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As we emerge from Covid, I wonder if we will remember the skills of networking and making new friends? That is the question I pondered this week as I read articles about people who don’t want to go back to work in the office. They would prefer to keep working from home.
I guess it depends on your personality. Some people thrive on the energy from being with other people and if you’re that kind of person, then get ready for networking season. As we emerge into the real world meeting and greeting people we’ve never met before, we’re are going to have to dust off our networking skills.
Everyone has to learn how to answer the question, “Gale, what do you do?” it doesn’t come naturally and you have to craft your message with intention and say it in a way that gets your “ideal” client to say, “OMG, I’m ready to do business with you!”
I began my business in Hawaii where I had a very large network of friends and family. I became the first leader in my company in Hawaii and built a thriving team, and then I moved to Colorado and it was a bit of culture shock as I had to learn how to make new friends.
Being an introvert, it was difficult for me, but I decided this was a skill I needed to learn and I threw myself into studying ways to build my networking capabilities. I learned to meet people, get to know them, follow up and build relationships and it was these next 7 steps that helped me grow a million-dollar team.
This is the 7-step focus I took to every networking event.
Step 1 - Be the FIRST!! Be the first to introduce yourself! Make eye contact, smile and point your heart at their heart, and be the FIRST to shake hands and introduce yourself.
Step 2 - Be present and in the moment when meeting people! Give them your FULL attention. Don’t let your eyes wander around the room. Show them you are solely interested in getting to know them. Be genuine and friendly.
Step 3 - Ask questions about THEM. Find out as much about this person as possible. Their story, who they are, where they work, what brought them to the event. A first question might be.. “It’s great to meet you Suzie. Tell me about your business, or where do you work? “
Ask questions about her home, her family, her hobbies, her lifestyle!
Step 4 - Keep asking layering questions. Layering questions help you discover more information. Questions like
- Tell me more about that.
- Can you explain a little bit more about your business.
- Suzie, I know you are a busy mom of 3 kids – what else?
Detectives know how to get more information by asking layering questions.
Step 5 - Use Heart- Centered listening skills. Establish yourself as a listener. And when you listen you’ll hear, if this person is someone who will be right for your products and business.
Step 6 - Jaw-dropping intro This happens when this person who is now so interested in you (because you have been asking questions and focusing on them), they will suddenly say, “And what about you, what do you do?” That’s when you wow them with your jaw-dropping introduction. (Jaw-dropping means they are ready to do business with you.)
Step 7 - Take them to the next step. that’s when it’s time to take them to the next step which is simply an INVITATION! How can you further the relationship? How can you connect with them again? I found the BEST way was to meet with them to share my products and that was usually offering them a “Private Fitting Appointment . Or simply, meet with them for
coffee.
I worked this 7-step networking formula over and over every week attending business referral events, organization meetings, specific networking round tables and more.
