13 Networking Secrets, part 2

In my previous blog posting this week I shared shared my networking secrets # 1-5, here are more to get you out there an networking. 

6. Go with a Goal

If you are at all shy or afraid of going to an event by yourself or networking in a group of strangers you will want to go with a goal. First of all, know the types of people you want to meet; do you want to meet prospects who are your target market, referral sources or just friends? Say you want to meet 10 people ' then make sure you introduce yourself to and ask for 10 people's business cards.

7. First Impressions

Making a good first impression is important and it's the one thing you can't make up for if it goes wrong. Practice your handshake and eye contact prior to attending events to make sure you have a firm handshake, not limp or half grasp and that you are consistently looking into the eyes of the person you are talking to rather than looking around the room for the next person to talk to. For the best results, act like you are really interested in each person you talk to, asking pertinent questions to get to know them better and steer the conversation so you can ease away quickly while still showing you are interested.

8. Card Passing No No

Never "lead" with a card when you enter a room or circle of people, "leave" the card or wait until someone asks you for your card. Don't presume everyone wants your card. If they don't want it, they won't do anything with it anyways so why waste it on them? It's more important for you to get their card because you want to build your database, email marketing list and you want to be able to follow up with them. You can always mail them your card later if you have theirs; they will appreciate it more and possibly think more highly of you since you took the time to follow up.

9. Build Relationships

Your goal of networking should be to build rapport and long-lasting relationships with the people that you meet, it should not be to SELL, SELL, SELL; that's a big turnoff. Don't expect people to use your services the first time they meet you; if they do, great, but don't depend on it. More than likely it will take 5-7 meetings before people will warm up to you so be prepared to network in certain organizations you choose for some time, try each of them for at least 6-12 months or one year of membership. Remember however, you will get out of a membership what you put into it so if you are not active or don't attend a lot of functions, you won't meet enough people in order to reach your desired 'expert' status or 'top of mind awareness'.

10. Help Others

Another main reason for your networking should be to give; give referrals to others you meet, give free 'expert' advice about what you know, give suggestions on business or practices, make connections between people who need to do business with one another, even if that doesn't involve you or your business. If you make this the main reason for networking, karma will reward you with more than enough referrals and direct business that you could ever expect.

11. Don't 'Feature Dump'

'Feature Dumping' occurs when you're talking to people and you proceed to list all your services, benefits, features and everything about you and your business when maybe no one even asked you. You ideally want to find out what the other person wants and needs by asking questions and getting them to tell you. Their needs and wants might have something to do with your business or they might not. If they need your services or products, then of course after you LISTEN to what they need, you can respond with the solution to that need (NOT EVERYTHING, just that need).

12. Take Notes

When you ask for someone's business card and talk to them briefly, remember something unique about them or your conversation or something you need to follow up with them about and write a note on the back of their card. You can do this right then and there or wait until you get to your car. I also suggest writing on the back bottom of each card where you met them, use an acronym if need be. This is good for sorting in your database by group, organization or event for follow up letters, etc.

13. Follow Up

This is the most critical part of any networking ' NO MATTER WHAT! If you aren't doing your follow up, you've wasted your time and money attending the event. Follow up on every person within 48 hours. Call the hot prospects and email or mail them info about how you can help them (assuming they told you what they need/want from you). Call, email and/or drop a note to the warm prospects or referral sources and email or drop a note to the colder ones or those who you aren't sure about yet.

If you have an email newsletter, be very careful NOT to just add anyone you meet networking to your list; they need to opt in either in person when you meet them (you can write a note about adding them to your email on the back of their card) or you can send them a follow up email telling them about your newsletter and offer to sign them up or respond if they want to sign up for it.

I hope these tips have helped you – now GET OUT NETWORKING!

Furthermore, if you want help with your networking, I would suggest signing up for one of my Private Coaching Programs (find out more at http://www.JumpStartYourMarketing.com/coaching), however you can always start out with a complimentary Getting Acquainted Session too if you want to 'see' what's possible first but I do take these very seriously so please only serious entrepreneurs apply. If you're more of a do-it-yourselfer, check out my JumpStart Your Marketing(TM) System or other products online at http://www.JumpStartYourMarketing.com/products.

© Copyright 2010 K. Sawa Marketing International Inc.

WANT TO USE THIS ARTICLE IN YOUR E-ZINE OR WEB SITE? To publish this article in your ezine or website please include the following blurb: Katrina Sawa is an Award-Winning Author, Speaker and International JumpStart Your Biz Coach who's helped hundreds of small business owners take dramatic steps in their businesses to get them to the next level in business, revenues and their personal life. She offers one-on-one coaching, group coaching and do-it-yourself business-building products. She's been featured on various news talk shows and radio shows including Oprah and Friends XM Radio. Go online now to get started with her Free Entrepreneur's Success Kit at http://www.JumpStartYourMarketing.com!

