...The Three Biggest Mistakes Even Smart Women Make in Their Networking and how to fix them:
The by-far-biggest mistake smart, talented business owners make when they are at a networking event or speaking with someone about their business, is they turn "robotic" when talking. they flip into their 30 second elevator speech, and the prospect is not buying it.
Truth be told, they have actually fogotten why they are networking to begin with! Networking is about connection. Marketing your business is about connection. Selling is about connection, so if you go fake on your prospect there is suddenly nobody home!
I believe this is actually why we hate to sell so much. We hate to market, and to ask for business because it feels so, well, "salsey". We are petrified that they are going to say "no thank you" and we will fall into that terrible hole of rejection/dejection. Failure. Not good enough. Not ready. Stopped again. Ugh.
So what if somebody says no! You might not be a good fit for them. Your work may not be exactly what they need right now. BUT, maybe they can think of someone else who could use your services? Maybe they will walk away thinking "there was something really refreshing about that person. I think I will keep their card on my desk". You HAVE made connection, and you have stood in your power and mastery in a very congruent and open way. You have served them while feeling confident and comfortable in your own body. You are on your way! It is all about your ENERGY. It isn't the words you are saying, but how you hold the energy of the words you are saying. It is what you know deep inside, and that is what you are sharing.
And there is another thing. What happens after you have stayed with your person, and you have held the beautiful energy of what you offer people. At that point are you willing to stay in connection and still ask them to work with you? How often do you NOT ask for the business even after making a great connection with someone? You could at least give them your business card and say; "Let's take this conversation further sometime at your convenience. Can I call you?"
If you cannot muster up the conviction within to ask for the sale, or at least to let them know that you would like to follow up with them sometime, you are definitely leaving money on the table.
Here is an exercise: On a piece of paper, think of the many people who you have contacted or connected with in networking venues, and think about how often you DIDN'T ask for the sale. How much money were you leaving on the table with each lost contact? $100? $1,000? $10,000? I did this exercise and realized I could have made an extra $300,000 over the years if I had gone further and asked for the sale when there was an opportunity to do so.
The opportunity may be, "how would you like to get on the phone sometime and talk over your thoughts and concerns?" " I want to offer you a Strategy session, no attachment, where we can really dive in and take a look at your business to see how you can increase revenue...or lose weight...or find your dream partner." You have to connect the dots and get to a place where you continue to have connection with the person. If you don't, your business will flounder.
So let's review what I have covered today in this report. We know that networking is a very good way for you to have more exposure to more of your potential clients. You have done the work to find where they may be hanging out, whether it is in women's networking meetings, meet-up groups, clubs, etc.
But then you get there and #1 you start talking all about your credentials and what you do, assuming that the other person is going to be interested. They MAY be interested, but not when you start talking at them instead of to them.
Then, #2 you trip all over yourself trying to please and be "nice" and mold yourself to what you think they may be wanting.
And lastly #3, you actually stop connecting with them from the heart and the warmth of who you are, and go "robotic", giving them your polished 30 second speech and leaving them in the dust.
And then, even if you stayed in connection the whole time, you still lose the spark because you don't have a way to follow up with them without feeling "salesy".
All of this is simply to say that you have to start to trust yourself more. You have to be willing to own your own value the whole time, and not try to either comply too much or push. Just be there and be willing to connect with them. Amp up your relaxed, exuberant comfort. Breathe, smile and be present with your prospect. Remember you are at a networking event to share your SELF, not so much your brilliant work. They may not realize your work is the perfect thing for them, even if you know in your heart of hearts that you are about to save their life, their sanity, their happiness, etc. so take your time. Enjoy yourself. And appreciate them.
And you can just relax and be yourself. they say it takes 5-7 touch-points before a prospect buys from you, so let this be number one. Then follow up. This is the easy path to success. And you know what? It feels better! So let's get out there and enjoy. You never know, the next step might be to get in the spotlight and be the Keynote Speaker of the event. You are preparing the ground in the best way possible to be calm and brilliant at the same time. Nothing to prove, nothing to hide.
Are you ready to take a leap into your own business brilliance? I can help you clear the cobwebs from your mind clutter and quickly get into the mindset of the powerful feminine business owner who both follows her bliss AND brings profit and prosperity into her life!
I have two things to offer today: The first is my BOOK! Step Up and SHINE: Power and Presence in Action can be found at www.amazon.com, and we go into depth with 5 KEY Energy Management practices to get ready for the Spotlight! If you do buy the book, please consider leaving a review!
Also, I have opened up some room in my schedule to work with a small number of clients in my PRIVATE Diamond Elite and Visionary Leader Programs. Are you one of them? I promise I will offer you Top Shelf treatment in one of these two six months private coaching/mentoring programs when you join. Say "Yes" to yourself and bring the meaning and passion back into your business over the next six months! Imagine making double, triple, even quadruple the money you have made this year while making your marketing virtually effortless!
Just send me an email with the word Strategy Session in the subject line, and I will send you a questionaire to fill out. Then we can set up a time for a COMPLIMENTARY Strategy session. Plan to spend at least an hour on the phone, so that we can take a deep dive into your dreams and visions, as well as the concerns you might have about your business. You can find me at: email@example.com. I can't wait to speak with you! This Coaching program is for you if you have been attempting to get traction in your business but have been hitting some roadblocks to success. We work with both the inner energy practices and the outer marketing strategies to grow a meaningful and sustainable business, unleashing your possibilities and bringing you exuberance and satisfaction.
Diane Young Sussman is a Life Transformation Coach and Energy Healer who is passionate about teaching her clients about the inner energy management and mindset tools that build their flourishing businesses from the inside out. She is a Mindset excellerator extraordinaire, with a Certification in Money Breakthrough Coaching. She really cares about your spiritual life, and talks "soul" most of the time. She believes that i women find their brilliant "sweet spot", their life will open up. Find her at www.stepupandshine.net or call (215) 563-1271.