18 min
How to Make Networking Work for You (1 of 2) Better Business Coach Podcast: Sales Training | Proven Education | Actionable & Downloadable Worksheets
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- Management
When it comes to networking, people commonly suffer from two major issues:
* Getting in a room of quality prospects, rather than just other people that do what they do
* Talking to the right people when they're in the right room
This is exactly why today on Better Business Coach podcast I have asked a close personal friend, Judy Robinett, to share some of the wisdom that made her book, “How to Be a Power Connector,” a best seller.
Episode outline:
Times have changed and the old networking skills you may have learned are now dead, and these days may be seen as manipulative and "icky." Judy suggests that the new way of networking must be robust, wide and deep. Whatever your objective, whether it is going public or finding new customers, a good network should support and aid you along the way.
One of the most common problems is that we tend to network around like-minded people.
* If we’re a coach we network with other coaches
* If we’re a dentist we network with other dentists
This strategy may work from time to time, but ask yourself: Wouldn’t you find more clients being in rooms of people that need coaching or dental work? So think about it. Where do your clients hang out? It could be:
* another sort of networking event
* a football stadium
* an art gallery
* the symphony
* charity events
* etc.
Wherever they hang out, that’s where you should be. I know what you’re thinking at this stage..."But I don’t like the symphony!" Truth is, you don’t need to like it. Of course as a coach or dentist you will enjoy hanging out with like-minded coaches or dentists more, however, that’s not going to get you paid.
Research indicates that the average person only talks to strangers about 2-3% of the time. Judy highlights that that is where the magic happens. So why is it then that we spend so little time doing it?
Talking to new people is uncomfortable
If you are like 50% of people in the USA and classify yourself as shy, you may want to check out what I call, "the seven self-destructive mindsets to selling." This will help you understand the logic for why you feel this way and offer advice on how you can overcome it, even if you are an introvert.
Judy suggests that most people worry, especially if they are trying to network with high profile individuals, that they will have nothing of value to offer. She says this is just a limiting belief. Everyone has problems and everyone needs solutions. Judy recommends that if you just start, you’ll work it out.
I like to think of this simple rule of thumb: If you’re feeling uncomfortable, you’re probably meeting the right people. If not, then you’re not.
Where do you start?
First, get in the right room. When you’re in the right room, start by saying, "Hi, how are you?" Then use the below three golden questions:
* How can I help you? – This is a great rapport builder and a perfect lead into the conversational elevator pitch, discussed in session three.
* What other ideas do you have for me?
* Who else do you know that I should talk to?
Once you see this works and works well, get braver and speak to more/higher profile people.
Don’t be afraid to ask for help
As JV Crum III said in episode 18 and 19,
When it comes to networking, people commonly suffer from two major issues:
* Getting in a room of quality prospects, rather than just other people that do what they do
* Talking to the right people when they're in the right room
This is exactly why today on Better Business Coach podcast I have asked a close personal friend, Judy Robinett, to share some of the wisdom that made her book, “How to Be a Power Connector,” a best seller.
Episode outline:
Times have changed and the old networking skills you may have learned are now dead, and these days may be seen as manipulative and "icky." Judy suggests that the new way of networking must be robust, wide and deep. Whatever your objective, whether it is going public or finding new customers, a good network should support and aid you along the way.
One of the most common problems is that we tend to network around like-minded people.
* If we’re a coach we network with other coaches
* If we’re a dentist we network with other dentists
This strategy may work from time to time, but ask yourself: Wouldn’t you find more clients being in rooms of people that need coaching or dental work? So think about it. Where do your clients hang out? It could be:
* another sort of networking event
* a football stadium
* an art gallery
* the symphony
* charity events
* etc.
Wherever they hang out, that’s where you should be. I know what you’re thinking at this stage..."But I don’t like the symphony!" Truth is, you don’t need to like it. Of course as a coach or dentist you will enjoy hanging out with like-minded coaches or dentists more, however, that’s not going to get you paid.
Research indicates that the average person only talks to strangers about 2-3% of the time. Judy highlights that that is where the magic happens. So why is it then that we spend so little time doing it?
Talking to new people is uncomfortable
If you are like 50% of people in the USA and classify yourself as shy, you may want to check out what I call, "the seven self-destructive mindsets to selling." This will help you understand the logic for why you feel this way and offer advice on how you can overcome it, even if you are an introvert.
Judy suggests that most people worry, especially if they are trying to network with high profile individuals, that they will have nothing of value to offer. She says this is just a limiting belief. Everyone has problems and everyone needs solutions. Judy recommends that if you just start, you’ll work it out.
I like to think of this simple rule of thumb: If you’re feeling uncomfortable, you’re probably meeting the right people. If not, then you’re not.
Where do you start?
First, get in the right room. When you’re in the right room, start by saying, "Hi, how are you?" Then use the below three golden questions:
* How can I help you? – This is a great rapport builder and a perfect lead into the conversational elevator pitch, discussed in session three.
* What other ideas do you have for me?
* Who else do you know that I should talk to?
Once you see this works and works well, get braver and speak to more/higher profile people.
Don’t be afraid to ask for help
As JV Crum III said in episode 18 and 19,
18 min