Make connections that will grow your business

Three steps to help you be “the one to know”

This fall I attended a luncheon at my local chamber of commerce and the presenter gave a great talk on making the most of networking events. He said one  thing  that really stuck with me: “You want to be the person that everyone wants to invite.” This season of holiday parties has me thinking even more about his advice.

What qualities make up the type of people that everyone wants at a party? They are fun, outgoing, thoughtful, caring, and in a nutshell likeable. They are masters at building relationships. I have always been awed by these “popular” people but never thought it could be me. Like many of you, I am much more comfortable working behind a keyboard than meeting new people.

As I have worked to grow my business, I have read many books looking for the secret  or  trick that would lead me to instant success. While I still haven’t found that silver bullet, every book I have read has one very simple
principle at its core. A strong business is built on strong relationships. Think about it—what is the center of any good marketing plan? A marketing plan is simply strategies to build relationships with current or prospective
customers.

My biggest challenge as a business owner has been learning to be that person that everyone wants at his or her parties. I have worked really hard to build relationships and am seeing results—most of my business comes from
repeat customers, referrals and vendors that I have worked with.

Here are three simple steps to help you be that person that everyone wants to know:

1. Always remember, it’s not about you

   You probably think that you are the most interesting person in the room and guess what—so does the person you are talking to. Anytime you meet someone new, make it a habit to focus more on him or her than yourself. Ask questions about their business and listen to the answers. The other person will notice your interest and be happy to have someone to tell all about their amazing product or innovative service.

2. Listen…I mean really listen

   I know I have said this before (in fact I said it in the last point) but it really does need to be repeated. When you are talking with someone don’t think about your response, or your to do list, or someone across the room. Pay attention to only them and really hear what they are saying. You might be surprised but what you learn. More importantly, the person you are talking will sense if you are distracted and will quickly move on to someone who is more interested. You are looking for more than just a quick hello and business card exchange. The goal is to get to know someone, earn his or her trust, and create a meaningful, relationship. Trust me, they can tell if you are not really listening.

3. Become a connector

   Use your network and resources to help fill the needs that you learned about  while listening to the other person talk. These connections usually won’t benefit you directly but they do show that you listened to what the person needed, cared enough about them to think about how you could fill that need, and helped them solve their problem. All three show that you are caring, thoughtful, and most importantly likeable.

If you are new to this networking thing, do not try the steps all at once. Start by asking more questions and then really listening to the answers. The connector part will happen as you get better at the first two steps. As you get to know new people, you will find yourself looking for ways that you can “connect” them with your current network. It makes you look good and more importantly shows why you should be invited to every party.