Use Networking Skills to Open Doors
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"Use Networking Skills to Open Doors"
Every entrepreneur knows how valuable networking skills are. Are yours up to par? Take some time here to hone your style, and pick up more lasting, effective contacts.
OVERVIEW [top]Like a true entrepreneur, Bill Clinton won the presidency in 1992 by amassing a vast network of contacts. "Friends of Bill" helped him raise money and recruit volunteers for the campaign. A master networker, Clinton found that each friend he made would in turn introduce him to a handful of influential VIPs; this snowball effect exponentially expanded his circle of contacts.
Follow Clinton's lead and network aggressively. That doesn't mean you must shake hands with random attendees at trade conferences and befriend them. A smarter approach is to leverage your professional contacts and let them open doors to new opportunities. Networking via referrals from your friends and acquaintances can prove less harrowing and more fruitful than "cold cultivating."
In this Quick-Read you will learn:
Article Contributors Writer: Morey Stettner
- How to make a great first impression.
- Steps to overcome the anxiety of mingling.
- How to network efficiently to meet the right people.
- Bill Smith urged me to call you because…
- Mary Jones thought of you when I asked if she knew anyone who…
- After reading your excellent letter to the editor in today's paper, I wanted to introduce myself…
- Seek networking opportunities where there is the greatest potential for value. Join the local Chamber of Commerce or another professional organization likely to include people whose business interests intersect yours.
- Look for ways to praise someone sincerely. Use the 3 A's: attitude, attire or astute observations.
- Strive to learn. Dig for information by posing clarifying questions, taking notes or asking for examples. This transforms superficial networking into a more productive use of your time.
- Prepare 20-second "elevator speeches" that summarize what you do. Anticipate the follow-up questions others will ask, and rehearse your answers.
- Before arriving at a conference, know who will be there. Ask the host for a list of attendees along with background information. Identify in advance the key contacts you want to meet.
- Plant aides nearby to "free" you from wasted chatter. Ask them to either bring in another person for you to meet or drag you away if you signal that you're stuck in a dead-end conversation.
- Make every word count, whether you're networking in person, by phone or online. Don't repeat yourself, ramble or change subjects abruptly. Attach a question after making a few statements to encourage a more lively exchange.
- Position yourself in a room so that you can maneuver easily. Avoid getting boxed in so that you can't see who comes and goes. That said, always focus on the person you're talking to. Don't show disrespect by looking around for other contact opportunities.
- When mingling in small groups, balance your eye contact so that you visually envelop everyone. If someone asks you a question, start your response by looking at that person. But complete your answer while looking at others.
Article Contributors Writer: Morey Stettner
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Articles in our Entrepreneur’s Resource Center appeared in print and online newsletters published previously by the foundation. More than 1,000 articles can be found in the categories below, addressing timeless challenges faced by entrepreneurs of all types.