Networking Without a Story is Like Fishing Without Bait

NetworkZing, a professional networking organization, offers free advice on business networking.

(PRWEB) November 2, 2005 -- NetworkZing, a professional networking organization, offers free advice on business networking.

People use the word networking daily but most do not know what it means or the power of this business verb.

v. net•work•ing

To interact or engage in informal communication with others for mutual assistance or support*

And while I’m on Dictionary.com*, let’s see the definition for bait.

n. bait

An enticement; a temptation*

Notice the key words communication, mutual assistance, support, and enticement.

Most people think networking is free donuts (notice all the powder sugar on the black suits) and coffee. In addition, they believe it is “how can you help me?” People are funny. Most of them don’t care much about what another person is saying, heck, most people don’t really listen. They just wait for a break, a moment of silence, so they can talk talk talk their way into the boredom of your mind.

Fear not my fellow overworked salesperson. There are those people who know how to make networking work. By following these techniques, many of which I have learned from other members, you will be fishing for new business with a huge net in a well stocked (defined) pond instead of a baitless hook.

1.   Listen first Ask opened ended questions. Listen. Do not look over their shoulder to see of the Danish tray has been refilled. Look into their eyes and repeat back their words to ensure communication. Remember, without the word communication you cannot define the word networking.
2.   Believe in the law of reciprocity You get what you give. The only way to be successful at networking is to help others. Walk into an event with the goal of helping people. You will be amazed by this law of human nature.
3.   Never offer your business card Only give a card when asked. I love the people (often men) who walk up to you with business cards blazing, telling me everything about their business. They (is this you?) hand out 100 cards and 99 end up in the trash. You need to get people to say the five magic words, and they will keep your card every time. What are the five magic words? — “How Do You Do That?”
4.   Get them to ask the magic 5 words Tell them who you are and what problem you solve, not what you do. Can you imagine a restaurant owner saying (at a networking event), “I have a great restaurant and have not had anyone get food poisoning in three years.”? Why do you continue to talk about your great products and service? Would you really offer bad products? If you are competing in today’s business world and the best you can say is “great service”, you are doomed.

Instead, tell a story. Here are a few beginning lines to help you get started.
a.   I help people make money by…
b.   I solve the problem of new business owners by…
c.   People love our company because we help…

If you do this well, the natural reaction is, “Wow, how do you do that?” Now when you are asked for your card, you can hand it over with confidence.

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