12-Step Networking Program

I currently enjoy the fact that almost 100% of my business comes from referrals from people tat I network with. It has been a great asset to learn how to network.

In 2001, most of my business came from cold calling. That year I joined the HEB (Hurst-Euless-Bedford) Chamber of Commerce. It was there that I was introduced to the concept of networking. One individual that I meant who became a mentor to me was Michael Stammer. I thank him for allowing me to use this article that he wrote some time ago.

12-Step Networking Program

1. Know why you are there.
Be on purpose.

2. Dress for the occasion.
Dress so it's LEAST likely to be noticed. Women: No purse — pockets are more practical.

3. Be aware of other people's space.
Stand as close as you've earned the right to be. You have to test this. Each person has their unique sense of personal space. You want to be in it without violating it.

4. Use a warm, interesting opening.
Ex: “What part of this world do you run?” Remember, the people you are meeting have already heard 20 people ask them "what do you do?" and they are likely in a trance. You have to wake them up. If you lighten up and have some fun, stay out of the ordinary, people will be more likely to want to spend some time with you.

5. Blend.
Match and mirror how the other person stands. Note their voice, energy, etc. People tend to feel most comfortable with people they feel are like themselves. A little NLP training can help here. [Read NLP: The New Technology of Achievement, a good reference on NLP, which stands for Neuro Linguistic Programming.]

6. Smile. Look at their eyes.
Actually the bridge of the nose is even better; it keeps you from staring. Notice their eye color; if you have gotten the color of their eyes you have really looked at and "gotten" them.

7. Demonstrate caring for the other person.
Ask “what is the profile of your ideal prospect?” Then LISTEN! Ask questions; write on their business card. (Ask permission first.)

8. Cards
Hold his/hers, and write while you talk. If you are right handed keep new cards in left pocket or vice versa. You don't want to be fumbling with 20 other leads you have picked up when you are trying to find your own card to give somebody.

9. Use a Memory Hook.
When people ask you “What do you do?” have an interesting, specific (preferably quantified) end-result benefit you can state in one or two brief sentences. This is called a Memory Hook. For example:

“We are in the business of helping entrepreneurs and sales professionals develop from good to excellent in sales results. Our clients average 42% increase in sales the first six months.”

What will you say when someone asks you “What is the profile of your ideal prospect?”

10. Leave.
Here are a few good techniques for getting away and on to another person:

* "I'm new here. Could you introduce me to a few people?"
* "You seem new here. Let me introduce you around." (Then introduce them to total strangers and watch the fun. They will suddenly be comfortable talking to a total stranger and you have broken the ice with someone new, too.)
* "Excuse me, but I need to meet several more people before I leave tonight."

When you leave use a warm individual-focused “Walk-Away Statement.” For example:

“Gene, I appreciate your sharing your unusual approach to specialty advertising. I'll keep it in mind when I meet folks that fit your client profile.” [see Building Your Referral Tree]

11. Follow-up
Call within 24 hours. Leads are like bananas - they ripen quickly. (see Artful Followups)

12. Prepare:
Don't try to wing it. Take some time to write out your Memory Hook and your Walk-Away Statement. Plan your follow-up process. Then practice. And most of all, have fun!

For more on Michael Stammer visit his website at www.jumproductions.com.


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