ever meet as family and serveral thing's happen!
1, You will never ever meet a stranger! (There Is No Such Thing)
2. More importantly you will never ever make anyone ever feel like one!
I would meet at a restaurant with a laid back atmosphere and just have a conversation. A table of 8 or ten chatting about our business's during a meal and how we could help each other. Creating the environment of a big family getting together. Learning about each other creates a feeling of mutual need and how we can make money together.
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Answers (1-10)
To learn more about the person I'm meeting with...it's all about building relationships and trust.
There are few things better than developing a personal relationship with a client. That can't happen in an hour, but it can become the beginning of something which can blossom into a life time relationship. I prefer to have a first meeting at a neutral location, like a restaurant or someplace out of the client's office. In his office, he may spend time talking about things that are important to him outside of the problem he has contacted you to fix. A first face to face meeting with a client is critical to developing a long term relationship. Because, you never get a second chance to make a first impression. Potential clients however will pay close attention to the way you dress, your mannerisms and the way you eat. Though you can't remain mute, a primary goal of your meeting must be to listen to the problem your client has, to determine how you can best help him. You must be prepared to discuss your solution, but the majority of your time should be devoted to listening to the client. A primary goal of the initial meeting should of course be to convince the client you have the solutions he seeks, but you should also be seeking a second meeting. The client's acceptance of a second meeting is an indication he's interested in you, and your solution. It's unlikely you can resolve all issues in an hour long networking session. Just keep in mind, people are more likely to buy from people they like and a good first meeting is a great time to begin getting the client to like you.
Hello Aviva,
My formula starts with leaving my phone in the car. My primary goal is to have a chat with everyone in the room using the I speak 10% and they speak 90%. Those who seem to be a good fit for me to work with, I get contact information and jot down notes as soon as I leave the meeting. I never pass out business cards or my contact information ( I hunt). I follow up each suspect with a campaign, phone call, email, or other agreed upon form of contact. If the first contact moves the suspect to prospect, I set a face to face appointment. The appointment is my opportunity to move the prospect to consumer.
Hi Aviva,
You have a great question!
What is networking?
Its interacting with a group of people to have the opportunity to exchange information that will provide leads to better your business. This is the core of what networking is.
I believe networking can "Honestly and organically" work only if the leads come from a trusted source. This is only achieved if one business owner actually does business with another business owner.
If I am going to get a referral from someone, my first question would be, HAVE YOU DONE BUSINESS WITH THEM YOURSELF??
If the answer is no, then on what basis are you giving a good referral?? OH....You had coffee with them at a meeting and they were funny or charming?? That likes getting directions if you're lost, anyone can give you their version of how to get somewhere. Being a charming and funny person does not make the individual a great business owner.
My ideal networking group would be a group of business's that are open about who they are and honest about their struggles. Not one business is perfect and not one business became successful overnight. Many networking groups have started on the wrong kind of principles.
If I start doing business with a company and have a great experience, then I can wholeheartedly forward the referral/leads based on my real experience with them. That is genuine and priceless to say that my business trusts this particular business.
I cannot tell you the numbers of times I have received referrals only to find out they were not what I expected and when I confronted the source, they could only say "Sorry about that, my friends, cousins, brother-in-law said they were good"
Providing referrals or leads is a responsibility that needs to be evaluated carefully. The old saying goes... "ALL YOU NEED IS ONE GOOD LAWYER, ONE GOOD DOCTOR AND ONE GOOD MECHANIC THAT YOU CAN TRUST"
In today's world, this is very tough to achieve as you can just read a yelp review and see where to go. This is based on the millennial world that is in love with convenience!! If it's not convenient, they are not interested. So, where does that leave the networking group?
One hour of allowing each networking business owner to express their weakness and strengths is what I would much rather be involved in. This allows everyone in the group to be humble and recognize that we all have the same challenges and no one is better then other when it comes to dreaming of greatness!
I would enjoy networking with a group of business owners that will honestly and wholeheartedly provide me the opportunity for more business because they have seen and experienced the value that my business provides them.
This will allow them to forward the same experience to others starting on solid ground of value and honesty. Otherwise, it's a group of people just out for themselves by telling jokes over coffee and snacks.
