My First Chamber Meeting. Advice? - Offline

I have been networking for the past 2 months at the Chamber and several other groups. I don't consider myself an expert by any means but i"ll give you my opinion.

1) Don't go in there handing out your info to everyone you come in contact with. Who cares.

2) Business owners are happy to talk about themselves so let them (for a couple mins) ask for their card if you want and if you like the person call them back for a 1 on 1 meeting.

3) Don't hand out your card or whatever info you want to give out with them unless they ask! It saves you money because if they don't like you, guess what, it's going in the trash.

4) Just walk up to someone, introduce yourself and ask one of the following; (for example)
Is this your 1st time here?
Wow the people here seem very nice and friendly, have you been coming long?

I usually lead from that approach for 2 reasons:
1) Most people are just as uncomfortable as you and it gives time to break the ice.
2) It gives you time to decide if the person is someone that you would do business with yourself or refer to your clients.

I find if you just use common sense and treat people like you would want to be treated vs. a dollar sign then you'll find people who think like you do.

The goal of networking is to build relationships !

I can't tell you how many times I'll be having a conversation with another person and someone walk up, introduce themselves and hand out their info. We just laugh and say do they really think we'll do business with them, they're so selfish and who cares.

The bottom line is people buy people 1st and if they don't like you, they're sure in hell not going to business with you!!!

Great advice from Bennett,

I'd add, treat it like you are a new member to a forum. Lurk for a while, in time your advancement will be natural. A lot of people there will ask you what you do. In that case don't be shy.

George Wright

This topic is something I posted in my newsletter, Phoenix
recently. Extract shown below.

===========================================

One thing that I sometimes comment on when I network, is
when somebody hands me their business card, but because
they've had it laminated or printed on both sides, I can't write
my notes on the reverse. As a result, I don't know why I should
get back in touch with them unless I note the details in a book
instead. It's far easier to just flip somebodies card when I pick
up the phone to read my Aide Memoir and talk with them.

And why oh why do people hand cards out like it's going out of
fashion? I went to a networking event a few weeks ago (no,
not Martin's London Lunch), and some guy was handing his card
to everybody. He didn't even talk with most people, so they
have no real idea what his business is about, nor why they
should make contact with him. What a waste of money and
time.

People prefer to do business with people they know and trust.
It would have been far more effective to spend his time talking
with a dozen people. Even if they're not interested in what's on
offer, they might know somebody who is interested, and pass
your card onto them. Passing cards by proxy does work, and
works very well.

I don't carry business cards now days as people very rarely
follow up. I tend to take other peoples cards instead, and I
follow up with them, usually within a day or two.

Phew, now I've got that rant off my chest

===========================================

Glenn Leaders' Phoenix Archives - Phoenix Volume 1 Issue 6

HTH

Glenn

All great advice, but you ALWAYS need to be prepared to sell. When you network, people are going to ask you what you do. You need to have the "social" version of your pitch ready to go... and it should be constructed in a way that encourages questions... "Oh, me? Well, like you, I am a small business owner, and I help folks like us earn more money through effective Internet marketing, getting more local customers ringing the cash register. Most of the time, this is at no cost to the business owner as they are able to stop spending money on old-world advertising that is no longer effective."

Depending on interest level, be prepared to get a table in the corner and talk (have a power-point folded up and ready to go in your dayplanner or notebook) or to schedule a call on the spot or to provide additional information ("I have some free reports in my car, I'll get you one"). Unless they express Zero interest, get a business card and follow-up the next day via email.

I'd suggest doing a lot more listening than talking. People want to talk about themselves and just by listening you'll set yourself apart from the blowhards in the room. My goal is to get business cards, not hand them out. Of course, the easiest way to get a card is to start to hand one to someone.

After the event I follow up with a note card and/or a phone call to people with whom I made a significant connection.

Someone handing out a booklet would stand out like a sore thumb at the events I've attended. Perhaps your chamber is different but as George said I'd recommend treating it like a forum and wade in slowly to get a feel for the group, not try to make a big splash.

This will sound radical to most of you but hear me out...

Almost without exception people attend Chamber mixers for
one reason... to sell whatever they have to other attendees.

You can pass out business cards or flyers until you're blue in
the face. Nobody cares. Their purpose is to give you THEIR
card... not to get yours.

Do this instead...

Become a connector.

Huh?

When I go to these events I don't carry business cards. You can't
get one from me even if you want to.

What you CAN get from me is a conversation about how I can serve
YOUR needs. What do you do? How can I help? What does your ideal
prospect look like? What would they be looking for? What problem
would they have that can be solved by what you offer?

I take copious notes from these conversations. I then pay attention
while I'm out in the real world... I do whatever I can to connect people
to other people who can serve their needs. The local business community
loves me because I'm always connecting them to people who have what
they need or need what they have.

The business card? Oh... I don't have one with me... give me yours and I'll send
you mine. I then send them a hand written note through my online system.

How many hand written notes do you think they receive after one of these meetings?

How many people do you think they meet at these events who are more
interested in helping them than selling them something?

Do it... you won't be sorry.

Tsnyder

Scorpion:

I wouldn't tell them why they need to hire you and make flyers ect. People there are for more social reasons and to relax. This is NOT a time for HARD CORE marketing....more COVERT marketing.

I would just concentrate on getting talking to business owners, and ask them TONS of questions about THEIR BUSINESS. And always throw a little tease by giving away some free marketing tips.....but don't give away the store.

Make sure to try to create some subtle HOOKS when you end the conversation. Like saying something like this:

"You know what Mr. Business Owner....I really enjoyed getting to know your business. If you like...here is my business card.....and if your serious about taking your business to the next level......LETS TALK. I love helping business owners make money as it truely is my JOY AND PASSION"

P.S. In terms of a philosophy......approach the Chamber Socials as a FARMER WOULD. You want to plant seeds, water those seeds, and then at the appropriate time you will reap a harvest. PLEASE don't ignore the patience aspect of letting business owners get to know you. If you approach them like a hunter (and go for the kill) you won't be successful as a marketing consultant long term.

Hope this helps you Scorpion,

Chris Negro