Get a sneak peek into My Networking Tactics by Bart Smith by reading a few of the hand-picked book excerpts below. If you like what you read here, then you'll definitely love the book or perhaps the audio version. Enjoy these excerpts!
EXCERPT #1
INTRODUCTION
The term “Networking,” according to Encarta’s World English Dictionary is defined as follows ...
EXCERPT #2
INTRODUCTION
There are at least 15 important reasons why you need to master the art of networking and networking tactics outlined in this book to be successful:
EXCERPT #3
INTRODUCTION
When it comes to networking like a skilled professional, there are ten key components to understand and master if you want to get the most out of networking with ...
EXCERPT #4
INTRODUCTION
The networking world is a diverse one, so use it to your advantage. Don’t hesitate to capitalize on ...
EXCERPT #5
NETWORKING COMPONENT #1 → TARGET MARKET
Do you need help finding new clients or making sales? Do you need help balancing the books? BEFORE you start talking to people, fully understand your business needs.
EXCERPT #6
NETWORKING COMPONENT #3 - GOALS
What are your GOALS for each networking event you attend? Here are some suggestions on a set of goals ...
EXCERPT #7
NETWORKING COMPONENT #6 - PREPARATION
Attending (Networking Events) ALONE! = PROS ... You can navigate freely throughout the event without concern for the person that (might have) accompanied you ...
EXCERPT #8
NETWORKING COMPONENT #8 - CONVERSATION
Remembering names is a real challenge for some people, especially when networking. Today, more than ever, ...
EXCERPT #9
NETWORKING COMPONENT #8 - CONVERSATION
#1) Allow the other person to talk about their successes and concerns for their business, while you listen ...
EXCERPT #10
NETWORKING COMPONENT #8 - CONVERSATION
Storytelling is one of the greatest networking skills you can possess when it comes to talking to others and getting others to believe in your message. Ultimately, ...
EXCERPT #11
NETWORKING COMPONENT #8 - CONVERSATION
When open-ended questions are asked, it encourages others to think through their responses. In this way, we learn more about what they know, think and feel.
EXCERPT #12
NETWORKING COMPONENT #8 - CONVERSATION
How do you leave an event without coming across as an intruder or a rude runaway? Follow these guidelines for conversation do’s and don’ts.
INTRODUCTION
What is “Networking” & What’s My Definition For Networking?
My Networking Tactics Excerpt
Copyright © 2024 by Bart Smith
Reprinted by Permission
The term “Networking,” according to Encarta’s World English Dictionary is defined as follows:
“ ... the practice of gathering of contacts: the process or practice of building up or maintaining informal relationships, especially with people whose friendship could bring advantages such as job or business opportunities.”
Now, while this might satisfy a casual inquiry on the definition of this term, we need to look deeper into the meaning of “networking.” In doing so, we will see that “networking” is much more than just meeting others and sharing information.
What’s my definition for networking?
I believe that “networking,” as it relates to business, is better defined as follows ...
“... the progressive activity of locating, meeting and interacting with those whom we can help, who, in turn, will help us grow our business in a way that we meet both our personal and financial goals in a timely manner, and with the maximum of mutual respect with those with whom we work with, serve and assist.”
Let’s explore some of the logic behind my definition.
... Who we meet ... We need others to help grow our business. The sooner we get to them, the sooner we prosper!
... Who we help ... We receive by giving. The more we give, the more we get back in return and the sooner the better.
... in turn, who will help us grow our business ... We can’t always do everything independently. We need each other!
... meet both our personal and financial goals ... Meeting business goals will come naturally when you excel in your business. Meeting personal goals, for most of us, is far more important in life such as spending more time with family/friends; taking the time to be creative; playing; vacationing; sightseeing; relaxing; and more.
This requires having “financial freedom” to do the things we love to do. We all know we have to work, but let’s keep our priorities straight. Working hard isn’t enough. We must work smart with focus and precision! Getting help from others who may be experts in the field is the first step towards meeting your goals effectively and efficiently.
... in a timely manner ... This means we’re not going to spend a lifetime building our businesses. We’re going to work effectively so our businesses show profit within our forecasted time period -- working strategically with savvy, content-rich marketing plans!
If we follow a business model that leaves room for flexibility and expansion, the business should evolve into a success provided we met the anticipated dates of accomplishment for all sales and business activities.
