HAPPY HOLIDAYS: IT’S PARTY TIME . . . LETS MAKE THE MOST OF THEM!
- Accept all social invitations. Also look around for holiday events at your professional organization, chamber of commerce or other business groups and get yourself invited.
- Go to the party prepared. Bring plenty of business cards and a pen. Make it a goal to make substantial connections with at least half a dozen people. What's a substantial connection? A one-on-one conversation that's ten minutes or more.
There are two types of people you'll connect with at a party:
- People you know
- People you don't know
EITHER WAY: FOCUS ON CLIENTS OR POTENTIAL PROSPECTS
For those you know, ask sincerely how they are and how business has been this year. Be prepared to follow up with questions, no matter how business has been: Great: “So now that your business is growing, how are you making sure customer satisfaction is being maintained?” Or “How is that growth effecting your employee situation? Are they feeling stressed / stretched?”
For those you don't know, be prepared with your "Business Description" - "I help people in companies who are trying to reach and entice more customers, prospects and employees with fewer resources." Don't label yourself - "I'm in the promotional products business."
Spend more time asking questions and listening than talking. This is really THE KEY to effective networking at parties.
- How has business been going?
- How have the changes in the economy affected your business?
- What are your plans for growth in the upcoming year?
- Have they attracted many new clients this year?
- What kinds of clients are you looking for these days?
Have a strategy for staying in touch. What good does it do if you connect with all these people and they never hear from you again? Don't fall into the rut of suggesting you should get together for lunch sometime and never following up. Instead say, "You know, I have something I think you'd enjoy receiving. I've put together a new article entitled 'Ten Ways to Improve your image in Tight Times.' Let me send you a copy."
Follow-up with your new prospects after the party, if appropriate. If some topics come up that indicated there was a reason to talk further, give them a call in a few days with a very specific purpose: "Rich, at the party you talked about some of the challenges you were having in keeping employees motivated in this economic downturn. I have some ideas that you might find useful..."
When the economy is slow, you need to do something extra to get noticed. Don't just send cards this year. Assemble your list of top clients and associates and send them presents. A book or other thoughtful gift will be remembered a lot longer than a card. It can also be a talking point for future meetings.
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