Networking - Your Way To Build Better Business Relationships
By Dianne M. Daniels, Certified Image Consultant
/ Color Analyst
This
article is a bit of a departure from my Image Consulting / Color Analysis
focus, but I believe that improving your image to further your career
or your business success is a necessary component of your overall plan.
If you look good and feel confident about your appearance, the networking
process will become infinitely easier for you.
Let's start looking at the process of networking,
some of the negative things we say to ourselves, and how we can turn
a fear of the unknown into an opportunity to shine!
You just picked up the mail and by the feel of the
envelope you know it is an invitation to a big event. One of your
current clients is the honorary chairperson for a local charity, and
they are throwing a huge fund-raiser in a few weeks.
Not only SHOULD you go, but many potential clients
will be there and it’s a chance to meet people and promote your
company. Sounds like fun...but before you even have a chance to develop
some enthusiasm, a little voice in the back of your head screams out,
"Wait a minute you! You’ll walk into that fancy ballroom
and see nothing but strangers! They’ll all know each other,
but no one will know you! Who will you talk to? What will you say?"
Sound familiar? Let me assure you, you are not alone!
It doesn’t matter whether the event is a Chamber of Commerce
Business After Hours, a local charity ball like Connecticut’s
Tommy Toy Fund event each year, or the local Toastmasters meeting,
it’s uncomfortable to walk into a room full of strangers, especially
when you want to make a good impression. It can also be one of the
best business opportunities you’ll ever run across.
The benefits of being able to "work" a room
with ease and grace are tremendous! For instance, you’ll feel
better about yourself and your business. You’ll be able to approach
future business gatherings with a genuine enthusiasm and confidence,
knowing that you will be both comfortable and productive. You’ll
make invaluable business contacts.
If you aren’t able to walk up to people, smile
and put out your hand to say "Hi", those opportunities may
be lost forever. Let’s talk about giving you the confidence
and the tools to walk into any room and just shine - whether the event
is a meeting, a fund- raiser or a seminar you’ve attended to
expand your business knowledge and your list of contacts.
My focus will be on several areas:
- Your attitude
- Focus on the benefits
- Plan your introduction
1. Your Attitude
So you’ve opened the invitation and now the
negative self-talk begins...people who register low in self-perception,
self-confidence and self- esteem can talk themselves out of attending
any meeting, seminar or event where they might feel out of place or
ill at ease in talking with new people. Does this sound like you?
Try this exercise: write down several of the negative
things you might say to yourself to avoid a new situation, then turn
it around and make it positive.
For example, if you say to yourself "I’ve
always had trouble meeting new people, that’s just the way I
am", turn that around to "I’m having fun practicing
meeting new people, and getting better at it all the time".
Positive affirmations like this one can help improve
your attitude from negative to positive and take a lot of the fear
out of new situations.
2. Focus on the Benefits
It’s important to know WHY you are attending
any event. What is your purpose in being present? To increase your
personal and community visibility? To meet and talk with new prospective
clients? To support an existing client’s cause or project? Because
you HAVE to?
Even in today’s busy world, there are events
that you must attend out of duty. Don’t let that stop you from
focusing on the benefits of meeting new people, exchanging conversation
and bringing back new ideas, new contacts or both!
3. Plan your Introduction
You may never meet another living soul if you wait
along the wall or in a corner to be introduced. Even if the event
has greeters or Ambassadors present, you don’t want to limit
yourself to their skills, information about you, their lack of contacts
or all three.
You should have a planned and practiced self introduction
that is clear and well-delivered. Tailor this introduction for the
event you are attending. I call it an "elevator speech"
because you should be able to deliver it in the amount of time it
takes to travel between 2 or 3 floors in an elevator. Short and to
the point!
A good self-introduction includes your name and something
about you that establishes what you have in common with others at
the event. If you’re attending a business event, add your business
name and something about your business to the speech, but make sure
it’s not too long. You want to give enough information to be
responsive, yet not so much that you bend someone’s ear for
minutes with your introduction.
If this is a meeting for an organization you’re
involved in, offer to be a greeter or Ambassador. You’ll then
have an excuse to be as outgoing as you want! To become more comfortable
in making small talk during the events you’ll attend, plan to
include a statement, a question or a pleasant note or fact about yourself
to initiate conversation.
Being a good conversationalist doesn’t mean
you have to do all the talking, however. Good conversation includes
a lot of listening. Ask questions that cannot be answered with a "Yes"
or "No" and the conversation will last much longer and be
more comfortable.
Next issue, we’ll continue the discussion of
Networking as a way to Build Business Relationships with a review
of business card content, using body language to deliver your message
effectively, and cultivating relationships after the event. I hope
you enjoyed this article, and see you next issue!
© 2003 Dianne M. Daniels is a Certified Image
Consultant, Color Analyst and Professional Speaker, founder of Image
& Color Services, and the publisher of The Image & Color Digest,
a monthly ezine. Maximizing Your Visual Impact is an essential ingredient
for success in a corporate career or an entrepreneurial venture. Visit
Image & Color Services at http://www.imageandcolor.com
