So today is the day people wander back into the office from days of Stampeding and whooping it up in tents, bars and hotels (ballrooms and conference centers I mean). You look in your pockets and on your desk and see all sorts of cards from the last 10 days. Business cards, scraps of paper with names and numbers. Now is the time to act!
You can take the approach of most people - can't completely remember where you met each person, didn't make any notes on their cards and generally feel a little uncomfortable with just the idea of randomly calling people. No real agenda or reason to call (that you remember). So the cards will sit until next week. Hopefully then you will have more initiative and courage to make those re-introduction calls. Or maybe not.
Then there's the approach of people following our Stampede networking tips. You, like everyone else, return to your office with a stack of business cards and phone numbers. You have made notes on everyone of those cards and can at least piece together where you met each person and what you talked about. Now is a critical point ... what are you going to call about?! Too often people call with the "Hey, I am just touching base" message. Completely ineffective! So with each person you are going to call, plan to:
a) Remind them where you met;
b) Make reference to what you talked about in the beer tent (regardless of if it was personal or work); and
c) Give them a reason for you to keep talking, get together and build a relationship.
If you use these three keys and get back to each of the cards you have this week (starting Tuesday because Monday might be a little quick to pounce) then you are going to find business in those cards! Guaranteed!
Don't waste the opportunity to make use of all those great Stampede moments and contacts! Now is the time to act with a great offer and strong confidence that, even sober, they need what you are selling!
Showing posts with label networking. Show all posts
Showing posts with label networking. Show all posts
Monday, July 13, 2009
Tuesday, June 30, 2009
Stampede Networking
Its that time again in Calgary, time for the Calgary Stampede. It is also time for some of the worst networking practices I have ever seen. Sure, the amount of alcohol plays into that ineffectiveness so then we need to plan for it!
These networking ideas can apply to really any cocktail party, social event or networking breakfast:
1) Drink less than the people around you - seems like an obvious place to start but sometimes we forget.
2) Carry a pen and a piece of paper. This is key. Too often people don't have a card to write their information on, so you should carry a pen and paper to get their number or email. You can use the back of your own card if it has white space.
3) Focus on collecting cards instead of handing them out. Too often people return from a networking or Stampede event and say I handed out over 500 cards this week! Now who has the power in that situation? Unfortunately the people with your cards. Don't leave it to them to follow-up (or more likely not). Forget giving out information, get it! Get their information so you can follow-up with them forever.
4) Write information down on the back of every card you get. This is also critical. I will not remember you from the event. BUT, when you call and say, I met you under the big tent on Thursday, we were talking about how we played in the same hockey league and then you said to call you this week about the widgets we sell ... it will produce very effective results. Write down what you know you won't remember later.
5) Be memorable! This applies to your introduction, your explanation of what you do and your general level of energy. If I am going to meet 20 people this afternoon Stampeding, how will I remember you? If your typical introduction goes like this, Hi, my name is _________ and I work for _________, we do __________ ... then you need some help. Make what you do sound exciting. My friend Van says that insurance is the greatest product ever developed by man! It's insurance! What is he talking about?! Well, people remember his line, his passion and he gets conversations started.
6) Take an interest in everyone else first. People love to talk about them, not you. So become a master at asking questions to keep others talking. People will remember the great conversation they had with you - because they were doing all the talking. When you make others the focus, you see ways to work with them and sales will result faster than if you talk about you. Seems counter-intuitive but it's not. Talk about them.
7) Figure out how you can help. Look for ways to help the people you meet. Introduce them to others, figure out who they should meet, give them a prospect, buy them a drink. When they see you as an ally and someone who is prepare to help them, your stock rises and your relationship builds (so does your memorability).
Start with that. Above all that - have fun. People are drawn to those at any function that appear to be energetic, approachable and fun!
These networking ideas can apply to really any cocktail party, social event or networking breakfast:
1) Drink less than the people around you - seems like an obvious place to start but sometimes we forget.
2) Carry a pen and a piece of paper. This is key. Too often people don't have a card to write their information on, so you should carry a pen and paper to get their number or email. You can use the back of your own card if it has white space.
3) Focus on collecting cards instead of handing them out. Too often people return from a networking or Stampede event and say I handed out over 500 cards this week! Now who has the power in that situation? Unfortunately the people with your cards. Don't leave it to them to follow-up (or more likely not). Forget giving out information, get it! Get their information so you can follow-up with them forever.
4) Write information down on the back of every card you get. This is also critical. I will not remember you from the event. BUT, when you call and say, I met you under the big tent on Thursday, we were talking about how we played in the same hockey league and then you said to call you this week about the widgets we sell ... it will produce very effective results. Write down what you know you won't remember later.
5) Be memorable! This applies to your introduction, your explanation of what you do and your general level of energy. If I am going to meet 20 people this afternoon Stampeding, how will I remember you? If your typical introduction goes like this, Hi, my name is _________ and I work for _________, we do __________ ... then you need some help. Make what you do sound exciting. My friend Van says that insurance is the greatest product ever developed by man! It's insurance! What is he talking about?! Well, people remember his line, his passion and he gets conversations started.
6) Take an interest in everyone else first. People love to talk about them, not you. So become a master at asking questions to keep others talking. People will remember the great conversation they had with you - because they were doing all the talking. When you make others the focus, you see ways to work with them and sales will result faster than if you talk about you. Seems counter-intuitive but it's not. Talk about them.
7) Figure out how you can help. Look for ways to help the people you meet. Introduce them to others, figure out who they should meet, give them a prospect, buy them a drink. When they see you as an ally and someone who is prepare to help them, your stock rises and your relationship builds (so does your memorability).
Start with that. Above all that - have fun. People are drawn to those at any function that appear to be energetic, approachable and fun!
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