... and with the maximum of mutual respect from those with whom we work with, serve and assist. With your hard work, integrity of the products you sell, the support and service you provide, you are well on your way to earning the respect and recognition of your clients, prospects, vendors and affiliates. You further your success by making yourself available to assist others that share your professional concerns.
By demonstrating a high degree of credibility, humility, honesty, ethical and follow-through in all your communications and business practices, people will want to work with you and buy into what you are selling.
What are Networking Tactics?
NETWORKING TACTICS, as related to business, are really marketing-focused activities where you meet, mingle and speak with others about how you can help each other grow your businesses; expand your brands; get your names out there; find more prospects, leads, clients, customers, affiliates and vendors — to make more money and grow your business.
Who Benefits From Using “My Networking Tactics?”
People who are STARTING A BUSINESS! People just starting out definitely need to take advantage of networking opportunities. Why? It’s low cost and virtually free to you in many ways. When you’re just starting out, you’ll need to:
✦ Get the word out about your business.
✦ Find new leads/clients/affiliates to help you make money.
✦ Test/sell products and services to others.
✦ Find/hire vendors and/or specialty consultants to help your business. There will be more on these topics later.
People who are GROWING A BUSINESS! No matter what stage your business is at, you’ll always need to:
✦ Continue to promote yourself and your business.
✦ Find new leads/clients/affiliates/suppliers.
✦ Test/sell products and services to others.
For business owners on a MARKETING BUDGET, some of your biggest clients can be the result of attending just one meeting. More than 60 percent of all consulting contracts come from networking versus cold calls, bulk mailings or other approaches that require “interruption marketing tactics” that are not recommended and don’t work!
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INTRODUCTION
15 Benefits For Mastering “My” Networking Tactics!
My Networking Tactics Excerpt
Copyright © 2024 by Bart Smith
Reprinted by Permission
There are at least 15 important reasons why you need to master the art of networking and networking tactics outlined in this book to be successful:
#1) Find new leads, clients and customers to make money.
#2) Sell product/services on the spot to make money.
#3) Find others to help you develop new products/services such as joint venture partners.
#4) Find people who can help sell your products/services such as affiliates.
#5) Get more exposure for you and your business using both free and low cost marketing tactics, such as ... networking!
#6) Save time and money using resources more effectively. Achieve greater results in less time by meeting several prospects in one place.
#7) Cautiously test the market with new, innovative products/services/ideas for financial growth.
#8) Find new vendors/service providers to help grow your business such as specialty consultants, merchants and material suppliers.
#9) Practice your “pitch” and your “story-telling” techniques.
#10) Share advice, ideas and resources with others to share your expertise and willingness to support their ventures.
#11) Be seen and heard at events to build recognition and credibility.
#12) Share residual/commission-based products/services with others and make even more money with passive income received on a regular basis with little effort required to maintain it.
#13) Remain current with the times. Learn what’s new. Stay a few steps ahead of the game so you know what’s happening in your industry and how it impacts others.
#14) Socialize. Get out of your home office and meet new people in your line of business such as attending a presentation by a noted speaker. Working in a vacuum never gets results!
#15) Stimulate continued growth for your business! Keep building your list so you have a never-ending flow of solid leads, prospects, clients, affiliates and vendors to grow your business.
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INTRODUCTION
These Are My TOP 10 “Networking Components!”
My Networking Tactics Excerpt
Copyright © 2024 by Bart Smith
Reprinted by Permission
When it comes to networking like a skilled professional, there are ten key components to understand and master if you want to get the most out of networking with others.
#1 → TARGET MARKET: WHO is your target? Who do you need to reach out to for assistance or advice to grow your business, buy your products or services, conduct seminars, or acquire speaking engagements? Do you need vendors and/or service providers, customers/clients or joint venture partners to grow and expand your business? Know where your business is at, what your business’ needs are and where to locate these targeted people. Where do they mingle, mix and socialize because you want to be there?
#2 → LOCATIONS: WHERE can you find people to network with? Make a list of places, events, workshops, associations, clubs, organizations, groups and their locations and when they meet. How much will it cost to access any of these groups? Each will present different opportunities to help you accomplish your networking goals.
#3 → GOALS: Know your GOALS for each networking event. For every event you attend, you should know ahead of time what your objectives are. What do you hope to gain? Know your goals and document them. You may have different goals for each networking event you attend.
#4 → TOOLS: How will you ORGANIZE your networking activities? You’ll need all the right networking TOOLS already in place to keep your networking efforts well organized. This effort will pay off.
