-
Ask open-ended questions in networking
conversations. This means questions that ask who, what, where, when,
and how as opposed to those that can be answered with a simple yes or
no. This form of questioning opens up the discussion and shows
listeners that you are interested in them.
-
Become known as a powerful resource for
others. When you are known as a strong resource, people remember to
turn to you for suggestions, ideas, names of other people, etc. This
keeps you visible to them.
-
Have a clear understanding of what you
do and why, for whom, and what makes your doing it special or
different from others doing the same thing. In order to get referrals,
you must first have a clear understanding of what you do that you can
easily articulate to others.
-
Be able to articulate what you are
looking for and how others may help you. Too often people in
conversations ask, "How may I help you?" and no immediate
answer comes to mind.
-
Follow through quickly and efficiently
on referrals you are given. When people give you referrals, your
actions are a reflection on them. Respect and honor that and your
referrals will grow.
-
Call those you meet who may benefit
from what you do and vice versa. Express that you enjoyed meeting
them, and ask if you could get together and share ideas.
Stephanie Speisman is a Success Coach who coaches groups and individuals
in business networking skills based on her booklet "99 Tips for
Successful Business Networking." Contact info: (301)469-8015, successcoach@erols.com,
www.strategiesforchange.com.
Related
Articles:
