5 Steps To Make Your Networking Work For You

It's sad, but true. Most networking is a waste of time! This isn't because networking doesn't work, it's because most people don't know how to make networking work for them. The art of networking-and it is more art than science- is overwhelming misunderstood by most people. Thankfully, when you network efficiently and effectively, it can be fun, lucrative, and an excellent use of your time.

All too often, business professionals are let down by the results they earn from attending business mixers and networking events. Although you may come home with a wallet full of new business cards, that doesn't mean that your networking efforts were a success. Why not? After all, don't most business books teach you to meet as many new contacts as you can? Shouldn't your M.O be to schmooze up everyone within arm's reach? Isn't that the point of attending mixers? So, if you've done all of these things, why haven't your networking efforts led to new business?

Quite simply, you're not networking. You're net-meeting. Or net-introducing. But schmoozing and exchanging business cards isn't real work. Networking, as its name aptly applies, will require that you work at it. However, that's not to say that the work involved won't be fun; on the contrary it can and should be. Likewise, networking is a great way to increase your business, and should prove to do so, if you commit to taking it seriously.

But, like all successful business models, your networking efforts will require a succinct plan or strategy. After years of study, data analysis and research into the habits of highly successful networkers (and consequently successful business professionals), we have discovered a clear 5 step networking model that they use. When used properly, this five step system of networking will deliver sure-fire results, all while you're enjoying the process. Best of all, networking can take place anywhere. In fact, some of the best networking that you can do, may occur well outside of networking functions.

1: Determine Your Target Market.

This sounds like a piece of cake, but determining a target market is actually the most difficult step in the process of becoming a savvy networker.

If you're in sales, your target market will be consumers, right? Well, wouldn't that be the target market for those involved in service industries as well? Likewise in the public sector? While consumers are part of nearly every professional's target market, the problem with defining your market so generally is that you won't be able to customize your efforts. That is, you won't be able to tailor your efforts in the subsequent steps.

Many professionals shy away from becoming too specific in their target markets for fear they'll lose business, by pigeonholing themselves. This isn't the case, because there is no limit to how many target markets you may choose to select. The point is to narrow down the types of people (by profession, by region, by services needed, etc) that you will focus on networking with. That way, you can customize your elevator speech or pitch to appeal to their specific needs or wants in a networking partner.

2. Immerse Yourself in Pools of Prospects

Once you've determined a target market or two, you need to determine a way to put yourself in the presence of prospects. For example, if you're in the pet grooming business, your target market is undoubtedly pet owners in the vicinity of your business. A natural pool of prospects would likely be a dog park in your area. Or, you may visit pet adoption fairs. Taking it further, by volunteering your time at an animal shelter, you'll be sure to meet potential pet owners, or at the very least animal lovers. The method for finding pools of prospects can be arrived at by analyzing where people who share similar interests might get together.

3. Uncover Their Needs

Once you've found potential pools of prospects, and have started meeting with them regularly, you're in a position to begin to uncover their needs. Some of their needs will be obvious, but others needs may not be as easy to unearth. There is a very simple way to uncover both their obvious and not so obvious needs. The key is merely to spend more time listening to your prospects than you do talking to them.

Using the example from above, consider that you're at a dog park every Monday evening, immersing yourself in a pool of prospects. The same dog owners are there each week. By actively listening to the dog owners, you're likely to uncover needs they have regarding their pets. Keep your ears attuned for statements that begin with "I need to find," or "I'm not happy with my current," or "I've been looking for someone."

Statements such as these are almost unanimously followed by a need that your target market has, even if they don't realize they have it. But, by listening intently and making mental notes of what they say, you're in a great position to move to the next step.

Step 4: Form a Team To Help Your Prospects

Once you've uncovered the needs of your target market, you'll next need to form a team specifically designed to meet those needs. This step sounds easy enough, as you've done a great deal of the work already. But, forming an effective team designed to meet the unique needs of a specific target market may try your patience.

Consider that the most successful networkers don't only strive to provide their prospects with the services that they can offer to meet their needs; but they strive to help enhance the livelihood of their target markets' personal and professional lives as well. Or to put it another way; they seek opportunities to help others, anyway they can.

Again, using the example of the pet groomer, to be a successful networker, they would build a team of veterinarian, pet sitter, dog trainer, and the owner of a respectable kennel. That way, they can provide their target markets with referrals to providers who serve the needs that the target market must fill.

Forming a team will take effort, as you must only include like-minded team members who share the common goal of fulfilling all of the needs of the target market. The team must be mutually respectful of one another, and value each of the other team members' responsibilities.

Step 5: Manage The Team

Remember the adage that "There is no I in team," when structuring and managing the team you've built. Successful networkers are managers of their own teams and to that end spend time strategizing plans for reaching as many potential clients as possible within their target market. They refer their team members, they participate in marketing the services of all members, and they listen to the feedback provided by members. However, they do have to set some clear expectations, so that all members fulfill their individual responsibilities, ensuring that the team as a whole is successful.

