How can I improve my networking skills?

SCORE® counselor Alan Yarnoff shares his thoughts on “Networking for Success” in an attempt to help you improve your networking skills.

In this difficult economic period we are going through, it may be time for you to re-examine your current networking process and begin to think more “out of the box.” Now is not the time to rely on traditional networking practices: handing out business cards, attending meetings, and joining local chambers because these tactics will only go so far. You need to become more proactive, since the same old traditional tactics may have reached the point of diminishing returns.

One of the real problems is that most people believe that networking consists of communicating with as many people as possible about yourself and your business rather than the real objective which is to find out as much as you can about the prospects’ potential for you and your business. It is important that the initial conversation focus on understanding your prospects problems, needs and concerns, and getting solid contact information. With this in hand, you can determine whether they would have an interest in the product or services you provide.

If the answer is yes, it’s time to get to work and follow up the initial contact in an actionable way. People have short memories so it is incumbent upon you to remind them that you are the one that can solve their unmet business needs. Send a letter or email with suggestions they could use immediately or send samples of your products or articles you have written that would be useful in building their business. Most important, keep the pressure on until either you get the new client or are asked to stop.

Another way to expand you’re your network is to speak to local groups, organizations and associations about your field of expertise. The object is to transform your experience into an informative, concise, and entertaining presentation that will help the audience improve their business; thereby, positioning yourself as an expert. This will validate your credibility in the local business community.

Lastly you may consider creating a blog for your business. The blog offers you a valuable tool to stimulate a personal dialogue with potential customers and a great way to let your current clients know what’s new with your business.

Good luck and good networking.

Richard Strug
Greater Princeton Area SCORE (Chapter 631)
Serving Mercer and Middlesex Counties