You've Got Seven Seconds - What Will You Say? The Short Magical Networking Moment
Every once in a while you will be placed in a situation where you only have a few seconds to convey to others who you are and what you do. It may be at a formal networking event or in a chance meeting. These short interactions can be extremely powerful if you are prepared.
Have you ever noticed that the volume on your television magically increases during commercials? Advertisers know that they must grab your attention in the first few seconds of their message and they also know that you are likely to leave the room for a moment or two. Therefore they increase the volume to lure you back. Even if you don't return to the room, they want to be sure that they have been heard.
But Magical Networking Moments (elevator pitches or self-introductions) in a group or one on one are different. While it is important that the volume and pitch of your voice are appropriate for the setting, what you say will be far more important than a commercial advertiser. You are likely to only have this one chance to make an impression. Therefore you must plan well what you will say and what you hope to gain by delivering the message.
Remember your desired outcome. It is impossible to get everyone in the room or every person you meet to be interested in your products or services solely based on a short introduction. This should be the beginning of a relationship. Your goal is to craft a message in such a way that the people who are right for you are compelled to ask you for more information. You'll know you're on the right track when you deliver a short message and people ask you for more information.
Experts tell us that we have between three and seven seconds to grab someone's attention long enough to keep it when they are expecting our message. Starting with a simple question and following with your name is a good technique. For example, "Have you ever known someone who struggled introducing themselves in front of a group? I'm Glen and I help people get what they want when meeting people." Always end with a tag line or your name in the final sentence. We recommend using only your first name since time is short and one name is easier to remember than two.
In the example above we are seeking people who are struggling to introduce themselves. And while we are targeting the group in which this message is delivered, we have done it in a way that gives each person who responds deniability. Few people are willing to admit they have a problem in front of others. Each person can feel comfortable approaching us without revealing to the group that they have a problem since our message was directed to people who have "known someone who struggled." If it had asked "have you ever struggled" our responses would be very few.
The key is to take your standard Magical Networking Moment and pull the middle out. Start with a bang and end with a bang and your time is up. If you haven't crafted your standard Magical Networking Moment yet this shortened message will be the boilerplate for your standard version. Either way you should remain consistent.
What you say and how you say it will have a big impact on your results. Having a standard Magical Networking Moment that begins and ends the same will provide you with the ability to shorten your message to fit any occasion. You will be more consistent and memorable which will deliver better results and help you build deep relationships with your clients and referring partners.
Getting to Know You - Real Success Cannot Be Achieved Without One-on-One Meetings
Are you ready to make your networking efforts pay huge dividends? There are many things you can and should do to ensure success, but none so important as setting time aside each week and meeting with individuals face-to-face, also known as having a one-on-one. Individual meetings with people are so critical that we believe you cannot truly succeed without them.
When it is just you and another person meeting you will have the ability to really get to know each other. You will have a chance to learn about each others personal life, goals, and dreams. In learning more you will also discover things you have in common and you will naturally grow to like each other. That is assuming you have carefully chosen those with whom you meet.
One-on-one meetings are where the networking plan you have created really pays off. Since you have carefully considered the people you want to meet and you skillfully asked questions previously, you won’t be wasting your time when you meet discovering if you are a match. You can get right into knowing each other better.
Occasionally you will have a one-on-one with someone that you thought would be a match but turns out not to be. When this happens it is best to refer them to someone else and move on. Be polite but honest. The best thing for everyone is to have people in your network that truly belong. Skillful questioning, careful listening, and clearly explaining your needs will clarify the relationship. Both you and your meeting partner will quickly see if there is a good match or not.
Meet at a neutral location like a local Starbucks or other coffee house. Meeting at a neutral location keeps the focus of the meeting on the two of you as equals and prevents the conversation from turning one-sided. Neutral locations also provide ease of exit when a match isn’t felt. One-on-ones can be over a meal if you choose. We suggest breakfast as the meal of choice. It’s easy to focus on the food and restaurant when having lunch or dinner, but you want to focus on your meeting partner. Breakfast also provides the lowest cost of entry and the shortest time. One-on-ones should be short and to the point but long enough to become comfortable with each other.
You should bring what you believe will be a good lead or referral for the person you are meeting with. As you engage in more one-on-ones you will become skilled at referring others on short notice. You’ll hear what they do and quickly think of someone you just met or have known for quite a while that needs to know your meeting partner. But and in the beginning it may take a bit more thought. Having at least one potential lead or referral means you have done your homework and that you cared enough to come prepared. It also puts into motion the law of reciprocity. Simply stated, you have done something for them, now they feel obligated to do something for you. All too often we leave meetings feeling like we have made a great connection and neither party takes the next step and gives a referral. Coming prepared puts the relationship into action.
One-on-one meetings are essential to success. They are the building blocks of relationships that will result in more referrals and closed business. People do business with people they know, like, and trust. One-on-one meetings give you the opportunity to know, like, and trust each other.