By using these five steps to identify your target market, and then build a team to meet the needs of that market, your networking efforts will pay off and you'll increase your business. Instead of returning from a business mixer with a briefcase full of unqualified business leads, you'll now hone in the best suited markets for you to target, and you'll have a team of non-competing like-minded professionals working hand in hand with you to increase business for everyone involved.

Ed Craine is CEO of San Francisco based Smith Craine Finance, an award winning mortgage brokerage. He was appointed Vice President of CAMB in 2007. Ed serves as an Executive Director for BNI, and is a contributing author to several NY Times Best Selling Books. Visit http://www.smithcraine.com

Article Source: Free Ezine Articles for your Blogs. Get your Free Articles today!

Benefits Of Business Networking Groups Exclusively For Women

Just as it is for men in the business world, for women, life is just as hard and some would say somewhat harder. I've launched a new business venture and know exactly how hard the small business enterprise can be to get off the ground.

I'm a passionate believer in business networking because my business has grown as a result, in fact I've seen so much power in word of mouth marketing that I know run my own business networking clubs in the area where I live.

Exclusive women only business networking groups are becoming more and more common but does it really make sense? After all the basis of business networking is that you want to convey your business services to fellow networking partners so that they can refer clients to you, so why would you want to cut your audience in half by restricting it just to women?

Many women feel more comfortable in an all woman environment and actually get to trust other networking partners much quicker. There's evidence to suggest that women network better than men because women focus more on the relationship building whereas men will focus on the end result of getting the referral. Having both networking partners in line is surely bound to deliver a faster and more powerful result.

Whether it's politically correct or not to say so, it's clear that in some business circles, women are still perceived to be less than equal. I think that there are countless examples of great women in business to demonstrate that this perception is a completely outdated position and gradually it is dying but not before time. So again when it comes to feeling comfortable when networking, clubs exclusive to women meet the need.

Many women running small businesses also have to juggle family life and therefore feel an affinity with other women in the same situation. It may help build rapport or it may simply just help understand the challenges but whatever the reason it helps get to that point in the relationship where you know, like and trust the other person and so are ready to start giving and receiving referrals.

Many traditional networking groups have been established over decades and probably don't fit in with family life in terms of the meeting times. Women's networking clubs understand this point and ensure that the meeting times are at a time of day that isn't going to conflict with the school run. This may be the difference between being able network or not.

So it's not really about cutting your audience in half, there's clear reasons why all women networking clubs work well but by nature of the fact that half the business population is excluded, womens business networking clubs should be regarded as complementary to the networking concept as a whole and not a substitute.

So why aren't there all male business networking clubs?....come on, that would be sexist!

Louise Yates shares business networking tips and advice for word of mouth marketing, generating referrals and free sales leads. She also runs business coaching centres for your business performance, life and career development.

Article Source: Free Ezine Articles for your Blogs. Get your Free Articles today!

Successful Networking for Introverts - Three Proven Strategies

How many times have you stood at the entrance to a networking mixer frozen in fear? "A root canal would be easier than this," you say to yourself. Having to make small talk with strangers, trying to be interesting and charming, is not your strength nor your idea of a good time. But you believe that if you can just endure this for an hour, you might walk away with some valuable new contacts. The reality is that your discomfort often has negative results, and you don't gain the new relationships you had sought.

In the 1930s, Swiss psychologist Carl Jung coined the term introvert as someone who tends to find his psychological energy within... in the world of thought, contemplation and reflection. This inward focus can result in a tendency to pull back and maintain a safe distance, especially around new people.

In the world of networking, introverts can face a long list of daunting challenges - not the least of which is sending nonverbal messages that may be misinterpreted as aloofness. And "aloof" is not a good message when your purpose is to mix, mingle, and foster new relationships.

As a card-carrying introvert myself (by Jung's definition), I've developed some guidelines that have always worked well and have allowed me to be confident and outgoing at networking events. Practice these, and you will soon become the "master of the mixer":

1. Create a plan before each event: "Winging it" never works for introverts, because spontaneity is not usually a strength. So having a plan can greatly boost confidence.

? Do some pre-work before the event. Think about who will be there and who you would like to meet.

? Make a list of goals before you leave the house - how many new contacts do you want to make tonight? How will you approach them? Prepare for "small talk" by reviewing current events in your head; take a mental assessment of recent books you've read, movies you've seen, or interesting stories you've heard -- always good conversation starters and fillers for awkward moments.

2. Enter the room with a purpose and a plan: Most of us feel uncomfortable during the first few moments when we enter a networking event, particularly if we don't know anyone.

? First, think positive, powerful thoughts "I am energetic, confident and successful. Tonight I will meet (3, 5, 10) people who will be helpful to my business or others in my network." By thinking and visualizing positive situations, your energy will draw others to you; it's a law of nature!