13 Networking Secrets

This blog is written especially for entrepreneurs and small business owners and anyone who needs to meet a lot of people and build relationships in order to promote and increase their business.


I built my marketing consulting business through extensive networking and here are My 13 Networking Secrets to Get the Most Bang for Your Buck and Time….

1. Research Events

Make sure to research the networking events you want to attend before you attend them so you don't waste your time at events or meetings that may not have your target market readily available at them. To find local events in your area, first find all of your area chambers of commerce, there might be many of them and any specialty associations or organizations that would pertain to your business or target market. Then locate all of your area large venues, meeting rooms, convention centers, concert halls and anywhere an event could be held ' more than likely they will have a website with an events calendar. Finally, read and go online to look up events in your local newspaper on their business calendar or in the main section, inside business publications and social magazines (plus watch TV and listen to radio shows who will promote events ' these usually get promoted really close to the event however to plan).

2. Be Prepared

Now that you know where to network, make sure you are prepared for the event. Order yourself a name badge that you can wear to all events and even out running errands ' you never know where you'll meet a potential client! It is important of course to also make sure to use your logo, company colors and a good, descriptive title under your name on your badge for branding as well as it adds credibility and professionalism.

3. Keep Materials On Hand

Make sure to always keep any of your sales flyers, brochures and business cards in your car at all times, keeping them current and never running out; you never know when you will be able to display or hand them out at an event or meeting.

4. Your Commercial

Practice your 10 sec, 30 sec and 60 sec commercials because most events and meetings will ask for different lengths of commercials if you get a chance to stand up and tell who you are and what you do. The 10 sec commercial is for casual one-on-one conversation or a quick introduction typically and the 30 or 60 second ones are for stand up opportunities. Stick to your name, your business name, and a one sentence description about what you do and/or a question to make people think. Then make sure you mention your website and some sort of call to action.

5. Timing

Always arrive at meetings and events a few minutes early and be prepared to stay late and meet those people you don't know yet, meet and get to know EVERYONE! Also, you should attend a function for the networking purposes (that's why it's important to research which events), not for a specific speaker (unless you are going purely for self-improvement); if the speaker turns out to be good then that's a bonus! It’s tempting to hang out with the same people however you want to continually look out for those you don't know and go up and introduce yourself to them.

I will share more networking tips in my next blog posting later this week!

Until then, for more information about coaching go online and fill out my Free Biz Quiz at www.JumpStartYourMarketing.com/quiz! I respond to them personally and will set up a complimentary Getting Acquainted Session with anyone who fills this Quiz out.

© Copyright 2010 K. Sawa Marketing International Inc.

WANT TO USE THIS ARTICLE IN YOUR E-ZINE OR WEB SITE? To publish this article in your ezine or website please include the following blurb: Katrina Sawa is an Award-Winning Author, Speaker and International JumpStart Your Biz Coach who's helped hundreds of small business owners take dramatic steps in their businesses to get them to the next level in business, revenues and their personal life. She offers one-on-one coaching, group coaching and do-it-yourself business-building products. She's been featured on various news talk shows and radio shows including Oprah and Friends XM Radio. Go online now to get started with her Free Entrepreneur's Success Kit at http://www.JumpStartYourMarketing.com!

How to Create a Memorable Leave Behind or Handout for Your Networking

I am assuming that you ARE networking somewhere! You had better be - it is the best way to meet new people and build those relationships that turn into repeat sales and referrals. Now the question is - What do you bring, pass out or display when you network?

Obviously, you are going to bring a lot of business cards. What else can you pass out that will be memorable or useful for the people you meet? Most of you know about my FREE Networking Calendar (if you do not, go to the Resources page on my Web site and check it out) and I assume you use it to schedule your networking each month. This is a great example of a creative and useful tool. I hand this calendar out to the new people that I meet. It catches their attention and entices them to sign up for my email newsletters so that they can receive it every month. It is a marketing tool that works for me.

What can you develop, create, write or design that is creative, useful, and something that people (meaning your target market, not just anyone) will want? This item should also be easy for you to print, buy, and/or reproduce at a low cost.

This does not mean, for example, that if you are a mortgage consultant or realtor, that you should develop a list of homes that have sold in the area last month or a sheet with today's rates on it. That is no fun and people really will not care about that. Instead, it means to create something that is truly unique.

