Networking: to interact with other people to exchange information and develop contacts, especially to further one’s career. The definition seems clear enough yet so many seem to struggle with how to talk with others, something that we do naturally every day. The missteps can be plentiful (and awkward and embarrassing) but shouldn’t have to be. Here’s where I see several problems:
- The Elevator Speech: Too much pressure to get it right as you have conversations. Ditch the speech and just talk naturally, allowing the conversation to evolve and flow.
- The Pitch: Thinking that everything about your products or services must be shared in the first 3-5 minutes. Psst – no one likes to be sold to…ever.
- The Vanity Collector: Somewhere along the way you were told that in order to network you had to get LOTS of names, contact info, and email addresses because the supposed winner is the one with the most. If those people (aka connections) don’t remember you later on, buy from you ever, or refer you to their friends then you really haven’t gained much from all your collecting. Aren’t collections supposed to hold value and meaning?
Talking to people is something that we do daily and talking with others about our business should be something just as effortless – just another part of the conversation. One of the most memorable examples of ditching the elevator speech comes from my friend, and client, Felicia Slattery. [Felicia is an industry leader when it comes to creating your Signature Speech and talking with others about your business.] Her video about a shared cab ride and how a very natural conversation morphed into an incredible door opening is a solid example of how conversations rock, watch the 5-minute video here.
For those leading with the pitch about their products and services they need to remember the first rule of networking which is your first conversation with a prospect should be about them, never you. If you remove those two talking topics then you’re forced to talk about a customer’s needs and that, my friends, is where the magic happens.
It’s only AFTER you learn about their needs can you speak about solutions, short-cuts and better ways, or connections you know, who they need to know.
The essence of networking is getting to know people. To know their needs. To know what’s important to them. To introduce people who would be great for each other – not relationship matchmaking but business dynamic partners who really should meet each other and work together because their services complement one another or the connection has the solution the other is seeking.
When you’re networking do your best to avoid the missteps described above. Throw away the scripts or at the least customize them to the individual before you. Better yet, use the scripts as conversation idea starters then make it your own.
I’d love to hear your stories about networking. Leave a comment.
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Mentioned Resource: Kill the Elevator Speech book by Felicia Slattery
Disclaimer: Affiliate links for these links have been shared which means I will earn a small commission from any purchases. If you’d prefer to purchase outside the affiliate links you can find the book on Amazon and the program on Felicia’s website.