WW NETWORKING
ICEBREAKER OR DEAL BREAKER knowing the difference Do you know the correct etiquette when it comes to connecting with someone for the very first time? If you don’t, says ANNEMARIE CROSS, your approach might sour a relationship with someone who may have become your biggest advocate. Whether networking with someone online or offline there is one principle you should follow. Unfortunately, even today, there are many people who are either unaware of this principle or are simply ignoring it. Just last week online, someone requested to connect with me. No sooner did I authorise our connection, the very next email I received from him was: “Hello. I would like to bring your attention towards online business. I have the great idea to earn money here and there. Contact me I will help you in a better way to grab your success.” Ignoring the fact that the email was full of grammatical errors, the sender had not taken the time to get to know me, or find out what I needed support with. This was not an icebreaker but a deal breaker. I reported his email as spam and immediately blocked him from my contacts. Sadly, this can also occur with face-to-face networking. With networking it’s vital to understand that the number one principle is relationship building first and foremost – NOT selling. Here are four Icebreakers you can use the next time you attend a networking event.
ICEBREAKERS Tell me about your business and the work you do?
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I have a large network. Who is your ideal
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client so I can keep your name handy as a reference should one of my network contacts be looking for someone with your expertise? I’ve been hearing of some of the changes in your industry – what are some of the challenges that you’re facing that I can support you with?
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And these are deal breakers too: Taking people’s business cards and subscribing them to your newsletter or email database and emailing them without their consent. [Note: this is not only a deal breaker, it is illegal].
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Speaking to a number of people and then:
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What are some of the projects you are working on at the moment?
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All of these icebreakers put the other person in the limelight and focus on them and their needs. Learning more about a person, their business, and their needs is priceless as you could become an incredible resource for them, as well as someone they will get to know, like, and trust. Now, let’s look at seven deal breakers you will want avoid.
DEAL BREAKERS Talking ONLY about you, you and guess who? You.
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Interrupting and bringing the conversation back to your products and services each chance you get.
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Doing all the talking and not letting the other person get a word in.
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Going in for the sale, despite the other person not mentioning a need or interest in purchasing your products or services.
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Not listening to what other people say.
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20 WORKING WOMEN® n Summer/Autumn 2015 – www.womensnetwork.com.au
1. Sending them a bulk email with all of the email addresses showing; 2. Focusing the entire LONG email on yourself, your products and services. Let me ask you, if any of these things were to happen to you at the next networking event you attended, would you be likely to recommend or become a client of the person who did these things? That is highly unlikely. So, don’t be tempted to use any of the deal breaker tactics as you will only be jeopardising an association with someone who could have become a huge advocate for your business had you taken time to nurture the relationship. Think relationship first and foremost. When you do, the business will follow. n
CONTACT Annemarie Cross BUSINESS Communicate Your Brand PHONE 1300 137 576
www.annemariecross.com