Business Networking – How To Effectively Compete When You Are Not Alone
Business Networking – How To Effectively Compete When You Are Networking In A Non-Profession Exclusive Group
As many seasoned Business Networking professionals know, there are a number of organizations that offer the very best training to its Members in the art and science of Business Networking. Personally, the 5 years I that received Business Network Referral training and guidance with the number one Business Networking organization in the world has been nothing short than life changing for me. Learning and mastering proven referral based marketing techniques of accelerating relationship building is the most important factor in my many years of success in business.
Without this education and training, I would have surely failed.
But what do you do when you are outside the confines of your Business Networking organization? You know, in the real world where there may be, in my case, two or three other computer guys in the room. How do you compete with that? The answer is quite simple.
But first, let’s talk about what not to do.
First, don’t get up tight and defensive. People can sense this. Yes, it’s disconcerting at first to realize you are not the only one who, in my case, “sells” computer services. You must get a grip and realize that the way you render your services really is quite different than any of your competitors.
Secondly, don’t resort to price competition in your Business Networking. Simply stating that you are cheaper than anyone else is only going to bring you short term customers who will quickly move on to the next service professional who may be cheaper than you the next time they have a need. In the service business, price is much further along in the sales process as it should be. People hire service professionals based on “Know, Like and Trust” and then price.
Thirdly, don’t make the mistake of not observing how your competition presents themselves. Remember, it’s not about you! It’s about your prospective customers and potential referral sources. You can learn a lot about your competitors by watching how they present themselves.
Listen carefully to what they say and how they say it. Pay close attention to their entire presentation “package” – How they look; How they say what say; Be keenly aware of their body language; Watch their audience’s reactions as they speak and interact with others. With a little time spent observing and talking with your competition, you’ll be amazed how much you’ll learn.
OK, so what should you do with this observed competitor “intel”? First things first.
First, adjust your own emotional attitude about competitors being present. You should truly be glad that they are present. If you are mentally defensive, trust me, it will show and you’ll be think more about how you feel vs what you should do. You should openly embrace your business networking competitors. Your frame of mind is the most important thing to adjust to effectively compete.
Secondly, you need to show your audience that the services you offer are different than anyone else in the room. Though everyone says they want to save a buck but, in reality, price is usually the last consideration before someone hires a service professional. The most important factors are they need to Know, Like and Trust you first, long before price comes into the picture. (Yes, this was worth repeating.)
In a technical service industry, like the computer repair and network support business, most consumers are afraid of the technical stuff. They need to feel comfortable that YOU are the right person and the process of working with you will be painless; maybe even enjoyable.
Thirdly, Do Not use any technical jargon, what-so-ever, unless it’s absolutely necessary. If you do, you should give a very simple explanation of each term, etc. Speak to their fears. Use simple language when describing what you do and, above all, comfort them that they have nothing to worry about if they use your services.
Your message must convince them that you, personally, will take great care of them and their issues. For example, one of the most successful insurance companies on the planet, Allstate, tells their audience that they are “In Good Hands”. You need to communicate this same message too.
So the next time you are doing your Business Networking thing and or avoiding going to networking events because there may be competition there, remember the following:
- Go with the idea that you are there to learn about other people including your competitors and, yeah, to have an enjoyable time.
- Use your Business Networking skill set and do some reconnaissance. Learn how to best differentiate yourself from your competition in ways that are important to your potential customers.
- When you have an opportunity to get in front of a prospective customer and or referral source don’t use industry jargon, ask questions and speak to their concerns.
- If you find yourself talking “price” right away, you’re probably not in front of the right prospect anyway. Move on and adjust your approach.
Referral based marketing is one of the most powerful tools a service professional can use to siginficantly boost their business especially during economically challenegd times.
The next step is yours. Learning and mastering effective Business Networking techniques will ultimately determine your business success or failure. Obtaining solid Business Networking training is where you should start. Knowledge and skill in Business Networking separates you from your competition.
What Is Social Networking For Business?
Social Networking is the practice of expanding the number of one’s business and/or social contacts by making connections through other individuals. Historically, networking has been a nearly 100% “face to face” practice. Previously the procedure for an individual to expand their contacts and grow their network was as follows: One would join an organization or group that fostered formal gatherings often called networking mixers of people wanting to meet other people. Alternatively, the networking could be associated with some other event that brought people together and networking could occur. Some events would be specifically designed to bring people with similar interests together to network.
Internet Based Social Networking
In recent years, both social and business/professional networking have largely become activities conducted in cyberspace. The unparalleled potential of the Internet to promote such connections has been fully recognized and exploited through online social networking groups. These groups have been divided based upon whether their purpose is to promote social or business/professional networking. Some sites may be used for both purposes.
Based upon the six degrees of separation concept, (the idea that anyone on the planet can be connected to any other person on the planet through a chain of acquaintances that has no more than five intermediaries), social/business networking establishes interconnected Internet communities that help people make contacts that would be beneficial for them to know, but that they would be unlikely to have met otherwise. In general, here’s how it works: you join one of the networking websites and invite people you know to join as well. Actually, some sites automatically invite people in your address book to join. Those people invite their contacts to join, who, in turn invite their contacts to join and the process repeats with each person. There are no geographical boundaries. In theory, any individual can make contact through anyone with whom they have a connection to any of the people that person has a connection with and so on.
