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Joe D'Andrea's Networking & Sales Tips
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Next Tip: December 2
How to do business with people you know, but never did business with

Networking Tip #104 -
How To Network in a Room Full of Strangers
Let’s start out with a mindset that helping others really helps yourself. Some may find that hard to believe, but it is a concept fully embraced by successful networkers.

If I walk into a room which looks inviting and friendly but notice people in little clusters engaged in conversation, how do I engage someone? Where do I start? Over in the corner, I spot someone alone! So I walk over, introduce myself and wait for a response. Then I’ll use an icebreaker such as "nice day… crowded here… are you a member?" At this point most networkers erode some credibility by talking about their business by saying "We do insurance… accounting… event planning… catering… photography… etc.” You can avoid these credibility traps by showing spirited interest in the other person. As a reminder, just picture everyone with a label on their foreheads that reads "WIFM" (What’s In it For Me). Then proceed to show intense interest in them. Try to become a go to person for information! Tell the other person about an upcoming event. Tell them about a supplier or tradesman you deal with that might help their business. Alas! The RBP (Relationship Building Process) has begun.

Just remember, it’s all about the other gal/guy, it’s not about you! If you start building relationships and start becoming a go to person for information you are beginning to understand networking. If you follow some of these simple rules you will go to every chamber and association meeting with renewed enthusiasm. Of course, there are many more things to learn before you become a networking powerhouse.

Here are some proven guidelines:
  1. If you are at an event for one hour, spend 6 minutes with each person and come away with 9 or 10 business cards. Remember the 6 minute rule.
  2. Make sure each card has an address or PO Box No. Read the business card in front of the person. Some business people lose credibility because they neglect addresses or emails.
  3. Develop a follow up process. A note or business greeting card followed by a phone call, and email. An email without a note or a business greeting card is shallow and cold. You will soon be forgotten!
  4. If everyone is invited to introduce themselves, make a value statement instead of a mundane, boring elevator speech. We call this value statement your VVS (Vocal Value Statement). Examples:
    1. We help people enhance their appearance (Rather than we sell the finest cosmetic products in the world).
    2. We help make your business run smoother and more efficient (Rather than we sell office products).
    3. We help people, families and businesses with piece of mind (Rather than we sell Long Term Insurance, Life Insurance etc.).
You should not be promoting your product and/or services at this juncture. Rather you should be building a relationship, showing interest in the other guy/gal, offering suggestions that may enhance their business and then follow up and follow through. Notice above - we have replaced the elevator speech with a Value Statement and replaced the word sell with the word help. Try it. It will be the start of a journey that will make you a networking powerhouse.

Questions? Contact us at (800)732-8076. There is no obligation.
D'Andrea Business Solutions      |     (800) 732-8076     |     www.DAndreaBiz.com

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