Fundamentals of Follow Up

Most business owners understand the importance of networking and meeting people to expand their business, though only a handful of people ever follow contacts up after events. It is almost as if they are expecting everyone to call them.

Follow up is a basic principle of successful networking. No alliances are built, no referrals are passed on and no business relationship is established without first following up and taking the time to talk further with businesses you meet.

The best way to look at a networking event is that it is an introduction, a place to meet people on mutual ground. Though in order to establish a working business relationship you need to take the initiative and time to meet up with people after the event.

When following up after an event it is important to be timely, never let a contact go cold. It's recommended following up no later than 2 business days after an event. Remember to introduce yourself and mention were you met. In some instances you may need to be persistent in order to connect with certain contacts, it is important though to be respectfully persistent and not harass, be sure to establish early if they are interested in meeting with you.

After a networking event it’s a good idea to send out an email which says “It was great to meet you at ... event on ... I would love the opportunity to meet with you to find out more about your business and explain what I do to see if we have synergy and can help each other further”.

When you do have the opportunity to meet, take the time to find out more about their business, and then share about your business. After each of you have finished discuss what opportunities you both can see to work together. This meeting should not be a sales pitch unless they have specifically requested it or they become more interested and ask questions when hearing about your business. Try to keep it as informal and relaxed as possible, coming on to strong or aggressive may turn your contact off doing business with you.

By mastering the skills of follow up you will increase your database of contacts, establish more referral channels, form more mutually beneficial business relationships and become a successful networker. After the next networking event you go to stand out from the crowd and follow up, you will be glad you did!

How to Build Rapport in a Matter of Minutes!

Rapport creates trust and builds positive psychological bridges to others; it is also the first step in building a relationship. At a networking event the objective is to build rapport with as many contacts as possible, making follow up that much easier.

The challenge is, how do you build rapport in a matter of minutes? In order to assist you with this process, we have a few tips on how to build rapport quickly.

Find Common Ground
Find something you have in common that you can share. Conversations will be more positive and comfortable when someone views us as similar to them. Remember like attracts like.

Match their Body Language
Casually make the same gestures they do, this is also known as mirroring.

Match Their Speech
If they are talking slow, you talk slow, if they talk fast, you talk fast. Also match their tone.

Use Their Name Regularly
People like hearing their name and being referred to by name as it makes them feel important. However, do not go overboard with saying their name.

Make Them Feel Good About Themselves
Pay them a compliment, this directly determines how they feel about you, it has been said that people remember you as younger, more good looking and nicer once you have paid them a compliment. However, make sure it sounds sincere.

First Impressions Really Do Count
Use positive uplifting language, be enthusiastic and happy, show confidence, smile and have open body language by turning toward that person. Be warm & positive no-one likes to be around negative cold people.

Show Interest In Them When They Are Talking To You
Smile and listen to what they are saying. This makes people feel they are important.

Catch Them In A Good Mood
Where possible talk to someone when they are in a good mood or excited by something. They will associate this good feeling with you!

Ask A Small Favour
We tend to like people more when we can do something for them, people feel good when they can help. So if you can get someone to do you a small favour they will like you more, maybe they know someone you want to connect with.

Meet Several Times
The more time we spend with people the more we tend to like each other.

Selling Through, Not Selling To

We live in a world where it is all about who you know, and even more so who knows you. The way we do business is changing, buyers are getting savvier and competition is increasing and the only way to stay ahead is to be continually innovating and building better business relationships.

The success of our business is directly determined by the relationships we have with our clients, alliances and business associates. People want personalised service and to have relationships with those they do business with.

This is one of the fundamental reasons why networking is fast becoming one of the most successful means to growing your business. It opens a world of opportunity giving you the chance to meet different contacts that you would not ordinarily meet, talk face to face, build rapport and establish mutually business relationships.

It is estimated that the average person knows about 250 people. And each of those people knows, in turn, another 250 people and so on. So don’t look to sell to people, look to sell through people. See the long term mutually beneficial business relationships you can develop. See the collective group, databases and potential contacts, not just a once off sale.

