| First there was speed dating - now speed | | | | have to be related to your industry; as long as it is |
| networking - it's all about the numbers, right? Maybe | | | | something they can use to increase their business. I |
| yes, maybe no. If you have an ineffective approach, | | | | have free resources on my Link System and San |
| all the numbers in the world won't help! (On either | | | | Diego Networking Guide websites - articles on |
| front!) I recently attended my first speed event and | | | | networking skills, networking event calendars, and |
| I learned that to fully utilize this format, preparation is | | | | lots of contacts to hook them up with. DO NOT add |
| in order. Speed networking is gaining in popularity and | | | | them to your mailing list without their explicit |
| it works like this: half of the participants are seated | | | | permission. I am very careful to get their permission |
| for the entire event and the other half move from | | | | to send them something. I tell them the name of the |
| seat to seat at regular intervals. Each participant has | | | | publication and when they can expect it. Preparation |
| a couple of minutes to "pitch" to the other before | | | | is the key...know exactly who you need to meet, |
| moving on.No matter what industry you are in, the | | | | then ask for those contacts. Being vague, general, or |
| odds dictate that there will be very few people at | | | | trying too hard to sell your services to everyone one |
| any given event actively looking for the solution you | | | | you talk to, will not produce the results you want. |
| provide with your product or service. Whether or not | | | | Offering to help others find the contacts they need |
| you believe they "need" your solution is another issue. | | | | will be an approach that will get their attention. You |
| I am always dismayed when I encounter someone | | | | will be the only one asking these questions...AND the |
| trying to convince another, at a networking event, | | | | only one who did not try to sell to them in two |
| that they are in need of whatever product or service | | | | minutes or less!Copyright 2006 - Mindy J. Selinger. All |
| they are selling. No one likes to be on the receiving | | | | Rights Reserved Worldwide. Reprint Rights: You may |
| end of an unwanted sales pitch. Here are some | | | | reprint this article as long as you leave all of the links |
| guidelines when attending a speed-networking | | | | active, do not edit the article in any way, give author |
| event:When they are pitching and you are | | | | name credit and follow all of the EzineArticles terms |
| listening:Ask relevant questions about their business. | | | | of service for Publishers.Mindy Selinger is an |
| Who is their best type of client? Who is their best | | | | authorized Link System trainer and a recognized |
| referral partner? What type of connections do they | | | | authority on business networking. She publishes The |
| need to further their business? Take notes on the | | | | San Diego Networking Guide event calendars. The |
| back of their card and get back to them with any | | | | Link System is based on the popular book The |
| connections you can make. When you connect them | | | | Millionaire's Handbook by Mel Kaufmann. Kaufmann, of |
| with someone who can be of value to them, you will | | | | the former Wilshire Chamber of Commerce, |
| have a business friend for life (if they are smart!). | | | | developed The Link System to teach individuals and |
| When you are pitching: (When possible, I let the | | | | sales teams how to find and build strong business |
| other person go first. The more I know about them, | | | | relationships. The Link System utilizes a proprietary |
| the better I can tailor what I say so that it is | | | | method of pre-qualifying questions, guided dialogue, |
| relevant to them) The most important point to get | | | | and gentle interview techniques. Current Link System |
| across is the solution you offer and who you offer it | | | | clients include Merrill Lynch Financial Services and |
| to. Minor details do not matter - not how long you | | | | Wachovia Securities.Ms. Selinger travels nationally for |
| have been in business, not your dedication to | | | | speaking and training. Free resources, including an |
| customer service or your location. Tell them your | | | | audio that outlines the 4 pre-qualifying questions that |
| best type of client, your best referral partner and | | | | are taught, can be found at - For information on |
| who you need to meet to further your business. | | | | networking events in the San Diego, CA area, please |
| Have something of value to give them. It does not | | | | visit SanDiegoNetworkingGuide. |