5 Steps to Make Their Business Card Work for You (Tool to Use For Profit)

You are a happy owner of your conversation partner’s business card now. Not only that, you also know how you are going to make next contact, because you just told them that when you asked for their card.

Do you get it that it is not important if you talk about your business or not. You are in control. You are going to make another contact anyway. You have not lost anything because they were never going to write you a check on the spot anyway. They will have referrals for you if you stay in touch.

The tips below will help you remember the person who gave you the card and how to follow up.

1. Make a note on the back of their card to tell you what your next action is going to be. Like ‘set up lunch with a friend’, ‘send an article on soccer’. Write the note right there, let them see you documenting the conversation. They were so good, you are not leaving it to a chance. Your credibility will instantly grow, and they will like you.

2. Use a personal shorthand. An L with a circle around it, and a word ‘friend’ should be enough to let you know it is a 3-way Lunch. An A with a circle and ‘soccer’ could be another reminder. An I with a circle and the name of the business association you plan to invite them to will also do the job.

3. Be prepared to not follow through. Yes, you will meet people whose values don’t match yours. It if OK to let them go. In her book ‘Networking Aerobics’ Wendy Kinney is sharing her silent shorthand for that – she bends top right hand corner of the card like a bookmark. When back in your office, you can just throw these kind of cards away. In the unlikely event that they ask what bent corner means, just tell them it is a shorthand.

4. Some people will not appreciate you writing on the front of their cards. If you can make them feel good by writing on the back, not the front of the card, that will show that you are paying attention to them as a person. Absolutely do just that. Write on the back of their card. They will not feel like you are defacing their card, they will like you for that.

5. If their card is glossy, use that stash of 3×5 cards for notes. You can wrap a note card around their business card. Wendy Kinney uses different color ink for different events she attends. Do the same, especially during holiday season, when you go to networking events they call parties – and do everything exactly the same way as I describe in this series of posts. I, of course make sure I get their mailing address, because of the type of business that I do do.

Next post will cover what you need to do to get rid of this person somehow, once you have their card. Sorry, I did not mean it like that. (I could not help it, this joke is directly from Wendy Kinney’s book.

Advertisements

How to Have a Little Conversation (Tool to Use for Profit)

Conversation is a layer that will make the other person want to know you. Their interest in you will make you comfortable.

You went to the networking event to meet people and get business and you think business is what you should be talking to people right off the bat. Wrong. Do not do it. The number one reason people do not get business at networking events is because they hand over a business card and talk about what they do before they have a conversation.

The more I read Wendy Kinney’s book (‘Networking Aerobics’), the more I am blown away by how much little things, that many of us do backwards at networking mixers matter.

Listen to this: just like it is important for romantically involved couple to have their first fight and recover from it before they have sex (in that particular order – first fight-recovery-sex, reversing it dooms the relationship), the same way when you first meet people it’s essential to show them, you are interested in them personally as a person, not a prospective paying client, before you give them a card or talk about business.

People do business with people. If you don’t find out what you have in common before you talk about business it dooms the relationship. You will miss a lot of business if you don’t find out what you have in common with the person in front of you first.

Don’t ask questions that are way too personal – even if you think that what you’ve got will help them with whatever issue you think they might have. Stick to ‘have you been to this mixer before?’, ‘are you new in town?’, ‘where are you originally from?’, ask them if they have children and ask questions about children. Ask them about their vacation plans. It is much easier to follow up when you know what you have in common – many times it creates a reason for follow up.

Once you find out at a big sales meeting or a convention for instance (because this technique works everywhere) that your grandparents and the other person’s grandparents where from the same little town, it will be much easier for you to invite them for lunch and start building that relationship even further, wouldn’t it?

If the person you are having a conversation with keeps talking about themselves (way beyond 6 minute max you planned to have per conversation) or if they have nothing to say, stick your hand out, say ‘Nice to meet you’ and go find someone else.

Network. The purpose of a conversation is to find a credible reason to make a second contact. Go for business now and it’s all over. Make a personal connection and you can make money.

It is profitable for you now to ask what they do.

