Networking, After the Intro

This article is about the first meeting after the networking event.  In other words, you were at a convention, BNI meeting or whatever, met some one with whom you thought there could be mutual benefit.  In order to learn how to get up this part you might want to read my article about how to meet people. For now, however, we assume you have met some one and are now meeting with them for the first time.

For the most part, I would suggest something very casual – such as breakfast or coffee in a premium coffee shop.  The idea here is to be at ease.  That is not a cash register in front of you: don’t make them feel like one.  Remember, they were at the same networking event that you were.  They were looking for something.  Make this about them.

• “Why were you at ________?”  Or “What are you looking for?”

Be completely transparent.  There is nothing to hide here.  You are both business people in search of something.

Now, this is a tough one:

• Listen.

Listen completely.

Be completely okay with not understanding what, exactly they are talking about.

• “When you say ________, what, exactly does that mean?”

No one likes a know it all and most people like to talk about what they do know.  When you have really understood them and what they are looking for, stop and reflect.  Is there any way you can be helpful?  Perhaps there is another networking source you have met to whom you may refer them.  If there is, make the referral or suggestion.  If this seems to connect with the person, spend just a few minutes on how to make the connection.

Once the other person feels totally listened to and helped or at least been the recipient of your authentic concern, connect something they have talked about, in some way with what you do.  Remember, most people completely lose interest when it is not about them. Let’s say the person is an interior designer and you are a financial planner.  They say mentioned having spent summers as a youth with an aunt who owned an antique store.  You might say something like, “I was impressed by how you were so influenced by your aunt.  I was influenced with how poorly my parents planned their future!  I think that’s how I got into this field.”

• Then give a very short version of your background as it pertains to what you do.
• An even shorter version of what you do.

If they express curiosity or ask questions, answer with examples that are relevant to them.  For instance, with the interior designer, talking to them about what some VP of ABC corporation did is irrelevant, but if you can tell them a success story about a shop owner or some other independent businessperson with whom they can identify, then that will be helpful to them.

At this point, you have some choices – what you want is to either qualify them as potential clients or get a referral. What I do is combine those two into one and ask:

• “Do you know anyone that might benefit from that?”

Maybe it is because I’m generally diligent up to this point, but for me, about 1/3 of those people say something like, “I might want to use your services.”  They become prospective clients.

What to do from here is subject for another article, but for me, about ½ of those people actually become clients.

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chuck@businesscoachchuck.com

Coach Chuck

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