To develop your company you need more successful deals closures. You already know that marketing is not fat, but muscles, but how to generate more deals if your promotion budget is tight? The answer is networking – a buzz word, in business context shall be defined as making connections enabling building long term relations with potential of value creation.
How networking differentiates from other form of marketing communication? It doesn’t work without amino acid communication interface. In other words it’s about very direct human to human interaction.
So how art of the start in business networking shall look like? There different schools deepening relationships and connections making, and everyone should use what fits and works for ones best. Such toolkit can derive from e.g D. Zack “Networking for people who hate networking” combined with J. Gitomer “Sales Bible“. Such business-networking toolkit would consist of “powerful phrase” you prepare and master upfront to the context of networking opportunity you are to join, some “opening gambits” you use to start conversation, some “middle game” questions you ask to maintain its dynamics and some “end game” techniques for conversation closing just before jumping to another one to make connections with as many people relevant for your business as possible.
O.k., so how to start, and why “powerful phrase” is so important? Ask yourself a question, if person you’ll speak is to remember only one thing from the conversation, what should it be? Powerful phrase sells your area of expertise, experience and care or someone’s business. It enables you to get information you need for successful follow-up, and it is still clear and short. You think it is impossible to prepare such a sentence?
Let’s take a look of how such a phrase could look like for somebody, who e.g. offers running fun pages of companies in professional way. Such sentence could go like this: “Hi, I’m […] from […], I support companies in running their social media in one-stop-shop way. From my experience I know how important today is to have constant, direct interaction with company stakeholders. What do you do to hear the voice of your customers?”’
Need another example? Let’s assume there is a new market entrance advisor. For him such sentence could go like this: “Hi, I’m […] from […], I support companies in setting up businesses up new places. From my experience I know that new companies don’t reach out to government incentives and tax exemptions they are entitled to. What do you do to make sure you enter new market in money-wise way?”
You have your phrase, hopefully several variants of it, and you go to a networking event. How you make the first step? Be creative! Opportunities multiply if you start looking for them. In event environment “opening gambits” apply even to standing in a line for food, e.g.: