Want more big clients? 5 tips for business networking

culled from:petershallard.com

Business Networking Tip #1: Introduction Magic
Do not underestimate the power of a live testimonial – generated, of course, by an introduction from a mutual friend. Better yet, get introduced by a raving fan customer.
You may need to coach your “introducer” to announce you to the “big fish” like this:
Introducer: “Hey Big Fish! I wouldn’t normally interrupt but I just saw my buddy at this event and I absolutely had to introduce the two of you”
If the big fish trusts and respects your introducer, then you just got their interest and attention in 5 seconds flat!

Business Networking Tip #2: Calm down and play it smart
The over-eager, rapid-fire card dispenser  wins no friends. In fact, it’s kind of embarrassing just to watch.
About once a month, I stand above my rubbish bin (trash can) and sort through the inevitable pile of business cards.
Each card gets a half-second glance while by brain searches for recognition. About 90% end up as recycling.
Being a smart player in the networking game means waiting for the ideal moment to approach your “big fish”. Striking at that right moment means you’ll have a chance to chat and create a lasting impression.
Believe it or not, it is this “impression” – not the design of your business card, that will ensure you make it into the Rolo-dex.

Business Networking Tip #3: Trying to sell will murder your chances
People do not attend networking events to be solicited by each person in the room. As desperate as you may be to kick off a relationship with this important person, resist all temptation to blurt out your pitch!
Instead, learn to ask questions that uncover problems or issues that the person (or their business) faces. You can then position yourself as the potential solution to one (or many) of those problems….