#5 → RESOURCES: In order to be an effective networker, you will need a number of resources that you can refer to as well as share with others -- all with the same goal of how to make money, alliances and more.
#6 → PREPARATIONS: Research, rehearse and practice! Research the company, their staff and those that supply services to them. Rehearse every detail of your presentation with examples of what you can bring to the table right down to what you’ll wear. PREPARE to network!
#7 → PRESENCE: How you LOOK, walk, stand, talk, hold your hands and position your shoulders (body language) can speak volumes about you. First impressions make all the difference when networking and you only get ONE chance. What they say about you after you’re gone means more to your success than what they say directly to you. Your success depends on selling YOU!
#8 → CONVERSATIONS: What you SAY, how you say it, the questions; you ask, questions you don’t ask, knowing when to speak up and when not to will assuredly affect your success at networking.
#9 → ACTIONS: What you DO BEFORE, DURING and AFTER the networking event are very important and will be noted by others. Importantly, know the rules of etiquette, manners, gestures and mannerisms to help you skate through the networking process. This is especially important when dealing with other business cultures.
#10 → FUTURE GROWTH: Once the networking event has ended, how will you NURTURE the contacts you made? You must maintain steady and effective communication to further your business needs? My follow-up techniques teach you how to keep the “light on” with business relationships, which is vital to your success.
Learn To Network
Like A Pro
Networking effectively (like many marketing tactics) is a learned skill! All you need is someone to coach you on the steps.
Effective networking is not about “selling” or “shameless promotion.” It’s about asking people (1) what they do, (2) listening to ways you might be able to help them and from that (one-sided) conversation, (3) determining if this person can help you with your business needs. Are they a potential client? Would you feel comfortable working with them?
You’ll learn by listening more and asking the right questions. Are they a potential vendor/service provider? Can you check the person or their company on the Internet? Can this person refer leads to you? Will the referrals need to be prescreened or qualified? Can you access the people that have the knowledge you need?
What else can you learn from talking to people you meet? ASK, LISTEN and you will LEARN!
“We are warmed by fire, not by the smoke of the fire. We are carried over the sea by a ship, not by the wake of a ship. So too, what we are is to be sought in the invisible depths of our own being, not in our outward reflection in our own acts. We must find our real selves not in the froth stirred up by the impact of our being upon the beings around us, but in our own soul which is the principle of all our acts.” – No Man Is An Island, Thomas Merton
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INTRODUCTION
My Secret Formula For “Networking” ... Prepare, Promote & Perpetuate
My Networking Tactics Excerpt
Copyright © 2024 by Bart Smith
Reprinted by Permission
Our everyday work ambition should be to enjoy what we do, to increase profitability and to have the freedom to put into practice what we learn. To do that, we need to use every networking opportunity available to us to create and strengthen those contacts, to choose the right networking style, and learn how to read people.
The networking world is a diverse one, so use it to your advantage. Don’t hesitate to capitalize on gender, senior groups, minorities, and others if there is evidence that these groups can use your products or services. In fact, finding a mentor who can direct your networking efforts is the ultimate networking contact.
Networking is for all levels of business savvy. If you are just starting out (for example) and do not expect to be a source of critical, rich business expertise necessary for all business types and sizes to depend on, this information is for you.
The psychology of asking for help in any arena can be difficult for some people. Most, however, appreciate being asked for help and feel like champions when they can be of some value. Doesn’t everyone like to be considered an expert? Generally, the pros are motivated to help the newcomer.
The best business networking groups operate as exchanges of business information, ideas, and support. It is not enough to attend a networking function, meet lots of people, collect all of their business cards, and then go home and try to sort it all out. This is not a plan and you need to have a real plan! Master networkers have been enormously successful using this theory: Gain by giving! Gain by giving is the foundation for networking.
Once you become a convincing networking expert, you may wish to start your own networking club. Think of the possibilities! Helping others connect, you quickly become the go-to resource in your field.
Remember, networking is not about how many hands you shake, but the number of quality connections one makes per networking event. Then, how do those connections help promote the success of each party involved? The expert networker is committed to maximizing each connection whether it's to assist others and/or him/herself at the same time; essentially creating value for all those he/she networks with.
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NETWORKING COMPONENT #1 → TARGET MARKET
Survey Your Business Needs! Where Do You Need Help?
My Networking Tactics Excerpt
Copyright © 2024 by Bart Smith
Reprinted by Permission
Do you need help finding new clients or making sales? Do you need help balancing the books? BEFORE you start talking to people, fully understand your business needs.
