As 2013 came to a close, I found it was a perfect time to reflect on my decision to open my own business. For over 20 years I worked for both large and small companies and I felt my contributions were valuable to the company’s success. Given my work ethic, dedication and desire to learn, I thrived in this environment, however, a couple of years ago with encouragement from family and friends, I decided to enter the world of the independent business owner by creating Scrivener Solutions. This was exciting, but very scary as well! My business is built on helping my clients with “back office” duties because that is where my experience and strengths lie, not marketing. My first hurdle was how do I find clients and sell my services?
The answer: NETWORKING!
You may say to yourself, I can’t network; I’m too shy or nervous to do it. Well, I thought the same way, but I got out there and did it and I’m a much better person for doing so. Below are some key points I have learned and take to heart making a significant difference in my business.
- Networking is about being genuine and authentic, building trust and relationships and foremost how you can help others.
- Networking is about meeting new people and learning what they do and building a relationship with them, NOT going after the “hard sell.”
- Ask yourself what your goals are so that you will pick groups that will help you get what you are looking for. Some groups are based on learning, making contacts, and/or volunteering rather than on strictly making business connections.
- Picking a group to spark your interest is important. Tone, attitude and goals of the group can help you stay focused and motivated.
- Once you have joined a group, become fully engaged. Attend the regular meetings, participate in special events, and volunteer for positions in the group.
- Have a clear understanding of what you do and why, for whom, and what makes your doing it special or different from others doing the same thing. In order to get referrals, you must be able to easily articulate your service or products to others.
- Follow through quickly and efficiently on referrals you are given. When people give you referrals, your actions are a reflection on them. Respect and honor that and your referrals will grow. Always thank the person who sends you a referral.
- Be approachable, but at the same time, don’t be afraid to approach others and introduce yourself and start a conversation. Ask open-ended questions in networking conversations. This means questions that ask who, what, where, when and how as opposed to those that can be answered with a simple yes or no.
- Always have business cards. The time and place for networking is: ANY time and ANY place, because you never know whom you might meet.
Often, the words of Richard Weston, colleague and fellow networker comes to my mind, “Networking isn’t fast food.” He expresses that those who want a quick sale and have no desire for repeat business and quality customers, need not network. I found it to be so true because being consistent in networking has really paid off for me, not just on my bottom line, but with a great deal more friends! The value of networking, means that not only do I get referrals, I have met so many good people that I feel confident using their services and referring them to others.