Every week as SmallBizLady, I conduct interviews with experts on my Twitter talk show #SmallBizChat. The show takes place every Wednesday on Twitter from 8-9 pm ET. This is excerpted from my recent interview with Stacey A Gordon @StaceyAGordon.
Stacey is an entrepreneur, speaker, and diversity & inclusion trainer. She is the author of LinkedIn’s top rated resume course with a diversity training course under production. Her expert advice has appeared on Monster.com, Forbes.com, FoxBusiness, and Black MBA Magazine. For more information, visit: http://www.mycareerincubator.com/.
SmallBizLady: WHAT IS THE NUMBER ONE COMPLAINT ABOUT NETWORKING?
Stacey A Gordon: Everyone says networking doesn’t work for them. They attend networking events and feel that they didn’t get anything out of showing up to the event. Most people tell me that they wish they had stayed home – but they feel that they are SUPPOSED to be networking. The problem most people have with networking is user error. And even an introvert can get very good at it.
SmallBizLady: WHAT IS THE PURPOSE OF NETWORKING FOR A SMALL BUSINESS OWNER?
Stacey A Gordon: Most small business owners are looking to obtain clients. Growing your business through new clients should be top of mind when networking. Most of the people I meet are using online or social media tools to build their network, and that is great. But there is nothing more powerful than making in-person connections when you do it right!
SmallBizLady: WHAT ARE SOME TIPS FOR NETWORKING IF YOU’RE AN INTROVERT?
Stacey A Gordon: Be confident in your abilities and stop feeling inadequate. Stand up (literally) for your expertise and don’t be afraid to let your knowledge shine through. Going with a business partner or client is a great way to build your confidence while letting someone else talk you up. Find a conversation starting question to ask people who are attending – like “Are you a member of this organization?”
SmallBizLady: HOW CAN YOU MAKE NETWORKING MORE ENJOYABLE?
Stacey A Gordon: Arrive early so that you can welcome people as they arrive. They are much more likely to come to you and start a conversation as they’re entering a room. When you arrive late, it is much more difficult to break into a conversation between groups of people. And feel comfortable walking up to people and saying “hello”! They will be eternally grateful that you broke the ice!
SmallBizLady: DOES HAVING AN ELEVATOR PITCH REALLY GIVE YOU AN ADVANTAGE WHEN NETWORKING?
Stacey A Gordon: No one wants to be pitched when they arrive at a networking event. Therefore, your pitch needs to be more about who you are. Make your conversations more about why you want to get to know people and less about your product or service. There will be time in follow up interactions to find ways to do business together.
SmallBizLady: WHAT ARE SOME NETWORKING MISTAKES PEOPLE MAKE?
Stacey A Gordon: Discounting someone because of their title, their industry or the way they look is a big mistake. You never know who knows who. The person in front of you may be the brother, best friend, or parent of exactly the person you need to be introduced to. But you’ll never know that if you judge a book by its cover.
SmallBizLady: WHAT ARE THE ADVANTAGES TO SETTING GOALS FOR NETWORKING?
Stacey A Gordon: Be specific about the category of the people you need to meet. That will make it easy for people to think of referrals for you. Be careful not to say that “anyone” can use your product or service. Be descriptive about the characteristics of perfect person for an introduction.
SmallBizLady: HOW CAN I DETERMINE IF A NETWORKING EVENT IS RIGHT FOR ME?
Stacey A Gordon: First, you want to be sure about the quality of the event and who is expected to attend. Look at the venue and do some research on the organization who is planning the event. Now, consider if the people attending are people who could become a client or help you meet potential clients. What are your business goals and can this event help you reach them?
SmallBizLady: WHAT IS THE KEY TO SUCCESSFUL NETWORKING?
Stacey A Gordon: Consistency is a major factor in successful networking. At the end of the day, success usually equates to money. Money comes from a new client and clients buy from people they know and trust. The more often they see you, the higher likelihood of obtaining referrals and new clients.
SmallBizLady: WHAT ARE SOME TIPS FOR STANDING OUT WHILE NETWORKING?
Stacey A Gordon: Don’t talk only about yourself. Do pay attention to social cues that you have captured the interest of your listener. Don’t monopolize the conversation. Do offer to assist others!
SmallBizLady: HOW DO YOU GRACEFULLY EXIT A CONVERSATION THAT ISN’T ADVANTAGEOUS TO YOU?
Stacey A Gordon: Keep conversations short and keep moving around the room. This way, you are less likely to get stuck in an awkward or uncomfortable situation. If you do happen to get stuck, you can extract yourself by saying “I enjoyed meeting you” and moving on.
SmallBizLady: WHAT SUGGESTIONS DO YOU HAVE FOR FOLLOWING UP AFTER A NETWORKING EVENT?
Stacey A Gordon: Connect on LinkedIn within 48 hours in order to stay fresh in the contacts mind. Provide any information or referrals you promised to provide and always ask for permission before adding someone to your newsletter or email distribution list. When done right, you just may find that networking gets you that contact or introduction you need. Follow up is the key!
If you found this interview helpful, join us on Wednesdays 8-9 pm ET; follow @SmallBizChat on Twitter. Here’s how to participate in #SmallBizChat: http://bit.ly/1hZeIlz For more tips on how to start or grow your small business subscribe to Melinda Emerson’s blog: http://www.succeedasyourownboss.com
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