Posted By Amanda Collins on July 9, 2010

Did you happen to read Liz Ryan’s article this week in The Huffington Post, “That’s Definitely Not Networking”? She shared some wonderful comments on what activities should not be construed as networking; unfortunately, some people still count them as part of their business-building efforts. Some examples include connecting with colleagues on Facebook or sending a monthly e-newsletter to your database. That’s not to say those ideas are bad ones, of course; it’s more a matter of definition.

Whether you’re a very extroverted entrepreneur who is energized by going out to events, or a more reserved personality who dreads those business lunches, here are some great ways that you can enhance and maximize your networking efforts.

1. Have a plan
Just going to events willy nilly isn’t a plan. How many will you attend each week? Will you always do one type of event (breakfast, seminar, mixer), or will you pick a variety? How many people do you want to meet? What kinds of people? Having a strategy will give you a way to measure if you’re meeting your goals and help you stay more focused while you’re out and about.

2. Follow up
I’ve been as guilty as the next person in this category, putting the business cards I’ve received in a pile and then forgetting about them for a week – or more. By then, I’ve typically forgotten anything about the people I met that long ago. Strive to follow up within 48 hours, either by phone or email. If you want to really stand out, you can mail a card. Your method isn’t quite as important as the fact that you’re reaching out beyond the event. Remember that your goal is to cultivate and build relationships.

3. Go back
I’ve heard a few people say, “Yeah, I went to that event before, but I didn’t make any connections.” The likelihood that you’ll score a client or referral partner after attending anything once is pretty low. You need to continue making an appearance, connecting with people, and being consistent. Be patient. It may take a number of weeks or months to create relationships and generate sales.

Networking is a vital component of being a successful entrepreneur, and you can make it work for you if you take the time to make a plan, follow up, and stay connected. Then you may find that you’re not only enjoying networking but effectively building your client base.

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Posted By Amanda Collins on March 16, 2010

Okay, I’ll admit it – I have a (small) stack of business cards on my desk from a networking event I attended a week ago. I still need to go through them and send e-mails to follow up with everyone I met. On the flip side, everyone I met got my card too – and I’ve only heard from two people. I’d say those are very good numbers given my experience in networking. Typically, I don’t get a follow-up from anyone.

Why do you go out to network? I think most people would say it’s to build up a pipeline and create leads. Okay, so if that’s the whole goal, relationship development is at the crux of that effort. To build relationships, you have to initiate a conversation. That conversation ideally should have started at the place where you met, but it needs to continue. Whether you send an e-mail, note card, or call on the phone, some follow-up is required to begin a relationship.

The other thing you can do to continue that conversation is to put those folks’ names in your database and e-mail newsletter, adding them to your drip-marketing campaign. What I do is to send an e-mail with something personal followed by a blurb about me in case they’ve forgotten who I am, followed by a little “disclaimer” saying I’m going to add them to my monthly e-newsletter, and if the content doesn’t resonate, it only takes one click to unsubscribe. Most people never even respond, but many don’t remove themselves from my list either. That means I have plenty of time to connect with them!

So if you’re not following up now, start doing it! It’s why you’re out there anyway, so start leveraging your efforts!

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Tags: business development, follow-up, networking

Posted By Amanda Collins on March 2, 2010

Even though you have your phone with you at all times, do you use it to talk? It seems that most people are using those little gadgets as mini-computers – searching the Web, answering e-mail, or, if it’s the phone aspect, texting. How many of us really use the phone to talk? It seems there’s some kind of negative connotation with calling. Even I am often arrested with the thought that I’ll be disturbing someone if I call, whereas a text or e-mail can be retrieved when the receiver is available.

I was at a presentation recently where the value of a phone call was discussed. SendOutCards folks will suggest sending a card a day or a week to your best clients, but this presenter suggested picking up the phone. “How would it make you feel if someone called you just to check in and see how you’re doing,” asked Sandy Rogers of Face-Time Fridays, LLC. The general consensus was that a phone call makes you feel special; an e-mail has become status quo. Even when Constant Contact offers personalized e-mail newsletters, there’s just something about a phone call.

I suggest you consider how you’re reaching out to your clients. Schedule in time to call past clients or check in with people in your database. Let’s turn around the misconception that phone calls are a hassle and actually start talking again. Most of us grew up in a time before computers were everywhere, so I know we all know how to dial.

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Tags: building relationships, client communications, e-mail, networking, phone calls

Posted By Amanda Collins on August 14, 2009

Whether you’re a business owner, sales rep, or job seeker, you’ve likely attended a networking event where you’ve had to give your 15- or 30-second commercial. As a business owner, I go to these often. I even sub at many BNI meetings, where some offer 60 seconds to say pretty much nothing.

The BNI adage is, “You have to be specific to be terrific.” The crazy thing is that, at one of the BNI groups where I sub, two members used absolute no-nos in their commercials. An Arbonne representative said, “I can help anyone with skin,” and the chiropractor said, “I can help anyone with a spine.” Seriously, it was all I could do not to laugh. These are the examples that are used to NEVER say. When you say “anyone,” people typically hear “no one.”

How do you improve your value statement in 30 seconds? The golden rule is to always consider what you can do to help listeners. If you’re asking for a specific referral, make it specific. The photographer at another BNI group almost always mentions a name. Granted, no one in the room may know that person, but it’s worth a shot. And you can’t be more specific than saying a name. If you’re not looking for one particular person, personalize your approach. Try something like, “When you’re talking to your friends and they say, ‘I’m concerned that my company will be laying off soon,’ – that’s the perfect referral for me.”

