Why would people want you as a trusted connection in their network? What sets you apart from the rest? What value do you bring to their network? Why do business with you? These are all questions business people ask themselves when looking to expand their business network.
It’s no secret, emotions are powerful factors that play a big role in the decision making process. Emotions will move people towards or away from you, when choosing who they will do business with. To increase your network, you must appeal to people, to appeal to people you must listen to what it is they want and need.
Make people feel special. Smile and truly welcome your new contact without going into a hard sell. Your attitude must be one of friendly service and interest in them.
Ask people questions that are specific to their business and personal lives. Who would be the best new contact for you? So tell me about your business. Do you live in the area? Asking these questions will get your new contact talking all about themselves. Pay close attention, and continue to question their comments. Asking them questions will move them to ask you, So what is it that you do?
Tell a story. People love hearing stories, when asked questions from your new contact, turn your answers into short stories, about how you began your career and what has happened since. Remember, you’re not reading your life story, keep it short and to the point and always bring the focus back to your new contact, for example, So how did you get started?
Make realistic promises. As we all know, 1st impressions are the most important. When taking the next step with your new contact, be sure not to just tell them what they want to hear in order to get a private meeting with them. When you say, “I definitely can make that happen for you, lets meet Monday and square it all away.” Be sure you can or all you will be looked upon is untrustworthy and a waste of time to your new contact. If you say you will call them at 3 tomorrow, put it on your calendar in front of them and be sure to call at 3. Be realistic, and then exceed their expectations!
Provide a high level of service. Show respect for them and for their time by being on time for any appointments you may have set up. If you are late, call. Be consistent with a quick response, and keep them well-informed.
All of these techniques lead to building trust, which of course is why when it is time to make a business decision with you involved, and you have not disappointed them in the past, it will be easier for them to move toward you and refer other to you as well. People expect value from you, and they also want to feel valued by you.
In the Philadelphia area? I invite you to The Ultimate Networking Event Live, Philadelphia, South Jersey and Delaware’s Premier Business to Business Networking Event since 2009.
Register Now at http://ultimatenetworkingevent.eventbrite.com
Looking forward to seeing you there.
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Thomas Camarda is a professional networker and speaks at networking events and seminars nationally. Thomas offers Networking training, both one-on-one or for your Networking Group.
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