If you are visiting TBNS, it’s worth considering whether the way in which you introduce yourself is effective. With hundreds of business owners visiting the show, there will be loads of opportunities to meet new people and turn them into clients.
This is a guest blog post by Cathy Richardson, who is exhibiting at TBNS, see full details below.
But with so many conversations going on, being on top of your game is crucial if you want to be memorable and remembered for the right reasons.
Of course, be ready with loads of business cards to share around! But if you really want to make an impact with the discussions you have with people, here are a few tips to get your head around before the day:
1. Listen more than talk
My granny always said: “God gave you 2 ears and one mouth for a reason!”
Networking-wise, make it your business to use these assets in those proportions. Instead of firing off a long monologue, give a short introduction of 10 words or less about what you do and then turn the conversation on the other person. Letting them speak will give you a chance to find their hot spots, ask probing questions and qualify them as a prospect or not. Then interrupt when appropriate to ensure a good 2-way flow of information.
2. Attract people through your body language
Remember, your body includes your eyes, face, hands and breathing too! Keep calm and relaxed. Smile, think positive thoughts and “share the love”. Beautiful people (inside and outside) attract beautiful conversations. If you look and feel worried, angry, negative or depressed the negative energy you unconsciously exude will repel people. Positive body language that attracts people includes uncrossed or unclasped arms and hands, feet confidently planted and chin slightly lifted, a direct eye gaze and a smiling face.
3. Build rapport and relationships
Rapport signifies the development of a close and harmonious trust relationship based on understanding each other’s feelings or ideas. A good way to build rapport is to mirror and copy each other’s physical habits. Sensitively observe your communication partner. Simply matching the pace of their breath, the tonality of their voice and the pace at which they are speaking, will help create rapport. Subtle mimicking of posture or body language will also help with this. Having rapport will help to create trust and pave the way for positive communication.
4. “It’s not all about you!”
The biggest secret of winning business through networking is the law of reciprocity: You have to speculate to accumulate. Being rutted in sales mode is likely to put potential prospects off. Chat, make connections, offer referrals and introductions, and offer your give-aways with a smile and positive attitude. Be prepared to give more than you get in the short term, because this really is about the bigger picture. If you are all just “about you”, the potential prospect may wander off to find someone more interested in him or her.
Cathy Richardson is a Master Coach with a special interest in business communication. At TBNS, she will be giving free 5-minute appraisals to anyone willing to get on her soapbox and deliver their 40-second pitch to whatever crowd turns up to watch, learn and buy. Come and join in the fun!
www.getonyoursoapbox.co.uk
www.cathyrichardson.co.uk