How to Say Your Name (Tool to Use For Profit)

Yes, you read it right – saying your name is a tool to use for your profit. When done properly that is. Everything should work together to ensure that people you meet get to know and like you. When they do, they become open to doing business with you.

Say Your Name.

You can talk while shaking hands with people. The thing to say is your name. Even if you think they know you, say your name. Even if you are wearing a name badge with your first name big, say your name. Most people aren’t good at remembering names, so give them a break. Say your name.

We all have tendency to say our name too quickly. Hearing a name for the first time in a noisy room, one has to make an effort to actually hear it. Make it a memorable introduction. Wendy Kinney in her book Networking Aerobics, talks about a popular way to say a name in the movies – I absolutely loved it – yes, she is referring to James Bond!

I can see myself saying ‘Nichols. Larissa Nichols’. I like that a lot. That is helpful and memorable. Actually, I have been called by my last name before in e-mail follow-ups after networking events. Makes sense now – people simply do not expect to hear a name right away, so when they see my mouth moving, they are a little behind, and hear Nichols only. Not Larissa Nichols. Well, not any more!

Offer words that rhyme with your last name, shortly explain how to spell your name properly. In the choice who should feel uncomfortable, always choose yourself. Make the other person comfortable. People do want to say your name correctly. It’s arrogant to make them think that they should know how without any instruction.

You are at a networking event to meet people who will do business with you, and refer business to you; it’s important for them to know your name. If you hear an unusual name, ask them to tell you the story behind it. It will help you remember that name. The more you know about someone, the easier it is for you to remember their name.

If someone you met before obviously recognizes you but does not remember your name, say it, and remind them where you met. Sales people have to make prospects comfortable, not embarrassed.

Don’t ever walk up to people, hand them your business card and walk away. Walk up to a person, extend your hand, say ‘Hi’ and say your name. The reason you have been hesitant in the past to just walk up and say hi is because you did not know what to do after the hi. Now you do. Say your name, they will feel comfortable around you.

These Are Tools. Use Them to Your Profit.

Methods to the Madness – Networking Aerobics continued.

Today was Labor Day. My additional day off, and Gilbert and I made it a true day off. We decided to go to Helen, GA because it is one of the places we visited together when we just started dating. Back in spring (it was an early one this year and it because hot quick) we decided to go tubing down Chattahoochee river up in Helen. Now the summer is gone and we still did not do it. So, tubing it is!

We called to find out if they still run the tubing this late in season, packed our stuff and off we went. Took 3 tubes (one of the staff thought that one will not be enough for Gil) and went to the launching site. This was my first time tubing, I cannot say that I was watching people to see how they actually got into tubes. I simply put my tube into the water, turned my back to it and fell into my tube butt first. It worked perfect.

Gil fastened two of his tubes together, held on to the handle of one of them and from what it looked like, wanted to put his knee into the tube. I suggested he goes butt first. He did not. The next thing I know Gil is falling into the water back first, his legs are up in the air, his head submerged in the water. ‘I am OK’ was the first thing he said once his head appeared out of the water. ‘Butt first. Got it.’ was the second thing he said. He got up, turned his back to his tube, and went down butt first. It worked perfect.

The same way, there are little tricks to how to do what you know you should do when you are meeting people at a networking mixer. The way you do those things has to make people like you. People like you, when you make them comfortable around you. That is your ticket to developing relationship with them and receiving referrals from them. Wendy Kinney’s book Networking Aerobics is a treasure box full of great tips on that.

Showing Confidence.

No matter what the etiquette tells us, at a networking event the person with the most confidence extends their hand first.

Showing confidence is one of the criteria for success.

Not being confident mind you, just showing confidence for 2 hours. You can do it.

Confident is: eye contact+straight shoulders+a smile. Confident = an answer to a question+a question back.

Confidence makes you appear comfortable. When you are comfortable people around you will relax. Just confidently walk up and offer a handshake.

Below is the rest of the topics I will expand on later:

Handshakes.

Say Your Name.

A Little Conversation.

What Do You Do?

May I Have Your Card?

Future Planning.

The Introduction.

The Exit.

Follow Up.

Rinse and Repeat.