Make a detailed list of your needs. Then, assign an occupation (an expert in your field that can assist you). For example:
✦ Need to form a business? Find a business structure specialist.
✦ Need help saving money on your taxes? Find a good accountant.
✦ Need clients? Find others who compliment your occupation.
✦ Need a website? Find a webmaster to build one for you.
✦ Need a shopping cart? Find an Internet marketing specialist.
✦ Need affiliates? Find people who want to make money!
✦ Need help making sales? Find affiliates to help sell for you.
✦ Need help expanding your brand? Find a marketing specialist.
✦ Need to get hired to speak? Find people who run events.
✦ Need to get on the radio/TV? Find a radio/TV publicity expert.
✦ Need investment money? Find people who invest in businesses.
Knowing WHO you need to contact BEFORE you begin researching can save you valuable time. It’s all about doing your homework!
Don’t hesitate to list ALL of your business needs no matter how insignificant. This is not a waste of your time.
Remember, for every need your business does not address in a timely manner, you may be losing time and money because you are not operating at absolute efficiency!
Make another list of the kind of people you would like to meet who might be able to help you with your business!
Similar to the list you made in Tactic #1, this list refers to the “kinds” of people you’d like to meet that can help you with your business. This list could include potential JV partners, specific vendors, customers, clients, affiliates, material suppliers, merchants, meeting/event planners, seminar facilitators, etc.
These are people about whom you suspect “something good” might come from the two of you meeting. The sooner you meet, the better for the both of you! So, make a list of these kinds of people! More specific, these people might include:
PEOPLE YOU KNOW, BUT HAVE NEVER MET IN PERSON
Schedule a time when the two of you can get together. Drive to their place of business or meet half way! But MEET! If you’re traveling into their area for business, schedule a meeting with them before/after your other intended meeting. When I lived in Orange County, California, and traveled to Los Angeles, California, I always called on a few associates in the business to see if they would be interested in my stopping by their place of business/residence. And guess what? They all said, “Yes!” Well, that is if they were available! You see, people love socializing with whom they do business! Especially, when they don’t get to see you that often!
What if they live out of state? Are they going to be visiting near where you live any time soon? Would you be willing to drive a little distance to meet them? When I heard that a client of mine from Arizona was visiting a Southern California theme park with his family, I drove almost two hours just to visit with him for an hour. Was it worth it? YES! Our business relationship is that much stronger today for it! He was very appreciative of my coming down and I appreciated that his family permitted me some quality time with my client. Go out of your way to meet folks face to face whenever you can. You may never get the chance again.
PEOPLE YOU KNOW, BUT HAVEN’T HEARD FROM IN A LONG TIME
Out of sight, out of mind! One way to rekindle dormant business relationships is to call the individual. Email and text messages are okay, but make a personal phone call first. There’s nothing wrong with social media, but you can’t shake someone’s hand even virtually. Online has to become offline at some point. Consider inviting your contact to breakfast, lunch or dinner to discuss what’s new and exciting to bring him/her back into the loop.
PEOPLE YOU HAVEN’T MET, YET!
By now, you have a good list of professionals that were highly recommend to you and you’ve been following them through their newsletters and blogs. Now, set time aside to contact them. Mention something unique and positive about their product/service to open the door to having more close-range conversations on how you can help each other. If you need to ask for a favor such as a referral, do so. You know the feeling when someone asks you for help. You’re flattered to oblige. Most people are.
(THIS CONTINUES IN THE BOOK)
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NETWORKING COMPONENT #3 - GOALS
What Are Your Goals For Networking?
My Networking Tactics Excerpt
Copyright © 2024 by Bart Smith
Reprinted by Permission
What are your GOALS for each networking event you attend? Here are some suggestions on a set of goals you might want to accomplish at your next event:
✦ Why are you going? ... to find new leads, new vendors, new affiliates, etc.
✦ Who do you want to meet? ... key contacts, the meeting attendees, speaker(s), the meeting planner, potential customers, etc.
✦ What do you want to share with those you meet? ... your products/services, affiliate program, new idea, press releases, resources, audio programs, etc.)
✦ What do you hope to walk away with? ... new leads, business cards, new vendor resources, sales, photographs, future meetings/appointments, etc.)
It might be helpful to review Networking Component #1: TARGET MARKET – Who do you need to meet that can help you with your business? Analyze your business needs? What do you need to help grow your business? It will be these kinds of people who you will need to look for and meet, specifically! Be well-informed about your business situation so you can articulate clearly and briefly what your needs are. You want to be able to make your point and make an impression.