Don’t talk about what you do; talk about how you help. For instance (not that this is perfect), I say:

“I’m Amanda Collins, Chief of Staff with The Grammar Doctors. I help you stay in front of your targeted audience through strategic marketing in the form of blogs, newsletters, advertorials, and résumés. If you’d prefer to write these items yourself, I can also edit them to make sure they’re perfect! No matter what your objective is, The Grammar Doctors has the prescription for your word ailments.”

I don’t typically say who my target audience is because, in my experience, I’m usually the only person around who does what I do. Also, once I added “products” to my commercial (as opposed to just services: writing and editing), I noticed that my positive feedback and referrals skyrocketed.

So start thinking about your value proposition. How can you help people? Who’s your best client? Would you be interested in listening to what you’re saying? It’ll likely take some practice and testing to get a few great commercials, but if you’re focused on your listener, you’ll see a difference in the feedback you receive.

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Tags: business development, business owner, networking

Posted By Amanda Collins on August 2, 2009

As a business owner, I am out on the local networking scene on a regular basis, going to old and new events weekly to meet people and see friends. When I go out, new people naturally gravitate to me to find out what I do because I am wearing scrubs and a stethoscope. So, because that happens, I make it clear that I will “pimp out” my friends and colleagues, introducing them to new folks with a quick “testimonial” to create an instant connection. The thing that surprises me is that almost no one else does that.

How hard is it to introduce people? Isn’t that a skill we learned in elementary school? “Joan, this is Jim. Jim is an electrician with ABC Company; Joan owns a marketing company that specializes in working with new startups.” Simple. Now they know what the other does, have a warm introduction, and you’ve built a basis for further conversation. But recently, at a large event where I was in a small group of four, one of the people three of us knew walked up. No one bothered to introduce our new addition to the man she didn’t know – even though everyone knew the status. So I was yelling across to connect them. Of course, being me, I called them all on it, but they seemed genuinely surprised and hadn’t thought of making the introduction themselves.

So, because I help people meet others – and will do this introduction thing with strangers too – I tend to have people wanting to go out and network with me. It’s not a bad thing at all, and if you practice common courtesy and manners on the networking scene, you might see that by paying it forward, you’ll actually get a great return.

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Posted By Amanda Collins on April 15, 2009

I sometimes wonder if business owners are afraid to follow up with people they meet at networking events. It seems like so many are completely gung-ho at the event, passing out cards and saying hello to as many folks as possible, yet I only hear from about 1% of the people I meet while I’m out and about. Since I started my business three years ago, it has perplexed me how few people have the follow-through to send a short e-mail just saying, “Hi. It was a pleasure to meet you at the event. I look forward to seeing you at other events in the near future.” Do they not realize this is just another touch point? Think about how many people you meet when you’re at an event. Do you remember all of them the next day? Following up is a fantastic way to put your name in front of the people you met, as well as go into detail about what you offer and how you can help them.

So what constitutes a follow-up? Well, you can call, e-mail, or send a card. Do what feels comfortable to you, and judge by if you want to meet that person again. If you think you can do business together, a phone call can be a great way to schedule a meeting. An e-mail is pretty status quo, as well as giving you the opportunity to add links to your Web site, blog, LinkedIn, and Twitter accounts. If you have Send Out Cards or another, similar system, a card can be a “step above” and really help you stand out.

No matter how you take the next step, remember to mention a few key points:
•    Where you met. Some business owners network a lot, and if you don’t specify and provide a frame of reference, they may have no clue.
•    If you remember something special about them, say it. “I enjoyed learning more about your son and his upcoming birthday plans.” Anything that says you listened goes a long way to building a relationship.
•    Recap what you do. DO NOT SELL! The point of the follow-up is to connect and explain how you might be able to help the person, but definitely steer clear of blatantly selling anything. In my follow-up, I give a brief “about us” on my company.
•    Add contact information. If you’re mailing, include a couple of business cards, via e-mail include links and phone numbers in your signature, and by phone make sure to restate your number.

Without follow-up, you’re missing a captive audience. They’ve already met you, so you know they’re open to hearing something more. And just think of how much you’ll stand out from the other 99% who didn’t follow up.

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Posted By Amanda Collins on March 21, 2009

As a business owner, it’s imperative to market your business. Networking is a low-cost or free way to meet movers and shakers and get the word out about your business. Naturally, there are many ways to go about networking – some good, some not so good – but the most important thing to know is what you do and the value you offer potential clients.

Networking events are full of business owners and decision makers, many of whom have overlapping businesses. So how do you differentiate yourself so people remember you at the end of the event? The key lies in sharing with others who you are for them. If you’re a financial advisor, Realtor, or mortgage professional, it’s likely there will be a few other folks in the room who do the same thing – and are looking for the same clients. As you’re meeting people and say what you do, many will stop listening when they hear the same thing they’ve heard three other times already in the past 20 minutes. So, instead of saying what you do, share how you can help others.

No matter what your profession, there is a way to differentiate yourself at a networking event. To think of your best approach, consider some of the following points:

•    Who is your target audience?
•    What value do you provide?
•    What excites you about what you do?
•    Can you tie something in to the name of your company or your name?

No matter what you do, remember to share who you are (in their eyes) and how you can help others. That will truly differentiate you and your company among your competition.

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Tags: business identity, business owner, networking, target audience