Relevance and Impact of Social Networking Websites
One broad area most heavily impacted by Internet Networking is employment or more specifically, job searching and career management.
Online networking (based on six degrees of separation) using one or more of the web based networking services amplifies the scope and reach of your efforts by multiple magnitudes. It is a well known fact that the majority of available jobs are unlisted and are filled via the unadvertised or hidden job market. Networking has historically been the entrance to the hidden market and it often begins by contacting friends and professional contacts as well as new acquaintances.
In a rather short time span, the effective use of Internet Networking has become an essential aspect of any well-rounded job search strategy. If you don’t use this tool, you are at a disadvantage whether you are unemployed and looking for a job or simply practicing career management by cultivating your contacts.
Social Networking for Job Searching and Career Development
The list of Internet based social networking groups is very long and still growing. Groups range in function from general social interaction to niche sites addressing very specific areas of shared interest to those who participate. Some sites are restricted to certain groups such as the employees of a company. Other sites are good platforms for promoting a business or advertising products.
As someone who is interested in maximizing your success in a chosen career, continual networking on you part will help you find a job if you lose yours and help you upgrade to a better position when necessary. Through networking, you will often know if there is a career advancement opportunity out there that you can excel in.
There is one particular networking website that currently stands out in supporting your employment/career needs.
LinkedIn (LinkedIn.com) is a web based business oriented social network dedicated to helping business professionals create and manage extensive connection lists. Again, using the six degrees of separation concept, these lists ultimately extend well beyond the personal contacts that can be made by a single individual.
5 Easy Ways to Find Your People
I gave a speech last week at a conference for aspiring authors; a room full of some of the most dynamic, passionate and creative introverts a person could ever meet, all in one place at the same time. (I had found my people!) I talked about the importance of getting out from behind your computer, and into social circles to connect with the like-minded and like-hearted.
I was speaking with excitement as I recalled with gratitude the inspiration, validation, support and valuable education I’ve received by stepping out into my community, and immersing myself in the energy of my people, when one small voice from the middle of the room asked out loud, “How do you find your people?”
Let there be no more excuse-not a one. Below are 5 EASY ways to find your people.
1. Be of service. Who do you love? What are you passionate about? Or, as my writing coach asked me once, “What are you aching to contribute?” If you’re a sports fanatic, why not donate your time and talent to the Special Olympics? If you love children and books, consider leading a “story time” at your local children’s hospital or library. Also, organized service groups such as the International Rotary Club or Kiwanis International have local chapters, and usually let you visit a time or two for free before you decide to join. Check your local newspaper and online community calendar for local events you could potentially get involved in, and SHOW UP! Let them know who you are, what you’re all about, and talk about your book project. If you’re already immersed locally and are looking make national or even global contacts, consider organizations such as the Evolutionary Business Council (ECB), or CEO Space. Building relationships with people who share your passion will light up your life, and open doors you never knew existed. Bottom line, honor your inspiration and move forward with inspired action.
2. Collaborate! Confident business leaders know that alone they shine, and that together, they light up the world and make all things possible. (They *know* this with absolute certainty.) You don’t have to get involved a big JV opportunity right away (or ever!), but even little things such as newsletter cross promotion and participation in tele-summits will help shed light on you and your mission, ultimately supporting business growth and development while finding a few of “your people” in the process.
3. Join a Writers Group. Don’t be shy! Even Jack Canfield, Marianne Williamson, and Dr. Seuss were newbie’s once, so leave your inner critic at home (or on the side of the road someplace) and join the club! Clearly, you all come to the table with one thing in common-your talent. For as long as human beings have been around, we’ve gravitated to other human beings who we’ve felt understood the essence of who we are. The feedback, conversation inspiration and camaraderie are invaluable, and to surround yourself with others who share your passion is a gift unto yourself, and also to those you aspire to touch with your words. (Not to mention, what a great group of folks to cross promote with, right?)
4. Become a Union Member! I could (and should) write an entire article on the benefits of becoming a member of the National Writers Union (NWU), although for now, I’ll just give you skinny as it pertains. The National Writers Union UAW Local 1981 is the only labor union that represents freelance writers. Within the organization are local chapters, and within those local chapters are some of the most experienced, knowledgeable, passionate, dedicated and profound writers you’ll ever come to meet, know and love. These are “your people” to the power of 4. Here, your people are not only waiting for you, they’re ready to support your endeavors, and celebrate you, your message, your rights and your work. If you’re not a union member already, do consider becoming one.
5. (And last but not least) Have FUN! You know all those “Events” that pass through your Facebook Homepage page? Those are invitations…and yes, you’re invited! By all means, go if you feel ever so slightly inclined; it’s not always easy to show up at a new place with new faces, but it’s EXCITING, and refreshing so get dressed, grab a friend and get on out there. Concerts, fundraisers, clothing swaps, books signings — it’s a never-ending sea of proof that you are not forgotten, along with substantiating evidence that proves that your people are out there, and that they’re looking for you, too.