Knowing your BUSINESS’ NEEDS will help you to identify your goals and zero in on what you need to gain from that meeting!
✦ Know WHO you need to contact before you go looking for them will save you time.
✦ Know WHERE to look for these people will save you time and money.
✦ Know WHAT your goals are will guarantee you are on the right track for mastering success in your business.
Know exactly what you want to get out of the networking event. By surrounding yourself with people who share your drive and ambition, you are more likely to move ahead with even more clarity and be inspired to do your best work.
My Personal Goals For Attending Networking Events
Depending on the type of networking event whether it’s for five people or 105, in order to become connected to key influencers in my industry and within my target market, having done some research on the event, this is what I aim to accomplish:
NETWORKING GOAL #1: PHOTOGRAPHS
ALWAYS TAKE YOUR CELL PHONE OR A DIGITAL CAMERA TO AN EVENT. As soon as you arrive at the event, greet the person who invited you to the event and ask to have a picture taken with you. It’s my way of saying, “Thank you for inviting me to this event. I want to capture this networking moment with you. Smile!”
Your contact will also appreciate you when the flash of your camera sends a shock wave of interest in your direction. People will be curious and inquire, “Who just took a picture and who’s in it?”
You can imagine people saying, “Hey, who’s that guy/gal having their picture taken with (so and so)? Should I meet them? Yes, I will!” Their interest will peak when you make a celebrity-style entrance! Consider taking a picture with (almost) everyone you meet. You don’t have to use them all, but you’ll have them just in case.
Take pictures of banners, stage props, posters and the restaurant or hotel sign where the event is taking place especially if it’s a particularly grand hotel or a restaurant. Take a picture of the owner. Even the servants who are servicing the event no doubt wouldn’t mind participating in a little fun. You’re just spreading the joy and bringing attention to some hard workers. And, guess who’s going to see you do all this? That’s right, the event host or meeting planner!
This is a good way to stand out in a crowd in a positive way that doesn’t annoy guests and participants. You’ll get even more interest and leads that way. More people will want to work with you, which is your goal, right?
Naturally, take pictures with the speakers, the meeting planner or event coordinator. Offer to take other people’s pictures and offer to eMail the picture to them. Oh, get their business card!
What a great ice-breaker! “Hey, if you give me your card, I’ll send you the photo … and, I just know we’ll be doing some business together …” It’s a great way to be remembered and to remember them. You have their photo!
Practice getting your picture taken a lot. If you have a camera on a cell phone, practice at home with someone. SMILE! SMILE! SMILE! WORK ON THAT SMILE! Know what to wear that makes you look good. How do you like your hair? Are you in good shape? Work out. Take care of you so your photos represent your best side.
However, don’t let size, height or shape get in your way of a photograph. The #1 factor that makes every photograph a winner is not fancy clothing or a perfect haircut. It’s that winning smile that communicates confidence, congeniality, and optimism.
(THIS CONTINUES IN THE BOOK)
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NETWORKING COMPONENT #6 - PREPARATION
Should You Go It Alone Or Take A Friend With You? (Pros & Cons)
My Networking Tactics Excerpt
Copyright © 2024 by Bart Smith
Reprinted by Permission
Attending (Networking Events) ALONE! = PROS ... You can navigate freely throughout the event without concern for the person that (might have) accompanied you to the event. You have the ability to focus on your own agenda, leave when you want to, or join a group of people afterwards for dinner and drinks or just to wrap up a late night conversation.
Attending (Networking Events) ALONE! = CONS ... The CONS include not having that edge to walk up to people (individually or in a group) or the visual appearance (of being in a social mood) to attract others to walk up and meet you. Sometimes, it’s easier to introduce yourself to strangers when you’ve got a friend with you by your side to offset everyone’s nervousness. Going solo can also make people feel uncomfortable, somewhat shy, or intimidating because they’re all alone.
Going WITH OTHERS (to Networking Events) = PROS ... You can generate a lot of interest in meeting others when you are part of a group that appears to be having fun, is talkative, and genuinely interested in the meeting other people at the event. Talk about shared energies. It’s as easy as, “Hi, what’s your name? These are my friends, Gayl and John. They’re in media and seminar sales training. What do you do? Why don’t you join us while we move around the room meeting new people.”