Best wishes,
Shawn
I don't spend the time telling them about myself and my business. I spend the time learning about them. Only when I have a clear picture of who they are, what their business is about and the challenges they are facing, will I have the insights to know whether I am a fit for their journey. If I am not, I have at least allowed them to talk, which most people don't let them do. I can't bring value, if I don't know what the value connection is.
Be strategic. If you can see the list of attendees prior to going to the meeting, pick out the top 2 contacts you would like to meet. If not, go with the mindset that you will meet and talk briefly with 1 or 2 people at the most. Never and I mean never start a conversation by telling someone what you do. Rather , " hi I'm john and shake hands. When they tell you their name, open the conversation by asking; "Name_ glad to meet you, how can I help you today? Don't give them your card until they give you theirs.When they do, hold it in your hand like they just gave you a photo to look at. Look at it and continue to hold it while you talk. Never put it in your pocket...that says you are not interested in them. If you discover that this person is not a strategic fit for you, thank them for their time and tell them that when you come across someone who might need what they do, you will be glad to refer them and move on. If on the other hand, they are interesting to you, tell them so and invite them for coffee soon.
I happen to network with a lot of immigrant and minority business owners. A prime example of being intentional in your networking efforts is the instance when you meet someone from an Asian culture. When they hand you their business card, be sure to hold it with both hands and observe it closely. Continue to hold it this way until they put your card away. This is a sign of respect.
In summary, be intentional and strategic.
I do a lot of networking because of my business model, I help people develop their 30 second message. There are many various types of networking and I truly believe there is no one ideal forum for everyone, it's truly personal preference. That being said...I enjoy networking meetings that allow for open networking, 30 second commercials where you learn more about the people in the room, and an educational component to them with various speakers.
As for the one hour to meet new contacts...make it all about them. Ask lots of really great questions and listen, really listen to their answers. Don't just ask about work, ask about life, likes and dislikes, dreams and aspiration, etc. Asking great questions and really listening is where relationship building begins, after all networking is about building deep lasting connections that will support you for years to come.
Helpful article:
https://30secondsuccess.com/7-tips-for-the-meeting...
Most of my network these days is on Linked In. Our initial contact is obviously connecting, and then an email to see if there is an opportunity to explore. At that point, it is a phone call. My clients are all over the country, so the phone call is our best way of establishing a relationship, and then seeing if what I offer will work for their business.
Why must we make life so very completed & difficult? Really want to know the true secret of "Networking" it is called love & caring about other's. News's Flash World: " IT REALLY IS NOT YOU" !
Yes, to have knowledge, experience and a true honest common sense, as to how to best use it in helping other's is truly important but how you are willing to respectfully understand the true need's of other's and what is in their best interest's is key!
Here is the foundation of Love & Caring:
"We Are All Diamonds"
"There once was a man, walking down a lonely way
And he saw a rock, buried deep within the clay.
He stopped and he thought and he pondered for a while, then
He passed it on by Never asking himself, why"?
Oh Yes, He passed it on by. Never asking himself, why?
"There was another man, passing by that same day and,
He saw that very rock buried deep within the clay.
He touched it and plucked it and low and behold. It was worth more than silver and gold!"
Worth so much more than silver and gold!"
Some day you will understand, I'll understand, we will all understand just what's there.
Yes you'll understand, I'll understand, we'll all understand at what's there.
Now, Diamonds can be big. Diamonds can be small. Some shine burning bright,
and some shine not at all.
Always where you find them. Look around and you will see.
That the world's most precious diamonds, they are simply you and me.
For We are all Diamonds and the world, it is our clay and people, they pass us by, each and every day.
But with love and understanding. God's sweet tender care.
Some day you will understand, I'll understand, we will all understand just what's there.
Oh Yes, you'll understand, I'll understand, we'll all understand at what's there.
There once was a man walking down a lonely way!
We are all family, there are no stranger's in this world, only loved one we have yet to meet or those we need to get to know better! Treat everyone you will ever meet as family and serveral thing's happen!
1, You will never ever meet a stranger! (There Is No Such Thing)
2. More importantly you will never ever make anyone ever feel like one!
3. We all treat our own, always better!
I would meet at a restaurant with a laid back atmosphere and just have a conversation. A table of 8 or ten chatting about our business's during a meal and how we could help each other. Creating the environment of a big family getting together. Learning about each other creates a feeling of mutual need and how we can make money together.