Tips for effective Networking using the it’s “all about you” philosophy.
“Your Network will determine your Net Worth!” Get out there and start meeting people.
On your way to the event keep repeating, “It’s all about you. It’s all about you, it’s all about you.!” Arrive at the event early so you can start networking immediately. Bring business cards, 3×5 cards, note pad, but most importantly, bring the mind set of… “It’s all about you.”
Your purpose is to meet and make new friends and to introduce yourself to people and connect with those who appear to be of interest to you. Your goal is for you to get to know them as that act alone will endear them to you and eventually lead to them desiring to know more about you. However, be prepared for that not to occur on your first meeting them. Keep you focus on getting to know them, not bragging about all of your avjievements.
It is better to develop a few good relationships at a meeting rather than just running around handing out and collecting business cards.
Use my “magic power words” formula to get and keep their attention.
The 5 most powerful words: “How may I serve you? (serve is better than help)
The 4 most powerful words: “Please tell me more” (Shows genuine concern)
The 3 most powerful words: “I am interested” (Or “I am impressed”)
The 2 most powerful words: “Thank you” (For sharing with me)
The 1 most powerful word: “YES” (I would be glad to refer business to you)
In conversation, and in the spirit of offering to give them referrals, you may ask: “How would you describe your ideal prospect for your business?”
Be authentic. Be interested in them and what they have to offer. Give them your undivided attention when they are speaking to you. Note: They want to pitch you on what they are selling as much as you desire to pitch them. You’re not trying to make a sale on the first encounter, you’re simply starting a relationship that may lead to making a presentation to them at a later date, if they show interest in what you are doing.
Remember their name and use it in your conversation with them.
Smile and show enthusiasm for what they are doing. Be complimentary.
If early in the conversation they ask what you do, give a quick few word answer and deflect back to what they are doing.
Them: I sell insurance, what do you do? (This could be Insurance, Real Estate, Banking, etc)
You: (In my case I say..) “Oh, I teach people about the importance of having a toxin-free home and offer them solutions, but, “Please Tell Me More” about what you do.” “What kind of Insurance do you sell?” (See how you bounce the conversation right back to them.) (Let them explain what they do.)
Them: They answer your question by explaining more about what they do.
You: “How long have you been selling Insurance?”
Them: They answer your question by telling you how long they have been selling insurance.
You: “What made you desire to get into the Insurance industry?”
Them: They explain how they got involved in their industry.
You: Where do you see yourself five years from now doing what you are doing now?
Them: Let them tell you their dream without judging or disparaging their job.
Eventually they may ask you what you do. (if they don’t they’re likely not a prospect.)
Be brief. You are not currently prospecting them, you are simply establishing a relationship.
You are circulating, communicating, cultivating, and collecting names, phone numbers and email addresses.
You: (You give them the courtesy of answering their question so that you do not appear sneaky evasive.) I am in the business of teaching homemakers how to have a “chemical free home” because creating a safe and healthy environment in the home leads to healthier, happier lives. (Now drop this part of the conversation and get back to how you may be of benefit to them.)
If there is any way we can serve each other it looks like I can refer my friends who need insurance to you, and you can refer your friends that are interested in “Toxin-Free” products to me. Oh, and I am also looking for reps, so if you know anyone that would like to earn some extra money in their spare time, you can refer them to me as well.”
At this point definitely drop the business conversation or move it non-business discussion, such as…
You: “By the way I am married and have three kids, how about you?” Then let them tell you about their family or their life situation. (You mention your family situation to set the example for them telling you their situation, so they do not feel you are interrogating them by asking them questions without you having volunteered any similar information. But remember your comments are simply to prime the pump to get them to talk about themselves, not for you to tell them your life story.
As the conversation winds down, decide as to whether they are a potential prospect or not. If they are, then suggest you meet for a cup of coffee in the coming week.
If you do not see them as a prospect, (customer or distributor), then say, “I guess I will be seeing you at future events, and meanwhile, if I need any Insurance, or run into anyone who does, I will give you a call.” If they have not volunteered to send you any referrals, do not ask for them to do so, simply end the conversation on a friendly note with no pressure.
You are looking for the folks who will start asking you questions about how they can have a chemical free home (or Pre-Paid Legal or Financial Services, or whatever you are selling) ,or how they can earn a few thousand dollars in their spare time.
Offer your business card and ask if they have one. Take out your business card out and start to hand it to them, but them pull it back and hold it against your chest and wait until they give you their business card BEFORE handing them your card. If they do not have a card either have them call you from their cell phone so you capture their cell phone number, (Millennial’s are receptive to this), or write their information on a 3×5 card or on a prospect form on your clipboard. Serious Networkers may even have a V-Card. Note: You ask them for their information and you write it down in your own hand writing to make sure it is legible, and you can read it when you get home. Read it to them and make sure the information is accurate.
As soon as you get home (if you did not do this at the event), put their information on your “People I met at Networking Events” form with the date, place and time you met them, and then send them an email telling them what a pleasure it was to have met them. Plan on giving them a phone call in the next couple of days. When you are ready to get real serious about your Networking you can begin asking for their mailing address and then send them a hand-written note telling them how nice it was to have met them. I guarantee you that you just may be the only one at the entire event who sent them a handwritten card.
Keep attending Networking Events. Keep meeting new people. And always remember; it is ALL ABOUT THEM! Eventually you will find those who are seeking what you have to offer. It is inevitable. It must come to pass. You will succeed.
Note: The “It’s all about them” philosophy continues through the development of the relationship and right into the business presentation. Yes, squeeze in a personal testimony, but make sure the focus is on them. Point out how they will benefit from using the products or services and show them how much money they could earn by building the business. The old saying that everyone’s favorite radio station is Wii FM, (Whats in it For Me), holds true in prospecting and making presentations.
Enjoy the journey,
Paul Morris is a top network marketer and trainer who has been building marketing organizations for the last 50 years. He is known as the mentor’s mentor. He is a former Amway Executive Diamond and has been #1 in the nation with several network marketing companies. Paul has used the principles taught in this lesson to build several organizations to in excess of fifty and one hundred thousand distributors. One organization was approaching one half million distributor/customers. Paul has held monthly volumes in his downline organization alone in excess of 15 million dollars per month. Many people ‘practice what they preach,’ but it is said of Paul, that Paul ‘preaches what he practices’ and has practiced his entire life. Paul can be reached at 954 818-0665 or via email at firstname.lastname@example.org or www.healthandwealthwithpaul.comPaul’s hobby is growing organic vegetables in his own back yard. He encourages people to “grow what they eat and eat what they grow.”On the social/spiritual side of life Paul has spent much of his free time in Scouting, Jail and Prison Ministry and other outreach ministries. He is happily married and the father of three children and has seven grandchildren. Whether it is a group of 14 in a living room or a crowd of 14,000 in an auditorium, Paul is sure to have them laughing, crying, and ultimately motivated and inspired to become all of that which they are capable of becoming. Paul’s philosophy is that success in this industry is not measured by the dollars you earned but rather by the lives you have touched and influenced in a positive way.
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