Going WITH OTHERS (to Networking Events) = CONS ... When you arrive in a group, it can be challenging to leave the group to network if you are more of a soloist and not so dependent on the crowd to support your meeting new people. Traveling in the same car, for example, also requires that everyone be prepared to leave at the same time and doesn’t give you the luxury to make plans to continue conversations after the event is over. Circulating can be an issue in a group especially if others seem to be interested in what your company’s products/services offer. If you are with a group, it would be a good idea to set up some ground rules and agreement on things like departure time, consensus to leave early if the event proves invaluable, and other factors.
You be the judge for your own needs. Going with one person might be better than attending an event en masse. Driving in separate cars allows your associates to go home when they’re ready especially if you’ve decided to remain at the event until the crowd departs to pick up some inside tips and help out if needed.
Let others know where you’ll be networking! Post your appearances at certain events on your website, online calendar, and in your press room, before and after the event! Help others network with you. Take the pressure off them by inviting them to come along. Then, introduce them to others and watch your network grow!
(THIS CONTINUES IN THE BOOK)
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NETWORKING COMPONENT #8 - CONVERSATION
Remembering Names
My Networking Tactics Excerpt
Copyright © 2024 by Bart Smith
Reprinted by Permission
Remembering names is a real challenge for some people, especially when networking. Today, more than ever, we’re exposed to so many people online and offline. How can you be expected to remember everyone’s name?
We’ve all experienced this dilemma at one time or another, right? You could, of course, apologize for your shortcoming and ask the person to tell his/her name again. It’s honest and understandable.
BUT, you’re not going to do that, unless it’s absolutely necessary. On the other hand, when you call someone by name, they are flattered that you remember who they are. So, let’s talk about remembering names, shall we?
There are simply two main reasons why we forget people’s names:
1. You’ve never heard their name BEFORE. The name is new to you and not in your memory bank. What we don’t have, we can’t recall. How many of you know the name of the clerk you see all the time at your local grocery store? How about the mailman you chat with daily or the mechanic who fixed your car last month? Maybe you don’t know their names because you never asked or even checked their name tag.
2. You haven’t heard their names ENOUGH TIMES. Their name hasn’t been repeated enough times for our brains to readily feed their name right back to you. How many of you know your mother’s maiden name or your father’s middle name? How about your sibling, classmate, co-worker, or business associate? Exactly.
Well, there are several techniques for remembering names and here are just a few that really work:
The “Echo Effect!”
Often, when you’re introduced to someone, your attention is not on their name but what they’re saying. You may be thinking about other things such as how to shake hands, what to say, maybe they said their name too fast, so you missed hearing their name and now you are too embarrassed to ask for it. Well, here’s one of my favorite ways to remember names, and it works every time. I call it “The Echo Effect.”
Earlier in My Networking Tactics, we spoke about the procedures for meeting someone for the first time.
#1) YOU → When shaking hands say, “Hi, how are you, my name is (____), what’s your name?”
#2) OTHER → “My name’s Jade, nice meeting you.”
#3) YOU → “Hi Jade, I’m glad to meet you. Tell me about yourself ...” (Get them to start talk about themselves first, remember?)
Now, while they’re talking to you about themselves, here’s your chance to exercise “The Echo Effect” to remember their name. Upon hearing their name once, make a conscious, yet silent, effort to repeat their name to yourself (mentally) at least 5-10 times or more and then use their name again when speaking to them.
#1) YOU → “Hi, how are you, my name is (____), what’s your name?” (e.g., when shaking hands)
#2) THEM → “My name’s Jade, great to meet you ...”
#3) YOU → “Hey Jade, tell me about yourself .... (While the other person is talking, you mentally repeat their name in your head like an “echo” … “Jade, Jade, Jade, Jade, Jade, Jade …”)
How long does it take you to recite a name 5-10 times in your head to get the name seeded in your memory bank so you can recall it later with ease? Seconds. It’s an easy trick to learn.
I’ll give you a great example of where I used this technique, which I coined, “The Echo Effect.” I was attending the birthday party for the daughter of a friend. We were all told to meet at a specific restaurant. Upon arrival, we were seated at a large table that sat about 20 people. As people were seated, we went around the table introducing ourselves to everyone while sharing how we each knew the birthday girl. As people announced their name, one at a time, I began to “echo” or “recite” their names in my mind for the duration of their introductions.
Joe, Joe, Joe, Joe, Joe ...
Mark, Mark, Mark, Mark, Mark, Mark, ...
Vivienne, Vivienne, Vivienne, Vivienne, ...
