Being an exceptional networker

Article contributed by Nic Dale.

There are four skills you can learn to make you an exceptional networker;Firstly, to network effectively you must do what your mother told you not to do. You must talk to strangers.

Secondly, you need a great answer to the question “What do you do?

Are you defined by your occupation?  Or do you deliver your answer in a way that encourages more conversation?

Invest time in creating a short commercial or elevator pitch that is 7-15 seconds long.  Your elevator pitch is not your 60 second pitch. Your elevator pitch is short and memorable and tells people

• What you do
• How clients benefit from working with you

Describe your talent not your title. For example rather than saying “I’m in real estate” you could say “I specialise in helping people get the most for their money when they buy or sell property.”

To create this mini commercial write down all the services you provide to your clients; think about the problems you solve or how you save them time or money.

Brainstorm why people choose to do business with you.  What makes you special?

Now write out what you do in a way that encourages more conversation.

Make sure your commercial is easily understood and then practice, practice, practice.

Thirdly, to be a good networker you must listen.  You must be interested not interesting.  Networking is not about selling, it is about making connections.  To be effective at networking you must be interested in the other person.  Advance the conversation by asking people what they do.

Then close the conversation by saying: (this tip is pure gold)

<NAME> it has been great learning about what you do.  I’d like to see if there is anyone in my database who may benefit from what you offer.  Tell me, what is your ideal referral and how can I best refer my clients to you?

Finally, after being told the types of referrals they would like, make sure you follow up and do what you say you’ll do.

Remember, networking is not about selling, it is about talking to strangers, making connections, being prepared with a well crafted commercial and following up.

Contributed by Nic Dale -AdCard Resultant nic@adcard.co.nz  www.adcard.co.nz (orginally presented as an educational to his chapter; thanks Nic!)