Après Networking: What Will They Remember You By?
I recently wrote about networking like a dog.
Now that you’re (hopefully) upping your networking game, what will they remember you by? How do you stand out? Did you give them your paw?
You can make a new connection anywhere, not just at formal networking events, elevators, hotel lobbies, or even public transportation. You can make a new connection with the people standing or sitting next to you. The key is being memorable enough to keep the connection.
Face it. Whether you’re networking or having a sales meeting, regardless of the meeting type, casual or formal, the hopeful outcome – that the customer remembers and continues to connect with you – is still the same.
Your challenge: Make people want to connect with you after the meeting is over because of what you do while the meeting is taking place.
[Related: 5 Ways to Make Networking Effective and Fun]
Here’s what you need to do during the meeting to be remembered, and create the desire for your connection to follow up with you for more:
Offer your new connection something of value. It could be a business idea, a new connection that has the potential to help them, or a strategy about ways to grow their business.
While this seems pretty obvious, ask yourself this question: “What else are you doing right now besides reading this article?” If you answered with “responding to a text,” you’ll be doing the same thing when you’re face to face.
Have a “stand-out” business card that others will save and show to others.
What’s the first thing you do when someone gives you their business card? Okay, after glancing at it for a second? If you’re like most people, you put it in your CRM, then in a drawer, a bag, or throw it away. When you have a one-of-a-kind business card, everyone looks at it, saves it, and shows it to someone else. This defines marketing!
Bring you’re A-game (attraction game) commercial.
If you’re at a meeting where attendees are giving commercials, be confident, calm and inspiring. Make people laugh, and make them want to meet you one-on-one to learn more about you. At one of the first networking meetings I attended, the photographer said, “I shoot your family…so you don’t have to.” That’s funny! When my best friend was looking for a photographer for her wedding, guess who I referred? Guess who got the sale! She shot the whole family.
Your thought provoking comment or advice.
Don’t try to “force-fit” in. Try to stand out in an attractive way. Standing out means you will be desirable in a business way. As long as you offer something a little off the edge that makes the others think and want more. Something that will help people further their business, their ideas or their concepts.
No need to add sparklers to your outfit, instead do something creative that makes you sparkle in the eyes of the prospect. The silent WOW.
Most formal and informal networking meetings happen before work and after work. On your way there, you likely run into traffic (or train delays in NYC), bad weather, or a long line at your coffee shop. Whatever it may be, check your attitude and your umbrella at the door. Arrive with a happy smile that makes you approachable and referable.
Your follow up and follow through.
Do you want to work with someone who does what they say they’re gonna do? No explanation needed.
Do this: Using the strategies above, get the next meeting! The personal meeting. Challenge yourself to meet two new contacts a week for coffee or lunch. Document the results and the next steps. At the end of the year, you will have more than 100 new contacts that you’ve built some sort of relationship with. The key to building and maintaining these relationships is staying in contact by being valuable.
Hint: If they don’t want to meet with you again, that’s a report card.
[Related: The Crucial Step of Following Up]
APRÈS: Here’s what you need to do after your one-to-one sit down conversation with your networking connection…
- Honor them: Add them to your weekly article to stay in touch and stay top of mind. Wait a minute, you do offer a weekly article, right? If not, what are you waiting for?
- Remember them: Remember specific things and specific dates – not something stupid like their birthday. In fact, take a tip from Alice in Wonderland by wishing people a happy un-birthday. Get more in-depth and extend your relationship further by learning their anniversary, kid’s birthdays, grandkids' birthdays, the day they started business – events that are most meaningful to THEM.
- Follow them three ways:
1. Follow them on all social platforms; 2. Follow up with a nice note; and 3. Follow through with all promises. These three elements are the most important keys to relationship success. Commit to expectations you can meet, and then beat them. Do what you say you’re gonna do. This will make the difference between winning or losing sales in a NY Minute.
This article previously appeared on SalesInANewYorkMinute.com.
Jennifer Gluckow has northeastern smarts and New York City savvy – a rare combination that has her positioned as the next big thing in sales. Okay, she’s not ALL New York. She’s traveled the world, educated in the Midwest, and spoken to audiences from coast to coast. Jennifer’s a speaker, trainer, writer (read her free e-book), blogger, Facebooker, Instagrammer, Tweeter, and YouTuber. She is online and on the money. Drive, persistence, and winning through a desire to serve, have made Jennifer Gluckow an example of how to “make it” in New York, and her mission is to teach you how to make it anywhere.
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Sales in a New York Minute
What are the 5 biggest obstacles facing salespeople and sales teams today? 1. Inability to set an appointment with the real decision-maker. 2. Inability to uncover the real buying motive of the customer beyond price. 3. Believing that competition forces price reduction. 4. Shallow relationships that force both proposals and bidding. 5. Poor social media participation that results in low or no personal branding and low or no personal reputation. Need to overcome these challenges? Jen helps salespeople, sales managers, sales... Continue Reading
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