Business Networking is a vital sales tool for entrepreneurs and small businesses. I’ve seen a lot of great advice given over the years – but very few people touch on what I have found to be the most important skill of all. Most networking advice focuses on what to say – how to position yourself, and how to develop your elevator pitch.
Most networkers rush into talking about themselves, and the services and/or products their business offers. However, networking is a long term game – and the initial meeting is just the beginning. Do not rush to blurt out all the details of your services. But be the first to ask “what do you do?” and focus on the other person. This gives you 5 advantages:
- You can discover whether the other person is a potential customer or a potential referrer for you – and adjust your “elevator speech” accordingly.
- You can see how to best pitch your services to hit the right “hot buttons” for them.
- If you offer multiple services you can identify which service is the most appropriate for them and focus on a powerful specific message for that –particular service, rather than using a generic “catch all”.
- By listening to the way they communicate and the language they use, you can identify the best way to communicate with them in a compelling manner.
- You can pick up specific areas where you can help people to connect them too or direct them to resources. By adding value for them before you’ve even talked about yourself you’ll make a tremendous impression.
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Karmen A. Booker is an Attorney, Business Consultant and Chief Consultant for Compu-Perfect Professional Services, a business consulting firm specializing in business incorporation, establishing limited liability companies, contract drafting & reviewing, and more. CALL ATTORNEY BOOKER at (301) 408-1082. View her website at www.compuperfect.net