Sue, Sue, Sue, Sue, Sue, Sue, ...
Bob, Bob, Bob, Bob, Bob, Bob, ...
Dominique, Dominique, Dominique, ...
Mary, Mary, Mary, Mary, Mary, ...
... you get the idea!
After everyone finished sharing their name and story, a few people walked in late and missed all of the formal introductions. I volunteered to introduce everyone at the table. I was then asked to introduce Joe, Mark, Vivienne, Sue, Bob, Dominique, etc.
To many people’s surprise, I astonished them by remembering 12+ names. “The Echo Effect” worked. They were also aware that I hadn’t previously met anyone except the immediate family so there was no way I could have made those introductions without this technique.
“The Echo Effect” works well in a group setting or single setting if you aren’t particularly good with names. When it comes time to use someone’s name again in conversation, you can recall it quickly and easily, because you repeated it over and over again in your head.
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NETWORKING COMPONENT #8 - CONVERSATION
Conversation Topics You Could Discuss & Focus On While You’re Networking
My Networking Tactics Excerpt
Copyright © 2024 by Bart Smith
Reprinted by Permission
#1) Allow the other person to talk about their successes and concerns for their business, while you listen intently. Gathering this kind of kind of information can help you map out solutions to their problems and offering ideas on how your company could service their business. Get to know as many people as possible. Listen to their stories and speak briefly of your own.
#2) Ask the host to introduce you to a few people and say a few things others might be interested in knowing. Ensure that the host introduces you per your specific information needs. It can be advantageous to provide the host with a short script and have them read it word-for-word.
#3) Give real praise to help raise the self-esteem of others, especially when you can see the need for it.
#4) Keep the conversation business-related and never personal. Leave your personal stories at home. Stick to business. Your private life is just that, private.
#5) While the other person is talking to you or introducing you, you can contemplate on what you are hearing.
#6) By listening, you pick up on “hot buttons,” which makes it easier for you to spin the conversation right back at them with your input or more questions.
#7) Find one positive/attractive/great thing about the other person and share it with him/her. It will boost confidence and leave a positive, long-lasting impression in that person’s mind about you.
#8) Offer ideas and solutions to help others with their business by listening to them first.
#9) Make opportunities to follow up with business acquaintances. Keep your conversations short, for networking purposes, but let them know, you’d like to continue your conversation later, on the phone or over lunch. Suggest, “There are a lot of people here for us to meet tonight. I can tell you are as eager as I am to get started. Would Thursday at 12:00 P.M. work for you? How about meet at your office or talking over lunch?”
You can imagine these techniques really helping you to advance your networking agenda for success.
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NETWORKING COMPONENT #8 - CONVERSATION
Don't "Sell" → Instead "Story-Tell"
My Networking Tactics Excerpt
Copyright © 2024 by Bart Smith
Reprinted by Permission
Storytelling is one of the greatest networking skills you can possess when it comes to talking to others and getting others to believe in your message. Ultimately, they may hire you, buy product from you or promote your services to others. How do you become a great storyteller? Follow these very simple steps:
#1) By listening to other people tell stories and repeating the interesting ones to other people, this will become one of the best ways to become a great story teller. Then practice, practice, practice.
#2) Another way to become a storyteller is to use your own life experiences. Link lessons and messages in them to situations relating to your current audience, whether it’s one person or one hundred.
#3) Practice telling all kinds of stories to other people, no matter where you are, in business or casual environments.
#4) Each time you tell a special story about your life or business experience, your script will improve. The more you tell your story, any story ... the better that story will sound when you tell it the next time and thereafter. Practice makes perfect.
#5) Telling personal stories shows your humanity and helps to lower the anxiety level most people feel when attending a meet and greet for the first time.
#6) Telling your story allows others to see what they have in common with you. This is a subtle way to build rapport and commonality among others without having to say, “Will you be my friend?”
#7) Adding new stories from your life experiences, talking to others, meeting new people, watching new television programs, reading new magazines, reading new websites and listening to audio are resources to enhance a story. The more stories and information you absorb, the more thoughts, ideas, facts, stories you’ll have to turn into an unlimited number of features you can share with others.
Don’t Sell, Instead, Story-TELL To Impress
It’s never the right time or place to openly “sell” at a networking event. No one wants to be put on the spot to buy something. If you share what you know and motivate them enough about the benefits of your product, people may ask to purchase an item on the spot without exchanging any merchandise. In other words, they bought your delivery, your style, and have confidence in what you can offer them.
