How to Communicate Effectively When Networkingstring(46) "How to Communicate Effectively When Networking"

Effective communication can be challenging. If it were easy, there would be no need for books, training programs, or research on the subject. There would also be far fewer divorces–and wars. And yet, communication is vital in business networking.  Your success in marketing your business and yourself rests mostly on your skills as a communicator. The clearer and more concise you make your message, the more easily it is passed on by your referral partners.

Three Common Ways That People Miscommunicate

  1.  They talk too much.
  2.  They use industry jargon.
  3.  They speak in generalities.

Any one of these mistakes can cause your message to be misheard, lost, or ignored. Even worse, these mistakes can create confusion or misinformation, and may possibly turn people against you, causing greater harm than if you had not tried to communicate at all. 

  1. The easiest way to avoid talking too much is to listen more. Of course you want to be polite and answer questions that people ask you. However, sometimes we get carried away and continue talking about ourselves long after we answered the original question. Be sure that you reciprocate and ask the same, or a similarly relevant, question to them.
    And then…. BE QUIET.
    When you ask someone a question, be respectful and give the courtesy of listening to what they have to say in reply.
    Remember, a master networker has two ears and one mouth, and they use them proportionally.
  2. You must eliminate industry jargon from your vocabulary in a networking situation unless you are speaking with someone in the same line of work as yours. It is best to simplify your message so the average person can relate to what you are saying.
    Here are some examples of possible responses when someone asks, “What do you do for a living?”
    • Rather than saying, “I do IT consulting and system hard drive analysis,” you can say, “I troubleshoot and tune up computers to keep them free of problems.” Most people easily relate to computers that are problem-free, while terms such as  “IT consulting” and “hard drive analysis” can be confusing.
    • Instead of saying, “I’m a marketing consultant,” consider saying, “I help businesses become known in the community.”

Did you notice how the industry jargon is eliminated and then replaced with a benefit statement in these examples? We went from industry-specific, feature-related terms and changed the responses to less-specific, benefit-related terms.

  1. In business networking, it is also important to make sure that you don’t speak in terms that are too general. General requests are hard for people to fulfill because they don’t bring a specific person or situation to their mind.

    If you were to ask a realtor what kind of prospect they want to meet and they say, “Anybody who wants to sell a home,” it is very unlikely that you will immediately think of someone who “wants to sell a home.” If you do know someone who is putting their house on the market, they are probably already working with a real estate agent. However, if the realtor says, “I would like to meet empty-nesters who are looking to downsize,” you immediately think of two or three couples whose last child has moved out. This answer from the realtor is more specific, which helps you think of homeowners who may be starting to consider moving to a smaller house.I know it may seem odd but the more specific you are, the wider the door opens in the listener’s mind. To network your business effectively, think of yourself as a profiler. The more accurately you profile and identify your preferred client, and the more specific your message about your target market, the better the referrals you will receive. Being specific is also very helpful when you ask someone to help you. If you would like a personal introduction to the CEO of the ABC Company, be specific when you ask one of your referral partners to introduce you. “Juan, could you arrange a one-hour lunch meeting for the two of us and Mary Sinclair, the CEO of ABC Company? She’s someone I would really like to meet, and because you know both of us so well, it would be great to have you there.” This request is specific and it gives Juan the details he needs to successfully complete the task and arrange the meeting.

Tips to Help Your Message

A great way to help you get comfortable communicating your simple and specific message is to practice delivering it. 
This is the most-asked question at networking events: “What do you do for a living?” 
This week, practice your response to this question, and time yourself, honing it until you can answer it clearly and concisely in one minute. It is important to keep in mind that the question is what do you do for a living, not how you do it

Another good way to craft an effective message is to identify ten jargon words that you have used in networking situations.
I suggest that you make a list with two columns–title the first column “Jargon Words or Phrases” and name the second column “Saying the Same Thing in Layperson’s Terms.”  Then figure out a way to replace the jargon word with one that is easily understood by the average person.

A third thing you can do to practice your message is to write out a referral request before presenting it to the people in your networking group. Make the request specific by using the name, company, and description (profile) of the person you would like to be referred to. Create a clear image of what your fellow members should look for and describe what you want them to do on your behalf. As an experiment, you can show your written request to someone close to you and ask them if it is clear, concise, and specific. Incorporate their feedback before sharing the request at your networking meeting.

 

You have to be specific when you talk about what you do, using easy-to-understand language. Effective communication is imperative to get referrals from your business networking efforts. Your networking partners must understand what you do in a way that helps them identify potential referrals for you and also helps them easily connect those people to you.

Ten Commandments for Business Networking

Ten Commandments for Business Networkingstring(40) "Ten Commandments for Business Networking"

It amazes me the number of people I meet who are at the top of their game in the business world, and yet they struggle with confidence when it comes to networking meetings. I wonder how they find networking so difficult when they are remarkably impressive performers in other areas of business.

