mirage design

By Terri Cooper

When Terri Cooper first started Networking, she couldn't face a room full of strangers. Often Terri would sit in her car out the front of the venue trying to work up the courage to walk in on her own. Now, Terri Cooper is affectionately known by friends and colleagues as "The Networking Queen".

"Business Networking doesn't come naturally to everyone" says Terri. "Most people need a helping hand to develop these skills and having been there myself - I know what it takes to move past the problem."

Below are Terri's Top 10 Networking Tips to get you out and about and networking like a pro.

1. SMILE!
Nothing makes people feel more welcome than a smile.

A referral generates 80% more results than a cold call.

2. Wear a name badge.
No-one can be expected to remember the names of everyone they meet at a networking event. Often people want to ask you something, but stall because they can't remember your name. Make it easy for them and wear a name badge that prominently displays your name.

3. Always offer a business card
This is people's reminder of you when you're not around. They may not need your products and services when you first meet, but if they have your card they can call you when they do.

Approximately 70% of all jobs are found through Networking.

4. Stand where people are likely to congregate
Position yourself where you wont feel out of place and where others will congregate. Try standing near the trade table or the bar. If it is a sit-down event, spend some time near the coffee and tea table, making time to strike up a conversation with those grabbing a quick cuppa.

5. Ask people about themselves and their business
Encourage people to tell you about themselves. As you both become more relaxed it's easier to open up and talk about common interests and where your respective businesses can help each other.

Most people you meet have around 200 contacts.

6. Ask open ended questions
We've all met someone who just answered "Yes" or "No" to every question we ask. It's like pulling teeth and leaves you feeling like they have no interest in you whatsoever! Avoid asking questions that will elicit "Yes" or "No" responses. "What range of products do you supply?" will get a better response than "Do you sell XYZ?".

7. LISTEN!
Make eye contact with people and actually listen to what they say. Try not to interrupt until they've finished speaking then respond appropriately. Most people love to tell you about themselves and their work so give them the chance - often you'll find information that's useful to you that you didn't even know you needed!

The price your customer paid will be long forgotten, but the quality of the service they received will be remembered forever.

8. Befriend first timers
We've all been there. Have a heart and make them feel welcome - they just may be the best contact you make.

9. Use people's names often
Once you know someone's name, use it often in conversation. This helps you remember them and to put a face to the name in your mind later on. It also makes people feel that you are taking an interest in them personally and are making a genuine connection.

IT'S NOT WHO YOU KNOW, IT'S WHO KNOWS YOU!

10. Remember Networking is about Telling, not Selling
Nobody likes being given the hard sell. If people are interested in your products or services they'll ask you for more information. Better to just tell them about what you do and leave them to decide for themselves if they want to know more. You don't want people avoiding you because you come across as too pushy.

Terri now teaches Business Networking skills on a one to one basis or in a corporate group. For further information on Terri and her networking functions go to www.terricooper.com.au.

Labels: networking