Tell me more. Isn’t that a great response to your elevator pitch. The contact that you just introduced yourself says – “WOW, tell me more about what you do.”
If you stood to one side and watched your own introduction – would you respond like that?
But how to you get that response? Luckily it's much easier than you think. Here we'll go through how to make it happen.
Choosing a Type to Be
Typically, when you go to a networking event you meet four types of people:
- the wall flowers that shy back, say their elevator pitch in one line – I’m a mortgage broker – and that’s it. Not very engaging and certainly not a “tell me more” , inspiring introduction.
- The aggressive type – they ramble….blabbing on and on about who they are and what they do, get your card and go to the next person.
- The impressor – they focus on big noting themselves, use industry jargon, name drop and generally send the message that’s quite off putting.
- The connector / attractor – here is the type of networker that I would encourage you to be. They are like a magnet to the right listeners. Their focus is on the needs, issues and concerns of their target market. Their elevator speech is enticing and you know it’s a winner when you generate responses like:
- That is just what we need,
- That’s interesting. How do you do it?
- We’re struggling with exactly that type of challenge in our business, now.
The connectors are developing a network and I’d suggest that they are demonstrating great leadership. My recommendation is to follow their lead. Like the old saying – “Success leaves clues”. Follow the clues.
So who would like to have that impact when they network – to be able to attract and connect with people and receive a response that say – Tell me more?
9 Networking Tips
Let’s run through nine tips on how to network for greater connection and influence:
Tip 1 – Be different – differentiate yourself. Aim high. Be the best at something. If there is no difference between you and other providers then there is no reason for them to choose to work with you.
Tip 2 – Help others – Give before you receive. This is the priority. Be helpful and others will help you in return. Examples of questions you can ask are: What do you do? What’s your interest here this evening? How would you like to improve, change, grow?
Tip 3 – Keep Personal integrity – build trust, keep your word, listen with empathy.
Tip 4 – Seek relevant groups and connections - The more relevant your targeting then the more useful your meetings and referrals will be.
Tip 5 – Plan your networking - Know what you want, specifically. Manage it. An activity with no planned outcomes is liable to be pulled in all sorts of unwanted directions.
Tip 6 – Follow up your commitments and promises - Networking only produces results when it’s followed up. Following up builds trust, reputation and relationships.
Preframe the follow up – “I would like to catch up with you to find out more about your business so I can refer you to my network”.
Look for the opportunities to connect them with other people, not to connect them with your product. If your elevator pitch was right they already know what you do. The Law of Reciprocity will work for you and they will reciprocate.
Tip 7 – Be positive - Be a positive influence on everyone and everything. If your attitude was infectious would you want to catch it?
Tip 8 – Keep a sustained focused effort. Be focused and ever ready for networking opportunities.
Tip 9 – Maintain a work / life balance - You will be at ease and relaxed, and this transfers to others. You will engage easily in lots of ways with lots of people. People buy or refer people NOT your business specialisation.
Preparation is Key
Preparation is the key so:
- Have the right attitude – aim to connect others, it’s about them not about you. How can you be a resource for them,
- Know your outcome – what do you want to achieve
- Look to 5 cards of people you could potentially do business with
- Seek to grow your network
- Link others up to people in your network.
- Keep you elevator pitch to 19 seconds
- Have plenty of business cards