The following are some examples that you could tweak for your business.
1. A checklist of things people need to know in regards to your product or service.
2. The top 5 -10 mistakes people make in their ____________ (fill in the blank).
3. The top 3 things to do in your ___________ (fill in the blank) to make more (money, save time, etc.).
4. A list of resources that pertain to your business somewhat, but that are useful to help others save time or money.
5. A Special Report on _____________ (fill in the blank) whatever 'hot buttons' your target market has regarding your product and/or service).
6. ____________ (fill in the blank) Guide or Worksheet
7. A list of questions to get people thinking (before they buy a certain product or service for example).
8. A CD recording of yourself providing tips or free advice.

I also distribute little books to put your business cards in (mine are red and black with my Web site and logo on the front of the holder to match my brand). I have found that people love these. I also try to give them to 'newbie' networkers since they do not hold that many cards. More established networkers need much larger books.

Consider talking to a promotional products company. Brainstorm with them to select something that is creative (other than pens, paper, magnets, and calendars) that you can distribute. Be sure that it is something people will want to hold on to, keep handy or pass on. Take some time making your selection. If you do not, you will just end up ordering the same old pens - BORING!

For more information about coaching go online and fill out my Free Biz Quiz at www.JumpStartYourMarketing.com/quiz! I respond to them personally and will set up a complimentary Getting Acquainted Session with anyone who fills this Quiz out.


 
© Copyright 2010 K. Sawa Marketing International Inc.

WANT TO USE THIS ARTICLE IN YOUR E-ZINE OR WEB SITE? To publish this article in your ezine or website please include the following blurb: Katrina Sawa is an Award-Winning Author, Speaker and International JumpStart Your Biz Coach who's helped hundreds of small business owners take dramatic steps in their businesses to get them to the next level in business, revenues and their personal life. She offers one-on-one coaching, group coaching and do-it-yourself business-building products. She's been featured on various news talk shows and radio shows including Oprah and Friends XM Radio. Go online now to get started with her Free Entrepreneur's Success Kit at http://www.JumpStartYourMarketing.com!

10 Holiday Specific Networking Do’s and Don’ts

From social holiday gatherings to work related parties and events, it is important to follow a few do's and don'ts to make this time successful to you and to your business.

During the holidays, not all of the regular networking tips apply; often times you have to be a bit more discrete. However, you do still want to take care of the basics however, such as:

1. Wear clothes with pockets or bring a handy purse (for women) to at least fit business cards. Don’t forget your pen!

2. Ask questions of others to find out more about them, what they do, who their customers are.

3. Try not to drink too much. This could prove to be embarrassing and unprofessional.

4. Collect business cards - follow up with them later and send them yours, you do not need to force yours on them at that time.

5. Bring a hostess (host) gift such as a bottle of wine, an ornament or candy of some sort.

6. Try not to talk too much business during the holidays unless for your industry and the type of event it warrants this.

7. Focus on finding out more personal information about others so you have more to discuss, fall back on or follow up with in the future.

8. The holidays are a good time to drop in on clients and prospects or referral sources with 'good cheer' (coffee, candy, cards, gifts, etc.).

9. Ask people to coffee or arrange a coffee gathering for a bunch of close contacts, clients or friends.

10. Have fun!



© Copyright 2009 K. Sawa Marketing International Inc.

WANT TO USE THIS ARTICLE IN YOUR E-ZINE OR WEB SITE? To publish this article in your ezine or website please include the following blurb: Katrina Sawa is an Award-Winning Author, Speaker and International JumpStart Your Biz Coach who's helped hundreds of small business owners take dramatic steps in their businesses to get them to the next level in business, revenues and their personal life. She offers one-on-one coaching, group coaching and do-it-yourself business-building products. She's been featured on various news talk shows and radio shows including Oprah and Friends XM Radio. Go online now to get started with her Free Entrepreneur's Success Kit at http://www.JumpStartYourMarketing.com!

“JumpStart Your Business Right Now – Get More Clients, More Money and More Free Time for Yourself!” ,part 4

For those of you who really need some alone time to rejuvenate and prepare to get back to business, try a weekend retreat for yourself. Go away from your home and your office for 2 days, stay over night if you can in a hotel or spa retreat to gather your thoughts and plan the coming year.

During this retreat, you will want to write down every idea or creative thought that comes into your head. Then you want to plot out on a big calendar any annual events, promotions, sales or focuses for your business. Along with those, you will want to outline timelines or deadlines for needed tasks or items in order to accomplish those such as book a hotel conference room for the client appreciation event and order and send invitations. Plot those on the calendar too allowing ample time to accomplish each item. Don’t forget to add in your personal vacations and family time too – you have to do this to keep balance in your life for sure but if you don’t calendar it right off the bat, that time gets eaten up doesn’t it??

