The One Thing You Can Do To Stick In People’s Minds
In the last blog, I bust some myths around networking – the theme being that you don’t need to make it about you, and in fact, you should make it all about the person you are speaking to.
In fact, there is ONE thing you can do that means you can make sure people know how you can help them.
The most classic question you will get at a networking event or in any new meeting is: “what do you do?”
Most people answer with their job title. “I am an account manager”, “I am a coach”, “I am a sales rep”, “I’m an artist”, “I’m a Managing Director”…
You might know what that means. The person you are speaking to has no idea what that means, or how it impacts them.
Start telling people what it is you do and the impact you have.
In the last blog, it was clear that impactful networking means you are getting people to understand how what you do can help them.
Not only do you have to listen to them, but you also need to be clear about what it is you do.
So you need to have what I call an “Action Impact Liner”.
To do that you need to explain what you do, what is your action:
I help people manage their money…
I run a company that creates handwritten letters on mass…
I teach kids at primary school…
I sell artworks…
And then explain the impact it has:
So that they can rest easy when they get to bed at night
So that you can guarantee to get someone’s attention with a personal touch.
So that the future is a better place.
So that people feel good about their house.
“I help people get confident and comfortable speaking in public so that when someone sees you speak they think “I want to work with you”:”
What is your “Action Impact Liner”?
You can still give your job title “I’m a Presenter Coach – I help people….etc…”
Try writing your Action “Impact Liner” below
I help / make / create / run * insert verb _____________________________
So that _______________________________________________________________________
When people know what you do, and how you are passionate about helping people, they will then know to call on you when the issue you can help with arises.
For a lot of people, the word “networking” is an evil word. That feeling of meeting people and selling yourself sounds hideous. Haunted by negative self-talk like “they aren’t going to want to hear about me”, or “it’s all so fake”, or “I’m just not smart enough”, many run for the door as soon as networking is mentioned.
The reality is, that nowadays, there is no job in the world, that doesn’t require you to sell your business. Building relationships is vital to any career, or business because people work with people they know, like and trust.
Networking doesn’t have to be an uncomfortable experience and the whole concept of building relationships is shrouded with myths.
Let’s bust through a few:
Myth 1: Networking is only done at events and meetings
When you say “networking” to someone the immediate picture is standing in a group of people at an event awkwardly trying to work out when to introduce yourself.
Yes, networking events are important, but you can “network” in your own way, space and time as well. You can arrange to meet people for coffee. You can meet people through Linkedin. And in fact you are networking all the time. The people that you work with right now, will possibly be your boss one day, or they’ll go to a great new job and may recommend you.
One thing that helps is understanding what type of communicator you are as you can then play to your strengths. Take this iMA Strategies quiz to discover how you can be better at networking: http://katecocker-ima.com
Myth 2: Networking only counts if you are meeting new people
When I started both my Presenter Coach Business and Kate Cocker Studio (where I sold my artwork and paintings) I realised that actually where the connections start, are with the people you know. Friends would be the first to buy my paintings, and I still get Presenter Coach work through people I play netball with.
Start with who you know, make a list. Then see who they know. And make sure your friends and family, know what it is you actually do so that they can employ you or recommend you.
Myth 3: Networking means talking about myself or the business constantly, and I am not good at that
This is the greatest pressure people put on themselves when they think about networking. But you can take the pressure off right now as here is the secret to being a good networker:
All you have to do is listen.
Think about the people you know that you consider to be good listeners. Do you dislike them? No. Do you respect them? Yes. Do you trust them? Yes.
Listening is key to building relationships and business development. Finding out what are the challenges for their business, gives you the opportunity to help them. You can’t help without listening, being interested and asking questions about the things they are talking about.
Take the light off you, and make sure you shine the light on them.
Sometimes we can build up myths that protect us. Our assumptions protect us from taking risks, feeling uncomfortable and bursting out the comfort zone. Sometimes we don’t have to jump in 2 footed and terrify ourselves, sometimes we can stretch our comfort zone and slowly build confidence that we know what we are doing.
So network to your strengths, start with who you already know, and listen so that you can work out how what you do can help the person you are talking to.
There is one more element to networking that will help you get that new gig, or client. I will reveal all in my next blog.