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Networking Anxiety - Get Over It!
Some people can enter a room full of potential clients and leave with a pocket full of leads. Others sweat at the mention of attending an event where potential clients are available to them for the asking. While networking makes good sense, getting into the swing of shaking hands with strangers keeps many people out of the "networking circuit."
I often hear from clients - "I don't know how to network;" or "I'm uncomfortable approaching strangers and talking about my business;" "I don't want to be pushy. It's just not me;" or "I don't know what to say." Believe me I can relate. I used all of those reasons and more to avoid networking events. I was afraid I would end up looking like a fool by saying the wrong thing or saying too much. When I finally stepped out and started networking my personal and business growth intensified.
Networking sets up mutually valuable relationships that offer an exchange of ideas, advice, contacts, leads and strategies that will increase your business revenues. It is an essential skill to develop, especially for entrepreneurs.
Beginning Networking
Overcoming the fear of networking or networking anxiety is easy if you start with these five strategies.
• Dress for success. When you know you look good from the top of your
head to the bottom of your feet you automatically walk tall with your head held
high. Smile. You want to create a lasting first impression that is sure to attract
more business opportunities.
• Prepare a few conversation starters. Positive comments about the event,
organization, speaker, food, or setting will do the trick.
• Nail down your 30-second elevator pitch to introduce yourself and your
company.
• Ask basic questions - name, company, what service or product the company
provides, position, what the company's current needs are.
• Prepare a few exit statements. "It was a pleasure meeting you."
"Thank you for your time." "Great talking with you." Wait
for a break in the conversation and then inject one of them and move on.
Now you look good, you can start a conversation with anyone and you can present your business without monopolizing the conversation. You will learn whether your target is someone you want to know better and you can move on to meet other people whenever you are ready.
Networking 101
Prepare, Prepare, Prepare. Preparedness is the single most important way to eliminate networking anxiety and have a successful experience.
• Do your homework. Learn about the event, the sponsors and expected
attendees. It is impossible to work a room and meet everyone present. Target
the attendees with whom you want to connect and stick with your plan. Research
your target potential clients so that you know some key points about the company.
• Have plenty of professional looking business cards with all of your
contact information on them, including your website and e-mail addresses.
• Prepare topics to discuss. Become informed of important current local
and national topics. You can also prepare topics that are specific to the companies
you are targeting.
Project the Right Attitude
• Go in with a helpful mind-set. You want to help the people you meet
by making referrals or offering other useful information. If you know someone
who can help the person you are talking with, pass the referral along right
then.
• Match up a firm handshake with your 'dress for success' appearance and
strong posture. Stay positive and be sincere. Be an attentive listener.
Plant and Move
• Stay focused so you avoid long conversations. You want to work your
way through your established plan. Long conversations will limit the number
of people you meet and could keep you from completing your set task.
• Find out enough information about a person and their company to determine
if you can fulfill their needs and provide them enough information about you
and your company to gain their interest. Plant the seed and move on.
Make Note and Follow Up
• Take a moment and make notes on the back of the business cards you
collect. You will forget who's who and what you discussed if you put it off
until after the event or to the next day.
• Follow up with potential clients and referral sources with an e-mail
or phone call within the next two days after the event. Remind them who you
are and where you met. Keep it short.
• Send a relevant article, newsletter or other information that may be
valuable to the person you are targeting. Relationship building is a continuous
process and involves a give and take spirit.
Advanced Networking
Expand Your Reach -
• Join business and networking groups in and out of your industry. The
more diverse your network the more potential you have for personal and business
success.
• Join Chambers, local trade organizations, women's organizations, community
organizations, book clubs, to name a few. How does joining a book club help?
You never know where you will meet the person that can provide you with a valuable
referral.
• Volunteer. Not only will you meet people from all walks of life, but
you will feel great doing it!
• Remember, it is not who you know that counts, but who knows you.
Overcoming your networking fears and concerns could add thousands of dollars to your bottom line.
Carrie H Johnson is founder of three businesses including a cleaning service she started with no money and grew to a multimillion dollar contract-cleaning company that supported 165 employees. During her 17 years as President of this company she received several business and community awards. Ms. Johnson is a small business adviser specializing in business and program development, business planning, public relations and marketing. She also is a journalist and author. She has written for several newspapers and has a book scheduled for release in early 2009.
Ms. Johnson has served on several Board of Directors including for The Center
for Women and Enterprise, a nonprofit organization whose mission is to empower
women to be economically self-sufficient and prosperous through entrepreneurship.
She also served on the board for the New England Minority Supplier Development
Council, Wayside Youth and Family Network, and the Boston Area Rape Crisis Center.
Ms. Johnson has a BA and MA in journalism from California State University,
Los Angeles and Northeastern University in Boston, MA. Please visit http://www.carriehjohnson.com
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