Networking Tips
Networking is a very big aspect of any business. Whether you are a franchisor or a successful franchisee or a person who is just starting a franchise, it is quite important that you learn to network properly. Networking means meeting people in a formal or informal way. It also means interacting with people who can be your customers, prospective franchisees, business partners, referral sources or even your competitors. Whoever they are, it’s essential that you know the dos and don’ts of effective networking.
• The first thing that you are supposed to keep in mind is that networking doesn’t mean selling your products. When you go to a networking event, you are going for meeting people who may influence your business. If you start with a sales pitch, then you will find that very few people are actually willing to talk to you.
• Be sure of why you have gone to that networking event. If you are looking for a referral source, then going for an event with majority of people from your industry won’t be fruitful. Similarly, when you are searching for people who can offer your franchise business for sale, you should go to such an event where you will find people looking forward to buy a franchise or people who can give you reference to such people.
• Make sure that you have a good speech prepared when people ask you the inevitable questions, “So, what is your profession or what your aspirations are?” Ensure the answer is not a fumble or a boring murmur of your resume. It should be dynamic and attention-grabbing, so that the person asking the question is forced to show interest in your line of work. Also, remember to keep it short and simple; if you go on rambling about your company, you will soon find yourself talking to a wall!
• Having a very good business-card to hand out is essential. Make sure that you have all the numbers up-to-date. Handing out cards with the number of your ex-office is a strict no-no. Moreover, when you take in any card, make certain that you write down something about the person who handed that to you, especially what kind of support you can get from him.
• When you network, show genuine interest in the event in which you are participating. People can spot a fake very easily. So, just don’t go to a networking event for the heck of it; try to involve yourself as much as possible in the event. Be a volunteer, organizer or a sponsor. You will see that you have done more networking this way than by actively pushing your card.
• Always follow up those people whom you meet in the networking event. But respect their privacy too. Call them within a certain time-period. Don’t be too pushy or too submissive; maintain the right balance and you can even turn a cold lead to an active account!
• Know the difference between a ‘lead’ and a ‘referral’. The first one may or may not turn out to be a business, but in the latter case, there’s a definite business chance, if you proceed rightly.
• Never take a person for granted. Talk to everyone you can whether or not they are associated with your field of work. Listen to them and show a genuine interest. Who knows your next big account will come from a source remotely connected to your business. The “six-degrees-of-separation” really does exist!