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.


Knock, Knock! - Know Who is There at Networking Events - Lunch Groups

Whether you realize it or not you have been to a networking lunch.  Food, lunch time, and more than one person are the requirements for a networking lunch.  Having lunch with a prospect or co-worker is a networking lunch by definition.  But for our conversation we will focus on structured, multi-attendee networking luncheons.

Most networking luncheons attract a wide variety of people from all business categories with one common bond; nearly all will be directly or indirectly responsible for sales at the company they represent.  For this reason the networking lunch takes on a different personality than all other networking events.

Networking luncheons vary from structured events with a formal meal and keynote speaker to a loosely tied together group where everyone brings their own "brown-bag" lunch.  What makes networking luncheons different from networking events at other times during the day (aside from the preponderance of sales people in the room) is the compressed time frame.  Most people who attend networking luncheons have scheduled meetings before and after the lunch and therefore have limited time.

Except for the largest groups, most networking luncheons provide an opportunity for the attendees to give their elevator speech or sixty-second commercial.  Few people who attend networking luncheons are shy since there are many sales related professionals in the room.  You should be prepared to deliver a self-introduction for one-on-one interactions and to the audience that is concise and audience-focused.  You have approximately seven seconds to gain the interest of the listener before he or she mentally turns you off.

One of the best things about networking luncheons is that you will easily meet new people if you want to.  Even if you attend with a co-worker, sit with someone you haven't met.  By the time the lunch is over you will know a lot about your new friend and they will know a lot about you.  This is the beginning of a relationship that will lead to more connections.  You can't help but get to know people when you share a meal with them.

Since most of the people at networking luncheons are in sales, they will have a vast network of connections and it is highly likely that someone in the room will know the person or people you are trying to meet.  Focus on the people you meet and the ways you can help them.  When asked, clearly state the benefits you can offer others and the connections you are seeking.  You can quickly open doors through the relationships you will forge at networking luncheons.

But heed this one word of caution.  Except formal events, a networking luncheon is a relaxed atmosphere. Since there are so many sales people at networking luncheons, you may mistake their candor as sales pushiness.  While there will be a few pushy sales people to be certain, the vast majority of the group is there to meet new people and grow their network.  Although it does happen, don't go expecting to sell something to someone that day.  And bring plenty of business cards but don't hand one out unless asked.   Rarely does anyone follow up with someone from an unsolicited card.

Networking luncheons provide an outstanding opportunity to meet a lot of people and to meet many who know the people you need to know.  Just remember that the networking luncheon is a time-compressed, full contact, networking event. It requires a clear understanding of the attendees and for you to have a concise, audience-focused message.  Be certain to attend, meet new people, and follow-up promptly and you will win big at networking luncheons.