by Linda Lawless MA
The word “Networking” can make some professionals run from the room, I know this from personal experience. My first networking event was at a Chamber of Commerce meeting. I lasted 5 minutes before walking right back out the door. Too many people, no clue what to say or how to manage conversations. YIKES, I’m out of here.
Yet networking is a powerful and effective way to develop your practice. Over the years I have found many ways to network that don’t make me break out in a rash.
The first, and I find the easiest, is creating the Professional Resource Directory. In my first book, How to Build and Market Your Mental Health Practice, I detail how to build one for your practice. But before you take step one, do your homework first. After the handshake, you need to be ready to “network” with a good ROI, Return on Investment, of your precious time.
When you can answer the following questions you are REALLY ready:
What's your mission?
What's your market niche
Who's your ideal client?
What are your networking goals?
There are “Phases of Connection” when connecting with new people.
Attraction phase
First identify whom you are talking to. Is this a potential client, a colleague, an EAP manager or a corporate CEO?
Defining statement
This is where you use your mission, niche, ideal client information to tell them who you are and what you do.
Meaningful conversation
Now you can begin to talk about “How you do it.”
Decision-making
Help them decide to use your services or buy your products. Tell them how what you do may be of interest to them.
Why should they work with you?
There are decision-making styles that can be identified so you’ll know how to proceed.
Thinkers - May need more information
Doers - Operates out of a sense of urgency – “I only have a few openings left in my schedule. How soon can you come in.”?
Strugglers - Focuses on problems and wants a quick fix – “How long have you been struggling with......?
Achievers - Focuses on outcomes, wants success – “The work we do together can be a resource that may help you”.......
Elevator Speech
You may have heard of the term Elevator Speech. This is the presentation you make in two to three minutes. An easy one goes something like this:
Hello, what do you do?
Well, you know how (problem). What I do is (solution/benefits)
Then you wait to see if they’re interested and give them more information if you have time.
Networking List
Now it’s time to make your Networking list. Begin with your “Sphere of Contacts.” Make the usual lists, i.e., who you know, people you are in contact with, business people you deal with. Now start expanding into new arenas:
Where can you volunteer?
To whom can you give public presentations?
How else can you be in the public eye, writing articles, creating a public television show, talk radio.
What formal networking groups are in your area?
You're probably going to need to step outside your comfort zone as you learn networking skills. I can say after all these years, I can go to any Chamber of Commerce meeting and stay until the last Networker leaves.
Onward
Linda
Remember, no one achieves anything great alone. Now start Networking.
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