Gung Ho Bank Relationship Managers get
together to learn the finer Art of Networking...How
To Build Relationships For Life"
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Networking is the very core of high-performance
marketing. It is influencing the people who influence
other high networth people. It's taken me quite a few
years to perfect this skill.
It's self-evident...ordinary sales
professionals target ordinary clients. In sharp
contrast, extraordinary sales professionals target
clients
who are opinion leaders of affluent affinity groups.
Just imagine the impact on revenue of a sales
professional when s/he is endorsed by the
president of a trade association whose members
might include a few millionaires!
For networking to run at the the optimum level, sales
professionals should transfer themselves into lean,
mean, networking machines. What steps are there?
Here's a system, which I call the A to E's of
networking when you first connect with clients at
social, company or other events.
Remember that the main purpose of networking
functions is not to sell your product or service the very
first time you meet someone at functions. It is to make
an impression on the other person that you are
friendly, professional and have creditability. You will
need to pick a more appropriate time after the
networking event to follow up .
Here are the five steps from A to E:
1. A = Attitude - ensure you have a positive attitude and
it's worth catching! It's your attitude, not your aptitude
that determines your altitude.
2. B = Body language. Ensure that you are congruent
with your body language, i.e. when you
move your face and body, your speech is consistent
with your body. Ensure that you "wrap the pack",
in other words, dress yourself in your best threads that
you have to reflect professionally what you do. Make
sure you show a good, firm handshake. And
gentlemen, no sweaty palms!
3. C = Congruence. Build trustworthiness, have
credibility. Be credible. People look to do business
with people they can trust.
4. D = Dialogue. Ensure that you master the art of
small talk when meeting other people. I suggest you
prepare a range of topics that you are comfortable to
talk about. Read more, read more widely, and focus
on a few topics that you can master.
5. E = Empathy. This is a most uncommon
characteristic. People love it when you genuinely
empathise with them. How do you show empathy?
Well, you can start by being more attentive, appreciate
them for who they are, and affirm their thoughts by
understanding their position and their perceptions.
There you are. The ABCDE's of networking skills will
help you to
connect with anyone. Cultivate the habit of including a
few broad, open questions to help the other to talk
more about themselves.
And remember, always ask to be introduced to the
host and also get to meet the VIP's in the function. And
thank finally, before you leave, thankthe hosts for
inviting you. That way, they're sure to remember you!
Good luck in your Art of Networking! Polish it and you'll
end up reaping huge dividends!
