Social Capital into Capital Gains
Just Showing Up is Not Enough!!!
By Sheri' Taber

Making the most out of every networking opportunity requires you to be prepared at every level; it takes forethought and preparation. To maximize your outcome, follow these recommendations to be fully prepared – physically, mentally, conversationally and emotionally.

Your physical presence reflects important information about you. For instance, always come prepared with a name badge that tells people who you are, business cards to hand out to those who are interested and pen and paper for notes. Bring brochures or samples that explain your business, when appropriate. Be connected and “present” so you know when it makes sense to schedule a follow-up meeting with your contact and when it makes even more sense to move on. Carry a smart phone so you can make appointments or referrals on the spot.

The most important part of your physical preparation is your personal packaging. Make sure what you wear is appropriate for the occasion and reflects your brand, professionalism, integrity, and customer service, while exceeding “best client” expectations. Your handshake translates self-confidence and good energy or the lack thereof. Your posture will tell on you, too.  Does it emit self-confidence and “presence”? Great confidence and a magnetic presence are your goal.  Do it well and you’ll attract the interest you are targeting.

Mentally, be sure your focus is on connecting and sharing with others. When you focus on others’ needs, you will no longer worry how to make yourself look good. It will happen naturally. Too many people approach networking from a place of fear and scarcity.  Scarcity manifests from a “must make a sale” mentality.  It attracts avoidance.  Approach your networking efforts from a place of abundance, kindness, and a “full practice” mentality.  People want to do business with people who are in demand.  Abundance attracts abundance.

Knowing how you bring value to your ideal strategic or referral partner will give you the confidence you need to approach, communicate, and propose potential partnership opportunities. Know how you will start your conversations and how to present yourself so you can make genuine connections and lasting relationships.

Listen and ask genuine questions of each person you meet; then frame your response to their needs and the “opportunities” that exist within their network. Knowing how you can provide value to others will greatly improve your relationship building process. Be prepared to make responsible referrals where opportunities exist.  This is not only good for the referral and referee; it builds good will.  You can bank on that.

Your Power Pitch or elevator speech is the most powerful and valuable thirty to sixty second opportunity known to man.  If you consider that a well-delivered pitch can yield hundreds or even hundreds of thousands of dollars for each impression, you might agree that being prepared is a no-brainer.  Your elevator speech should be emotionally compelling and grab the attention of those (and those they know) who need your product or service.  You must know it by heart and be able to deliver it naturally. Let your delivery be enthusiastic while you connect and engage with your audience.  Make eye contact so it feels as though you are speaking directly to them - not at them. Use emotionally driven needs and benefits within your commercial whenever possible to garner higher interest.

Remember, networking is less about meeting potential clients and more about developing relationships with potential strategic referral partners who can provide valuable introductions and endless referrals. Networking with other professionals provides you with opportunities to share resources, knowledge, networks and information.  Being connected to that one, ideal person can dramatically change your life and your career.

You are your brand.  You project what you believe and feel on the inside. Prepare yourself as though you were the MVP in the championship game. Are your inner thoughts aligned with the level of service and integrity you promise? Disconnect from problems that threaten your ability to emit good energy and most of all, FOCUS on your game!

“Ninety percent of success is showing up prepared,” according to Jeffrey Gitomer, author of the Little Black Book of Connections.