It’s annoying. You’re attending all the right networking events and industry conferences, but something is not clicking. Your new business prospect list is not growing. The phone isn’t ringing with networking follow-up calls.
The problem might be your communication style. From time to time, we all get caught up in our own business targets and lose sight of the point of any communication - the exchange of information. Developing a comfortable self-awareness can be your biggest networking ally. So watch for the four primary networking missteps that will stop you from being as effective a networker as you’d like.
1. Mixed Messaging. Infrequently we think that we’re sending one message, when our attitude and words actually say something different altogether. So be certain about the business message you need to send. State it to yourself prior to your one-minute lift speech at a networking event. Rehearse a second, more casual but concise, business definition for unstructured networking prospects. If you are not convinced, no-one else will be. For instance, I recently concluded that trying to promote a skill I do not enjoyed was hampering my networking success. When I got clear about this it was much easier to obviously position and push the skills I was committed to expanding.
2. Tasteless Response-itis. It happens all of the time. I see it in networking, during customer conferences and in selling systems. You state your key business message and then you fail to reply appropriately to the input or response that you receive. Perhaps you keep making an attempt to make the same point again and again ( only slightly restating your primary point ). Perhaps you are racing ahead in your consciousness pondering what you want to point out next rather than listening to what is being said to you. You see some other person you “must ” talk with and your attention is compromised. In any communication, it’s important to actually listen. Process the response you receive and make it part of your own reply. For example, responses that indicate active listening include : “I’m happy to hear you say that… ” “that’s’s an engaging point because… ” Give and take, rather than one-sided promotion, is the only real way to move conversation forward in a way that’s deferential to both parties.
A case of unfit response-itis : I lately inquired about a business service. Despite the proven fact that I said to the sales representative exactly what information I needed so as to make a buying decision, the sales representative kept responding with what sounded like “scripted ” replies. After a few minutes it was obvious this person didn’t know the way to go off script to shut the sale or to make a response to my questions. Stay flexible. Listen and let the verbal cues you receive determine your contribution to the conversation.
3. Body Language Blocks. Effective business networking also comprises watching for body language cues. If you should happen to feel your message is being “blocked, ” look to see if the individual you’re talking to has their arms crossed in a purposeful demeanour. Watch for such cues and use your own body language to certainly reinforce your message. If somebody is presenting such a closed body posture keep your posture relaxed and open. Use hand gestures with your palms upward. In an agreeable manner probe to find out what interests them or is important to them. Folk like to talk about themselves and they need to know their wants are heard. When both yours and their body language is relaxed and deferential ( e.g. Making good eye contact ) your business message has much more probability of coming across successfully.
4. Missing Message Confirmation. This may appear obvious, but frequently it is simple to forget to ratify that your key networking message was obviously received. For example, you can fortify your business message during networking by asserting, “Now that I have told you all about my selling experience in consumer products, tell me about your business. ” if you are trying to relay product info ask an open-ended question such as, “What questions do you have about these nutritive products especially formulated for women? ” It’s the equivalent of asking in an individual situation, “Am I making sense? “
Flourishing business networking takes comfortable self-awareness and your complete attention. When you start and end talks obviously, while staying alert to physical cues, and are flexible and open to precise circumstantial opportunities which naturally arise in any conversation, your message gets heard loud and clear.
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