Then, after the meeting, you can direct interested buyers to your “buy me” link or sample, etc. While networking is the time and place to meet others, you can still hone your “presentation skills.”
Learn how to present your products and services in such a way that people actually become INSPIRED to buy now.
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NETWORKING COMPONENT #8 - CONVERSATION
Open-Ended Questions
My Networking Tactics Excerpt
Copyright © 2024 by Bart Smith
Reprinted by Permission
When open-ended questions are asked, it encourages others to think through their responses. In this way, we learn more about what they know, think and feel. A “yes” or “no” response adds no value to a conversation. Examples of open-ended questions are:
✦ “What’s your background?”
✦ “How did you get started in the business you’re in?”
✦ “What made you want to write your book?”
✦ “How long did it take you to ______ and what inspired you to ______?”
✦ “What kind of services do you offer? How much?”
✦ “Who is your ideal client? Can I be one of them?”
✦ “What challenges does your company face when it comes to marketing and finding new clients?”
✦ “What’s the best business advice anyone gave you?”
Avoid asking questions that will evoke a one-word response.
Small Talk
Small talk is great when you’re waiting for an event to start or a friend to arrive. Small talk is the friendly art of talking to people about surface topics that don’t go too deep into what you might really want to talk about, but you really don’t have the time or it’s not really the right place to have that conversation.
How can you make small talk work for you? Use it to learn the other person’s name and use it in your conversation. Then, share your name and what you do. That’s small talk.
Don’t forget to add your website address into the conversation. Ask if they’d like more information about your products or services. Give them a flyer, postcard and/or business card.
Here’s a tip that gets people’s attention ... Let folks hold your book or other products while you are speaking to them. In a brief moment, you give someone a glimpse into your life through your products and what you have to say. To continue a conversation, suggest a time after the event, a phone call or a meeting to discuss your business with more details.
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NETWORKING COMPONENT #8 - CONVERSATION
Joining & Leaving Groups
My Networking Tactics Excerpt
Copyright © 2024 by Bart Smith
Reprinted by Permission
How do you leave an event without coming across as an intruder or a rude runaway? Follow these guidelines for conversation do’s and don’ts.
Joining Groups …
Listen to the topic being spoken about and then add a few nuggets of information for a solid contribution. Keep it short and allow others to take control of the conversation again. They’ll ask you for more data provided your input added value.
Successfully joining a group is about timing, making a value-added contribution and sharing a platform with others. It requires focus on different viewpoints and respect for each speaker.
Leaving Groups …
Depending on the nature of the group and its size, leaving might be easier than you think. It’s best to give a legitimate reason for your departure and bow out gracefully.
Leaving Large Groups …
You can always get up and walk away. You don’t need make an excuse if you’re with a group of strangers or in a group of five or more. Just quietly (and confidently) leave.
If you are sitting or standing next to someone and the two of you had only a brief conversation, you might say, “I’ll be right back …” Or, “I must leave. It was great meeting you.”
Usually in large groups, someone else is doing the speaking and getting the attention. While the others are captivated by the speaker, you’re free to depart.
If you’re doing the speaking and you’re in a large group, just wrap it up and say, “I have to make this short. If I didn’t get someone’s card, do make sure I get one and we’ll talk soon.” Or, “I regret that I have to run. It was a pleasure meeting all of you.”
Leaving A Small Group or One Person …
The smaller the group (five or less), the harder it is to leave because it becomes obvious that you are leaving even if it’s for a very good reason.
“Hey, I have to run, but it was great meeting all of you. Let’s stay in touch ... make sure I have your info.”
“Hey, (to one person in the group), I have your number, I’ll call you. (To the others) … It was nice meeting you. I have to scoot ...”
Speaking to one person or everyone in a group, reassure people that you have their contact information and you’ll reach out to them later. Tell them you enjoyed meeting them and look forward to more dialogue at a later date. Then, make good on your word.
There are many excuses you can give when you want to leave a conversation/group. Suggestions include making excuses to use the rest room, run to your car, check the parking meter, make a phone call, speak to someone who just walked in, catch someone before he/she leaves, buy something at the product table in the back of the room (or in the hallway) before closing, etc.
Or, offer that you are hungry and have to get something to eat or drink before you pass out, or you’re exhausted and need to leave.
I’m sure you get the picture. Whatever you come up with, make your excuse believable so no one is offended by your leaving or misunderstands your motive.
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