The best networkers understand that Networking is not about making a quick sale on the day. They do not view networking as an opportunity to make quick sales, instead they see networking as an investment and an opportunity to meet people, which pays off as relationships develop. Networking is all about building relationships and rapport. Savvy networkers know this and look to establish relationships first.

When networking, don’t treat people as contacts, remember people will do business with people they know, like and trust. Too many people turn up to networking events expecting to make sales, and believe that they are entitled to be given referrals, contacts and ideas from people who they have just met. This is one of the biggest misconceptions of networking, expectin something for nothing. Instead we must first establish rapport, build relationships and give in return.

The next time you are networking take the time to build rapport and focus on building relationships while it takes time in the short term, the long term rewards are far greater!

The 7 Habits Of Highly Effective Networkers

Habit 1 - Be Proactive!

Don’t wait for contacts to come to you, get out and meet people, actively network! In order to grow your business you need to be meeting as many new people as you can each day. Go to as many networking events as you can as networking gives you this opportunity. If you’re not networking, you’re not working!

Habit 2 - Collect Business Cards

This builds your database, so be sure to write on the back of the card if you can where you met this person and any relevant notes you may want to remember. Once you receive a business card from a contact, drop them a quick email or call saying how nice it was to meet them and where you met.
This is a great opportunity to arrange a time to meet over a friendly coffee to find out more about what they do and share with them what you do. You never know where this may lead. Remember to ask permission if you can add them to your database to receive mail from you in the future. A fast way to put people offside it to send unsolicitored emails to them.

Habit 3 - Ask Open Ended Questions

When you meet someone new be conscious of the types of questions you ask them. Open ended questions such as, who, what, where, when, why, how allows you to find out more about their business and what they do.

Habit 4 - Don’t Pre-judge

Don’t make the mistake of thinking you can’t do business with a particular person or business because they appear to not need your services. It has been said most people know around 250 people, you never know who they know that could use your services and vice versa! Business is about building relationships, not doing a “hard sell”. By getting to know people and what they need and what their frustrations are, you develop rapport and trust. Remember people do business with someone they can trust, if they sense you are only after them for a sale you will lose them before you get started.

Habit 5 - Be Prepared

Know how to describe your business as quickly and succinctly as possible, this will assist with cutting down the time spent with just a few people at a networking function and allow you to meet as many people that day as possible.

Habit 6 - Form Alliances

Often people are looking for leads on a one on one basis. However leverage can be used to get better results from just a few contacts. Strategic Alliances, Joint Ventures, Host Beneficiaries Affiliates and Referrals are ways to increase your contacts without meeting a whole lot of people. By tapping into a business you have synergy with you increase the opportunity for more contacts, as they will no doubt have your target market. They will also refer you to people they know who need your product or service as they know it will be reciprocated.

Habit 7 - Ask for Help

Identify and attend events where you can meet people who can help you. These are people who may either know or have “access to” your prospective clients or customers. Ask these people for their help, when you meet them. Describe the kind of prospects you’re looking for, ask them to introduce you to prospects when appropriate and ask about events and opportunities where you might have a chance to meet your prospects directly.

Be A Savvy Networker

Get Out There

Dare to step out and meet new people. Step out of your comfort zone and greet people, ask them questions and identify points you have in common. This will help you to develop rapport. Always follow up in a timely manner even if it is just to say it was great to meet you at (name where you met) event.

Remember that 90% of success is not just showing up but showing up prepared, so prepare before you go to networking events and meet new people.

Know What You Want From Networking

Ask yourself these questions:
• What do I want to gain from networking?
• Who am I trying to connect with?
• How many people do I want to meet each week?
• How much time do I need to devote to Networking?
• What networking events will help me achieve my goals?

Have a Little Black Book of Contacts

Regularly stay in contact with the people you have already met

Make a list of the 10 most powerful connections you have - those that can make things happen. Shout them to lunch and learn from them.

Be Resourceful

People who are willing to open their database or contact book, pick up a phone, call on their contacts, ask for help, and who offer leads, information, and ideas, are perceived as resourceful, intelligent and well connected.
Remember the closest thing to knowing something is to know where and how to find it!