Top Ten Tips: Networking
Lesley Brewer runs The Introduction Company in Brawby, near Malton, in North Yorkshire. She offers her advice on making the most of networking and building better business relationships.
As a member of Forward Ladies, The Business Network in York and WiRE (Women in Rural Enterprise), Ms Brewer is encouraging fellow small business owners not to neglect networking opportunities during the credit crunch.
1. Eye contact- if you can’t look someone in the eye when you are speaking to them, you must address this problem as it’s a big issue. You will be perceived as shifty and you will not clinch as many deals.
2. Hand shakes- the firmer the better as it gives out the signal that you are strong-willed and passionate about both your business and meeting this new person.
3. Body language- if your potential client is folding his arms, he is stopping you from invading his space. If he is mirroring your every move, then you are in step with each other. Open gestures work best.
4. YOU are the product- if people don’t like you they will not buy a product from you. Make yourself more likeable, open and lively but not overpowering.
5. Your performance on the phone or face-to-face says it all- even if you are having a bad day, you must learn to take a deep breath and smile before you pick up the phone, or walk into that meeting.
6. Your staff are an extension of you- and are often the people that will represent you at meetings and networking events. Treat your staff well and get to know them. Make sure you value your whole team- your receptionist is often the first point of contact. Make your staff feel good – give them some praise for a job well done.
7. Keep your promises- how many times do you say “I’ll take a look and get back to you” and then you don’t. If you keep your promises, people will believe in you. And follow-up conversation after events.
8. Become a snappy dresser, stand out in the crowd- take a look at the competition. Keep your look up to date if you want to attract new business. It gives a positive signal.
9. Examine your personality for extremes- bad breath? Too desperate to clinch the deal? No one will buy from you. Bossy? Dull? Find out what your faults are and address them.
10. Networking nightmare- you would never buy anything from someone who could not give you their full attention for two minutes, so don’t always be on the look out for the next person to target.