? If there is no greeter to make you feel more comfortable, take a moment to stand at the entrance and survey the room (As though you are looking for someone...). Be aware of your body language; don't slump or try to disappear into the woodwork, but enter with authority. Pretend you are the king or queen making your grand entrance, and your body language will say that you are confident and approachable.

? As you enter, get the lay of the land and look specifically for three things: (a) the buffet, (b) the bar, and/or (c) someone sitting or standing alone. Choose one of these as your target, so that when you make your journey across the room, you have a goal and are not awkwardly meandering around.

(a) The buffet line is always a good place to meet people. Make a mental note of anything interesting and just "think out loud" to the person next to you. "Incredible ice sculpture," you could comment. Or, "Wow, I didn't know shrimp came in this size!" She will have to respond in some way, and you can follow with, "Is this your first _____ event?" The conversation will easily flow from there.

(b) Same thing at the bar -- While waiting in line, strike up a conversation, "Wow... this already looks like a great event; I didn't expect so many people. Have you been here before?"

(c) Once you have your food or drink in hand (Only occupy one hand; keep one free for shaking), approach the person sitting alone, and say with a smile, "Mind if I join you?"

3. Ask questions, listen carefully, and don't worry about selling yourself: The most charming and fascinating people are the greatest listeners. Listening also gives you an advantage in uncovering potential customers or job prospects.

? Ask the person about her business; about hobbies, family, city of origin, etc. It's very probable that somewhere in that conversation you will uncover a need, and you will be able to help her find an answer or resource.

? Armed with information, you can say, "Oh! So your brother is looking for a home in the area? I know a great (realtor, landscaper, plumber)."

? By giving before asking, you encourage people to trust you, and they will feel an unconscious need to reciprocate by sending business or resources to you as well.

Once we introverts practice the simple principles of planning our approach; reviewing topics for conversation; and taking the spotlight off ourselves by focusing it on other people, we'll not only become more comfortable in networking situations, but may find ourselves the life of the party!

Christine Donovan is an award-winning writer, speaker, and trainer. Before launching her own training firm, http://www.christine-donovan.com she was a corporate training director in organizations such as Disney, the Olympics, the University of Texas, and M.D. Anderson Cancer Center. Today she speaks extensively on leadership, customer service and corporate culture.

Article Source: Free Ezine Articles for your Blogs. Get your Free Articles today!

It's Raining Clients! Five Ways to Attract Referrals (Without Asking)

Referrals can be the difference between success or failure in any business. A prospect referred by a friend or previous client is nearly always an easier sell than a cold prospect; they already know you've done a good job for someone they know and trust. However, getting referrals doesn't always come easily.

Most experts will tell you that if you want to get referrals, you have to ask. And that's sound advice-you'll never get referrals if people don't know you're looking for them. But many business owners are uncomfortable about asking for a variety of reasons. Luckily, you don't need to ask to get referrals. Here are five ways you can increase the amount of referrals you get-without having to ask.

Be low-risk. When someone refers a business contact to you, he or she puts his own reputation on the line. If you make a bad impression, that impression could carry over to the person who referred you. So if you're not getting referrals, take a look at your own business: do you look and act highly professional at all times? In addition, do you offer money back guarantees or free consultations? These allow referrals to get an "out" if they're not a hundred percent sure you're right for them-and lessens the risk that they'll judge the referrer harshly.

Offer a referral program. You can generate more referrals by having a rewards system in place for those who generate business for you. Try offering cash for referrals-offer 10% of the sale to the person who referred new business to you, or offer a discount or coupon for your services. If they know they'll get something out of it, you're sure to get people to send you business.

Partner with complementary businesses. Find some businesses that offer services that complement yours. Don't team with those who compete directly with you; instead, look for companies that sell to people who might be interested in your product as well. For example, if you own a gym, you could form a partnership with a sports apparel company, a health food store, or a personal trainer. Offer them a financial reward for referrals; join together to offer a discount on both your services bought together; or agree that you'll promote their service in return for them promoting yours.

Be lavish in your gratitude. Always be thankful to people who refer business to you. Send cards, send gifts, or offer discounts. Some businesses throw a party or host a luncheon once a year or so for preferred clients, including referrals. Look into ways you can thank people who bring you business.

Give referrals. Want to generate referrals? Be generous in giving them. This will make other business owners feel indebted or grateful-and eager to point business your way as well. Spread your referrals far and wide, and you should be able to get business back for it.

Asking for referrals can be nerve-wracking. But although asking can definitely generate more referrals, you don't have to do it. Follow these tips, and you should be able to generate referrals from your current clients and business associates-and grow your business.

Jennifer Williamson runs a successful business as an article writer in southern Pennsylvania, writing for clients all over the world. For flawless writing at affordable prices, check out her content creation services. For more of her advice on writing and article marketing, visit her writing blog.

Article Source: Free Ezine Articles for your Blogs. Get your Free Articles today!