The following is an extract from the book, Become a Game Changer, by Business Coach and Strategist Mark Brigden.
Networking is part of the marketing and sales process. It always has been and always will be. It’s a great way to build your profile, push you outside your normal comfort zone and add to your business leads. People like to deal with someone they know and trust, so it’s a perfect solution to gaining new clients without spending a lot of money.
However, networking is a skill that few people use well, and is now one of our most popular training courses helping you to articulate your point of difference in a manner that will make people keen to learn more and to deal with you.
Now if you can also master it in an environment where leverage is applied you will reap dramatic benefits. The online rules for networking use the same principles of reciprocity and strategic targeting.
The basics still remain pertinent – you need to focus on building a relationship with someone, not trying to sell them something. So this means as a starting point you have your personal statement succinct, in that it tells a bit about what you do, but leaves them wanting to know more.
As an example, if I was asked at a social gathering what I do, I could say “I provide strategies and techniques to help business owners become outrageously successful, by giving them opportunities that their competitors don’t have.” Now I’d have their attention and I’m sure they’d seek clarification.
Then you need to display more about them and display an interest in what they do. Gather as much information as you can politely. When you have their contact details you don’t harass them trying to sell them something, you first provide something of value to them, because you’re trying to build a relationship.
Always think about the relationship, not just the transaction. Customers for life are what you want to garner. I’m very big on getting away from transactional thinking, and instead building a solid relationship focus. The stronger your relationships, the less you have to seek new clients; they find you! Think of yourself as a farmer (cultivating relationships) rather than a hunter (zeroing in on a target).
Thanks to recent advances in technology, networking is now so much easier for you to also undertake outside of your normal sphere of influence (usually denoted by your location). Whether it’s a podcast, a webinar or internet marketing in general, you now get the opportunity to bypass the gatekeeper. This gives you tremendous power if you use it correctly; for the first time in history you can access the decision-maker directly.
How can you take advantage of this? Never underestimate the power and influence of storytelling. What’s your story? What examples or instances can you elaborate on to help push your cause or interest others? Communication is a key aspect. Successful leaders, be they politicians, sports coaches or business gurus, are great communicators. They are able to be emotive and sculpt their stories to target your feelings.
There’s no reason you can’t do the same.
Mark Brigden – Business Coach and Strategist
I can help you and your business succeed. That can mean different things from increasing sales, improving the bottom line, growing the company, a new direction or a better work-life balance. I help you envisage, articulate and then achieve your goals.
A good business coach will bring structure to your operations, creativity to your marketing and look to leverage off strategic relationships.
When you’re ready to think big, call Brig.
Visit https://brightstrategies.com.au/go
© Mark Brigden, 2016
