Storytime at the Networking Event - Success Stories Give The Audience a Chance Play a Role

We've all been there.  We are at a networking event and it's time for the elevator speeches.  And one by one they drone one in a rhythmic fashion.  "I'm Bob with Bobs Inc."  "I'm Mary with Mary's Cleaning."  "I'm Steve with Steve's Warehouse."  Each introduction more mundane than the last.  YAWN!

But then something unusual happens.  We find that we're listening to someone more intently.  And before we know it, we're hooked.  We forget about the time and our wonderful buffet lunch, and find ourselves deep inside another world.  In this new world we are experiencing new and exciting things.  What is the difference?  A story.

When delivering your elevator speech (Magical Networking Moment), using stories will capture the imagination and move the audience to take action much faster than the facts.  So present the facts in a success story.  A success story is any recount of an experience a customer has had with you, your product, your service, or your business.  Success stories are extremely powerful.

Most people are thinking about themselves most of the time.  This is the challenge every marketer has when conveying information about their products and services.  How do we break the preoccupation of the audience? People will naturally listen longer and more intently to a story than to a pitch.  What's more, people are naturally curious and want to know how a story ends.

And when a story applies to them, people have the ability to project themselves into the story and really see the success happening for them too.  When they do, you have the rare opportunity to use their self-focus to your benefit. When people are able to think about themselves while using your product or service it translates into more business for you.

Be certain that your story is true as honesty is always the best policy and your integrity and credibility are keys to networking success.  And resist the temptation to embellish for effect.  Those who relate to the story won't need a larger than life experience to be drawn in.  That isn't to say that you shouldn't bring life to the story.  Include sensory words like saw, felt, tasted, and heard to bring the story to life.

And for those who are new to the company, use a story from a seasoned veteran.  Again, confirm the truth of the story but once confirmed, share the success story with audiences until you have your own.  Tell a success story every chance you get.  You may use different stories or the same one over and over again.  Remember there are always new ears listening.

One bit of caution when using stories.  Just as the audience will be drawn in and will loose track of time, so will you if you haven't practiced.  Don't attempt to tell a story off the cuff.  Practice your story in front of a mirror until you have the right facial expressions and you have a handle on the time it takes to share.  Telling the story masterfully is a skill that must be developed and practiced.

Storytelling has been with us since our first words.  Cave dwellers and ancients from all parts of the globe used pictures to tell stories.  Today we continue to share our most powerful lessons through stories.  You can use stories to tell in a more interesting way the story of your product or service and more people will be interested.  Use the success story to win more business and build better relationships. Tell the story.


Be One of the Chosen Few Who Meet the Right People - Seven Steps to Networking Success

Regardless of the community, group, or event, there always seems to be someone who meets just the right people at just the right time.  While others spend years attending events hoping to meet someone, these seemingly chosen few find it easy to connect and grow their network (and their business).  Why?

Here are seven simple steps to become more like those "chosen few".

First.  Remember that you are not there to sell anything right now.  Everyone has come to the event or group with the desire to grow their business.  And that is why so many people fail to connect.  Since everyone expects everyone else to be selling, they naturally put up their protective wall.  It's hard to connect with people through a wall.

Second:  Remember that everyone is thinking about themselves most of the time.  You must be aware that people love to hear their own name and things about them.  That's why so many people verbally vomit all over others when they meet them.  It's not because they think others want to hear about them, it's because they want to hear about themselves.

Third:  Smile!  It's proven that smiling, seemingly happy people are more attractive to us than people who do not smile.  People who smile more are more successful.  The simple act of smiling can make you happier.  What's more, smiling leaves evidence on your face in "smiling lines" that make you appear to be smiling even when you are not.  Smiling tells others that you are warm and inviting, and most of all, fun!

Fourth:  Seek to meet people.  Here's a secret:  Everyone is scared just like you.  It's natural to be apprehensive when in a crowd of strangers.  When you take the first step and engage others in conversation, you will subliminally be easing the pain that the other person is experiencing.  Everyone is there to meet people.  You should make it easy for others to meet you by taking the first step.

Fifth:  Have a warm handshake, literally and figuratively.  If your hands are cold, rub them together to warm them up.  Shake hands with people being sure to get a good web-to-web grip.  See my previous article "Success in Sales and in Life Depends on a Great Handshake" to learn how to do this.

Sixth:  Ask questions that show a genuine interest in the other person.  One great example is, "how did you get into the work that you are in right now?"  Asking questions that go beyond what you do and how you do it will go a long way to building rapport and that leads to a better connection.

Seventh:  Ask for their business card.  When you get their card write down a few notes to remind you about the conversation.  Be sure to ask the Million Dollar Question: "As I meet people, how will I know a perfect referral for you?"  Write this down and then follow up with a phone call or note.

Every group has the chosen few who seem to have the inside track.  They know everyone and everyone knows them.  Meeting new people comes naturally for them.  Follow these seven steps and you will soon be among the chosen few who meet all the right people at just the right time.


Consistent Action in a Purposeful Manner is the Key to Networking Success

While most people don't want to hear it, the key to success in networking is consistency.  Nothing will replace consistent action in a purposeful manner.  You must plan your networking success and work your plan consistently, making adjustments as you go to ensure you are getting the most for your efforts.

Most of us have heard of someone who came to his or her first networking event and met a great prospect that became a client.  Many have even heard of someone who has done business at a networking event.  Perhaps you have had the good fortune of meeting someone who was in need of your product or service and you closed the business at the event.  It does happen.

But patience and perseverance are required in networking as in most every other endeavor in life.  Consistency is the key to success.  Joining a health club doesn't make you healthy.  Once you join you have a greater likelihood of going, and once you go you have a greater likelihood of using the equipment.  Using the equipment doesn't ensure health either.  It is the purposeful use of the equipment in the proper fashion and proportion consistently that ensures improved health.

Networking is very similar.  Joining a group increases the likelihood that you will attend a meeting or event.  Attending increases the likelihood that you will actually engage in a conversation with another attendee.  Engaging in conversation increases the chances that you will meet someone who could use your product or service.  But the purposeful planning of which meetings and events to attend and whom you wish to meet, coupled with the successful execution of that plan, will ensure that you are successful in networking and in your business endeavor.

The old saying, "who you are speaks so loudly I can't hear what you are saying" applies in networking.  While your appearance plays an important role,  how often you appear at events is critical.  People will begin to know, like, and trust you when they see you more often.  This increases the odds that they will remember you when they meet someone who needs what you sell.

Therefore, you should plan out your networking for the next six weeks and stick to it.  Measure your success at each event and determine if the right connections are attending the same events you are.  Be honest with yourself.  How well did you connect?  How much did you give each event?  What impacted your results?

Be sure to visit each event or group more than once before you decide to fully engage or eliminate it from your plan.  Then be decisive.  Choosing a few events or groups to fully engage in each month will bring far better results than taking a shotgun approach.  You'll begin to see the same people and they will see you as reliable.  Then they will open up their contact list to you.  This is when networking becomes powerful.  Remember, meeting people and doing business with them individually is great, but the real power comes when you gain access to their contacts and referrals.

Networking success requires a plan and that plan requires consistently attending events and meetings and measuring your success.  When you fully engage and consistently attend you will find better relationships, better use of your time, more referrals, and greater success.  Be consistent.