Your client base is your most valuable marketing resource so keep adding to it, following up with everyone on it and work them for repeat business and referrals and you will succeed. If you keep reaching or spending money trying only to get new business and forgetting about the old contacts and clients you will most likely fail.
Now, get networking

Furthermore, if you want help jumpstarting your business, I would suggest signing up for one of my JumpStart Your Marketing coaching services or a 1 Hour Business Brainstorm Session! You can find out what those entail and how they will benefit you on the products page of my website at http://www.jumpstartyourmarketing.com/

© Copyright 2009 K. Sawa Marketing International Inc.

WANT TO USE THIS ARTICLE IN YOUR E-ZINE OR WEB SITE? You can, as long as you include this complete blurb with it: Katrina Sawa is known as The JumpStart Your Biz Coach because she literally kicks her clients and their businesses into high gear. She works with highly motivated women entrepreneurs that want to maximize and fast-track their business to make more money and enjoy more free time. Katrina uses online and offline Relationship Marketing Systems & Strategies to leverage your resources, contacts and your expertise; plus she kicks you in the butt to implement it all too! Get her Free Tips, Free Audio & Free Report online at http://www.jumpstartyourmarketing.com/

“JumpStart Your Business Right Now – Get More Clients, More Money and More Free Time for Yourself!” ,part 3

Take some public speaking courses, do a lot of practicing in front of the mirror or a friend, or you can even join Toastmasters or a business referral organization which will help you fine tune your 10, 30 or 60 second commercial. If all else fails or none of this appeals to you, too bad, do it anyway.

Let’s face it, running your own business is tough, you don’t always get to do the things you like to do, sometimes you have to do the things you don’t like to do – so get used to it and fake it ‘til you make it.

The trick to networking for those who are shy or who don’t like crowds or small talk is to ask a lot of questions and ask for other people’s business cards. Don’t worry about talking about yourself or passing out your cards, just worry about the other person and getting their card. Ask them lots of questions about them, their life, their business, their target market, what kind of referrals they like to receive, etc. Because you can always follow up later and send them your card and info!

An important thing to remember when networking is to make sure you wear a clear, professional nametag so when you’re busy talking about other people and what they do at these events, they can still read your name, business and what you do on your shirt so in case they are interested in what you do, they will ask.

So, now that you’ve started networking, doing your follow up and the leads and referrals might be starting to trickle in, what else is there? How are you marketing your business? Do you have a written marketing plan that you refer to and update on a regular basis? If not, write one. There are free seminars offered in most cities by the SBA or other Business Centers who are there to be a resource to small business owners or of course that’s something I can help you with too in my 1 Hour Business Strategy Session

Furthermore, if you want help jumpstarting your business, I would suggest signing up for one of my JumpStart Your Marketing coaching services or a 1 Hour Business Brainstorm Session! You can find out what those entail and how they will benefit you on the products page of my website at http://www.JumpStartYourMarketing.com!

© Copyright 2009 K. Sawa Marketing International Inc.

WANT TO USE THIS ARTICLE IN YOUR E-ZINE OR WEB SITE? You can, as long as you include this complete blurb with it: Katrina Sawa is known as The JumpStart Your Biz Coach because she literally kicks her clients and their businesses into high gear. She works with highly motivated women entrepreneurs that want to maximize and fast-track their business to make more money and enjoy more free time. Katrina uses online and offline Relationship Marketing Systems & Strategies to leverage your resources, contacts and your expertise; plus she kicks you in the butt to implement it all too! Get her Free Tips, Free Audio & Free Report online at http://www.jumpstartyourmarketing.com/

“JumpStart Your Business Right Now – Get More Clients, More Money and More Free Time for Yourself!” ,part 2

To effectively follow up with new prospects, new contacts or anyone in general you can do any or all of the following:

Mail a handwritten note with your business card “It was great to meet you, let’s get together for coffee to see how we might be able to work together. When are you available next week?”

Send a personal email “It was great to meet you, this is what I do now tell me what it is that you do so that we might be able to refer business to each other.”

Make a phone call to say “It was great to meet you, how could we help refer business to each other?”

Not only do you need to follow up with these people within 48 hours of meeting them, but you need to follow up again and again and again. Find new approaches each time, ask them questions, ask them for coffee, mail them a list of your services, drop off a promotional item and your brochure or email them an article you read that you thought they might be interested in.