The truth is, there are a lot of reasons people struggle with networking. Sometimes it is just confidence, and sometimes it is a lack of experience, organization, or time management.

This led me to create my Ten Commandments of Successful Networking. These are  step-by-step practical guidelines covering everything one needs to do to be a highly confident and successful business networker.

 Ten Commandments of Successful Networking

  1. Do Not Sell to Me. If we are trying to help one another get more business, you tell me your target market, I tell you my target market and when we are out in the world, we speak well of one another and refer one another. Do not try to sell to me – I’m your referral resource; you can sell through me to get to the people that I know. If I need your product or service, I will certainly call upon you. Don’t sell to me; build a relationship with me.
  2. Understand the Law of Reciprocity. If I am sending business to you, please keep me top of mind. Giving me a new client is the best thank you I can receive, and I will continue working to find referrals for you when I know you appreciate me. The Law of Reciprocity is part of social capital theory and in BNI® it is our principle core value – Givers Gain. If you help me, I’ll help you, and we’ll all do better as a result.
  3. Do Not Abuse Our Relationship. Sending me a bogus referral just to use me, my expertise, or my resources for free without asking permission first is the fastest way to lose my respect. Mutually beneficial referral partnerships are built on trust.
  4. Always Be on Time. If we have arranged a meeting to get to know one another and strategize how we can refer business to each other, don’t be late. I dedicated this time in my schedule FOR YOU, and I respect you enough to be on time. I expect the same. Don’t reschedule our appointment unless it is absolutely critical.
  5. Be Specific. Specific Is Terrific! Tell your referral partners, in a laser sharp way, how to refer to you. If you tell me your target market is “anybody” or “everybody,” that means nobody to me. The more specific you are, the easier it will be for me to find referrals for your business.
  6. Take Your Business Seriously. As your networking partner, I need to know your intentions. If your company is a hobby business, it will be difficult for me to assist you. If it is a part-time business, you are limited in the time you spend working on your business, and also in the time you have working to find referrals for me. However, if you’re working your business part-time with a goal of making it full-time, I am there for you,100%. You must be 100% in your business in order for your networking group to feel comfortable referring you.
  7. Follow Up on Referrals. When I send you a referral for potential business, please follow up with that prospect in a timely fashion– ideally within 24 hours. If you’re going out of town or will not be available for some time, a quick call, text, or e-mail to the person to let them know when you will be available will preserve your credibility AND protect my reputation in recommending you to someone I know and care about.
  1. Communicate. If I do something that upsets you, inadvertently send you a “bad” referral, or cause you to have ill feelings toward me, please communicate with me as soon as possible. I may not be aware that I have caused a problem for you. If you tell me, I can try to fix it. Referral networking is about relationships. Clear, open, honest, and direct communication is the best way to build effective relationships with referral partners.
Ten-Commandments-for-Business-Networking
  1. Protect My Reputation. Most people would rather die than risk their reputations. If I receive disparaging or derogatory feedback from a referral that I sent to you, it is as though you cut me off at the knees. Please do what you say you will do and live up to the ethical standards of your profession. Protect my reputation (and yours) by doing a good job.
  2. Prepare for Success. If you really want to grow your business, then prepare to receive more business. Does your current business plan include the next steps for your company’s growth? I will move mountains for my networking partners to ensure they get referrals on a consistent basis. 

Understanding and following these recommendations as a regular part of your business networking practices can help new and seasoned professionals network successfully. I’d love to hear your thoughts.

 

 

 

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50 Best Blogs for Young Entrepreneursstring(37) "50 Best Blogs for Young Entrepreneurs"

I am excited to announce that this blog was listed as #26 in the list of “50 Best Blogs for Young Entrepreneurs”!

Here’s what they said:

“Networking Entrepreneur: Even if you think you’re a pro at networking, check this blog for new tips and strategies as your business grows. Recommended Posts: Make No Assumptions and Clueless When It Comes To Conversing? Four Tips

The list, published by OEDb (Online Education Database), was created as a resource for young entrepreneurs who are looking to learn some basic business principles and discover how to communicate and collaborate in the real world before finding success.  Divided into categories (“Tools & Resources,” “Inspiration & Testimonials,” “Tips & Education,” “Industry News,” and Insights “From Young Entrepreneurs”), the list presents the top blogs that will help you communicate, collaborate, master the science of SEO and social media marketing, shake hands like a professional, and more.

Young entrepreneur or not, this list contains a cornucopia of excellent links that will provide you with an endless amount of useful information.

I’m honored to be included in this list of the “50 Best Blogs for Young Entrepreneurs” and I encourage all of my blog readers to check out the list and explore the great (and FREE)  information that’s out there to help contribute to your success!