Networking is not a new way to meet. It’s been around for decades, but it's not for the faint of heart. There is some work involved. Originally face-to-face with a bunch of strangers in a room where one or two people would start to mingle and chat, like a high school dance, there were wallflowers. Some people would be handing out business cards, everybody was trying to convey what they do, who they are, and where they're from. Some were only there to meet new people, others to make connections, and then there was a misguided few who thought they would have a client jump out in front of them.
Whatever networking looked like changed in 2020. Groups moved online, others like CIBN were already there, and new ones popped up; the networking game changed. CIBN had face-to-face networking for years and went online almost three years before it became the place to be. For networking group attendees, it was now about learning how to engage through a computer screen or phone. It was figuring out what to say and how to say it; everyone had to transition.
Pros moved seamlessly from face-to-face to on-screen. Others continue to struggle even years later. My record in one week, at the start of 2020, was 16 networking events as I tried different options to find which worked for me. Along with CIBN, I now do a few weekly networking events with groups that have added value for me, and I am bringing value to them.
Networking isn't throwing “you know what” at the wall and seeing what sticks. It should be a plan in your marketing strategy. We only have so many hours in the day, make sure that they're used effectively.
Networking should be about more give than take. It isn't about expecting to find clients. Not to say you won't, but if your sole purpose of attending networking events is to find clients, you may be sorely disappointed. What networking can do for you is provide an avenue to make new connections who move in the same circles as your clients or make great connections that can become strategic partners for your business.
Here are Five of the Ten Tips for You to Become a Pro Networker
Prepare Your Introduction and Practice It
You shouldn't be fumbling and humming and hawing when you tell people about what you do. If you don't have confidence in what you're saying, they will not see you as an expert. Prepare what you were going to say ahead of time. Write it out and practice it in front of a mirror and record yourself. Repetition is how you will obtain comfort in delivering your pitch. Remember, practice makes perfect. Your words should slide off your tongue with ease every time.
Focus on One Thing
Don't try to be all things to all people. People won't remember what you're saying, and there is no value for your listeners. Pick one thing you want to discuss at each meeting and deliver that. You can create pitches for different areas of your business or expertise but don't try to deliver them all at once.
Layer Your Pitch
Networking events and breakout room time slots could be 30 seconds, 1 minute or 2 minutes. You will not be able to deliver the same information at every meeting. Create stacking or layering of your details. Start with a 30-second delivery of the most important information, then add additional information depending on the group. When I'm in a group that only allows for my name and what I do, I start with this.
"Hello, I'm Michelle Ricketts, I am a business consultant in Vancouver, Canada, but I work with clients globally. I guide entrepreneurs to scale their business, with a strong foundation, to become self-sustaining".
Then when I have more time in another group, I can add on or layer.
"...I work with individuals or in group training. We start with a Business Strength Test to see where they are today"..., and so on, you get the idea.
Being able to stack or add additional elements to your pitch will ensure you are ready for whatever time frame you're offered and not sell yourself short when you have more time.
Paint a Picture for Your Listener
Don't ramble off a list of things you do, people like stories. Incorporate what you do into a story around your business or client experience, which will resonate with your audience. Paint a picture, this may put someone they know in view as a potential client for you.
Don't Expect to Land a Client
You may be fortunate enough to meet a client through a networking event, but it is more likely that you will meet someone who knows a potential client. When you realize the person in the meeting or breakout group is not a client, don't dismiss them. Stay engaged. You never know whom they know. Treat everyone as if they are referral partners.
Join Michelle Ricketts next week as she continues to provide excellent information on how to make the most out of networking. https://thecibn.com/networking-pro-part-2/
Overall, health and fitness always played a part in Michelle’s life and continue to be part of her consulting approach today, differentiating her from others in the industry. Michelle guides business owners to develop a self-sustaining business, generate more revenue, and take back time to do things that excite them!
Raised by a strong, independent single mother, Michelle’s vision and values were instilled early. Michelle’s entrepreneurial journey started in the 90s in event planning and speaking. In addition to Michelle’s over 30-year Corporate career in Media, Logistics and Financial Services, her passions shaped Michelle’s experience, providing innumerable opportunities to give back as a volunteer.
Passionate about making a difference, Michelle is on a philanthropic foundation, “Board of Advisors,” building sustainable schools in developing countries and supporting Digital Samurai’s efforts, an entrepreneur focused on reducing youth unemployment in Africa through apprenticeships.
Michelle’s 35 years as an Account Executive spanned credit card processing and financial services, transportation, logistics, media, and consulting, with many projects including managing consultative alliances, live event management, and sales team leadership. In 2021 Michelle completed Wardell International Advisor training and had recently undertaken S.O.S. Sales Objection System group training with renowned trainer Joe Marcoux. Her career and entrepreneurial ambitions have taken Michelle outside Canada, providing extensive experience in multiple markets in North America and beyond.
You can find Michelle Ricketts on LinkedIn at https://linkedin.com/in/michellericketts