Persistence is the key. If a lead is really warm to hot, you will want to follow up or contact them at least four times. If they turn you down at all or tell you no, keep trying different angles, kill them with kindness, refer a potential client to them, show them you give without expecting to receive. Most of the time, with persistence, you can win the sale or meeting.

Now, I can hear some of you thinking, “Ok, the follow up isn’t the problem, it’s the actual networking, talking to people I don’t know in a big crowd.”

Well, what I say to that is get over it!

Furthermore, if you want help jumpstarting your business, I would suggest signing up for one of my JumpStart Your Marketing coaching services or a 1 Hour Business Brainstorm Session! You can find out what those entail and how they will benefit you on the products page of my website at http://www.JumpStartYourMarketing.com!

© Copyright 2009 K. Sawa Marketing International Inc.

WANT TO USE THIS ARTICLE IN YOUR E-ZINE OR WEB SITE? You can, as long as you include this complete blurb with it: Katrina Sawa is known as The JumpStart Your Biz Coach because she literally kicks her clients and their businesses into high gear. She works with highly motivated women entrepreneurs that want to maximize and fast-track their business to make more money and enjoy more free time. Katrina uses online and offline Relationship Marketing Systems & Strategies to leverage your resources, contacts and your expertise; plus she kicks you in the butt to implement it all too! Get her Free Tips, Free Audio & Free Report online at http://www.jumpstartyourmarketing.com/

“JumpStart Your Business Right Now – Get More Clients, More Money and More Free Time for Yourself!” ,part 1

Do you need to get back in the swing of things with your business after the holidays and not sure where to begin?

Are you feeling stuck on what to do or where to do it?

Well, the first thing I would tell most of you is to get networking! Jump right up from your desk, bring a stack of business cards and attend some events pertinent to your business right off the bat. This is the best way to generate new leads and new contacts; just do it, don’t think about it. This might be tough or uncomfortable and you might want to ‘ease’ your way back into those circles, but don’t do it. Otherwise it could take you up to three months to get back on track.

Get networking now to chamber events, trade or association meetings, business events or expos – anything where your target market will be. Afterwards, you’ll be forced to follow up and the whole marketing cycle begins again!

Follow up you say? What’s that? Well, in my experience only about 5% of small business people do this on a regular basis, however it can be the single most effective way to attract and retain new business and referrals. What are you waiting for? No one is going to do your networking or your follow up for you.

Furthermore, if you want help jumpstarting your business, I would suggest signing up for one of my JumpStart Your Marketing coaching services or a 1 Hour Business Brainstorm Session! You can find out what those entail and how they will benefit you on the products page of my website at http://www.JumpStartYourMarketing.com!

© Copyright 2009 K. Sawa Marketing International Inc.

WANT TO USE THIS ARTICLE IN YOUR E-ZINE OR WEB SITE? You can, as long as you include this complete blurb with it: Katrina Sawa is known as The JumpStart Your Biz Coach because she literally kicks her clients and their businesses into high gear. She works with highly motivated women entrepreneurs that want to maximize and fast-track their business to make more money and enjoy more free time. Katrina uses online and offline Relationship Marketing Systems & Strategies to leverage your resources, contacts and your expertise; plus she kicks you in the butt to implement it all too! Get her Free Tips, Free Audio & Free Report online at http://www.jumpstartyourmarketing.com/

Thursday, August 21 - Katrina is the Featured Speaker at the eWomenNetwork Accelerated Networking Luncheon in Stockton

Thursday, August 21 - Katrina is the Featured Speaker at the eWomenNetwork Accelerated Networking Luncheon in Stockton

Location: Brookside Golf & Country Club in Stockton
Time: 10:45 am - 1:30 pmRegister online - click here
Topic: "Discover the 4 Keys to Becoming the 'Go-To-Gal' for Your Industry or Organization - Which Leads to More Revenue!"

"Discover the 4 Keys to Becoming the 'Go-To-Gal' for Your Industry or Organization - Which Leads to More Revenue"!

Catapult your business into a hugely successful and profitable business this year by transforming yourself into the Go-To-Gal for your industry or organization. The 4 Key Attributes of a Go-To-Gal:

1) You're everywhere and everyone knows you,
2) You have a professional and recognized brand,
3) You're extremely knowledgeable and it shows and
4) You ACT on opportunities!

So, come and learn how to become the Go-To-Gal and don't worry, you don't have to be good at sales or event outgoing - but you MUST be motivated to implement!

At this powerful event you'll learn:

• How to make the most of your marketing dollars - to spend or NOT to spend??
• How to take advantage of opportunities that are right in front of your face!
• Simple, easy Relationship Marketing Strategies to give you more repeat business and referrals
• How to get more publicity and exposure in your business and community