Network Better Without Business Cards
Smartphones aren't the only reason
to abandon those paper cards in your wallet. Try this better networking
technique.
A
business card is a simple tool
for sales or marketing, and, like any tool, it should be used with intent. But
most people force cards on others, who accept out of
politeness.
Worse, some just throw their cards
around like confetti, hoping that others will keep them and someday call. But
they don't. They get home and throw them aside or put the info in their contact
list and forget the people who passed on the card in the first place. Yes, even
the clever or fancy cards rarely serve as a reminder of their source.
When
you are networking, you are looking to connect with those who
can help you. They might be customers, connectors, mentors, or other people of
value to your business. But not everyone in the room is worth your time. You
want to build a relationship with those who are. And business cards rarely get
that relationship started.
About
two years ago, I stopped carrying business cards to meetings and networking
events. It wasn't because I was bumping with my smartphone or using Google
Glass to identify worthy prospects with face-recognition programming. It wasn't
even because I wanted to save trees. I simply found a more effective way to
engage with people I met.
Often,
when I meet with people, they ask me for a card. At this point, I know they
have some interest in what I have to say or sell. I tell them I don't carry
cards, but if they give me their email address, I will send them my contact
info. I also ask them if I can send them an interesting link as well. So far, I
have never been refused. Either I take their card, write down the address, or have them email me from their smart phone on the spot. I always
follow up with an email within a few days after the event.
If you take this approach, you have
an advantageous opportunity for three reasons:
- You have permission to contact people.
- You don't have to wonder if they'll remember you.
- You can send them something to truly impress them.
This
third element is critical. You have the opportunity to make a real, lasting
impression
and develop a relationship. Don't blow it. Here are three ways to keep things
moving forward:
1. Send
something truly useful. Once you have started a relationship, the
surest way to end it is by sending high-pressure sales material. Instead, send
the person content you know will have real educational value. If you don't have
any, create some. I usually send a popular column of mine, or a book link for an interesting author we may have discussed.
Regardless, I make sure the first communication gives someone a reason to
communicate again.
2.
Send something entertaining. So many emails are boring and dry. Show some
personality in your communication. This will help your new contact connect your
correspondence with who you are. Give the person a reason to smile. People do
business with people they like. Help him or her like you. Of course it helps if
you are entertaining when you first meet as well. Practice being
charming or
funny. A little humor goes a long way in relationship building.
Then you can always send an appropriate joke.
3. Send
something personal. Show your new contacts that you are a listener who heard
clearly what they had to say when you met. Ask about their kids or hobbies or
any other personal subject you discussed at the initial meeting. Let them know
you are interested in them as people and not just prospects. Who knows, they
might make good friends as well.
BY Kevin Daum
http://www.inc.com/kevin-daum/network-better-without-business-cards.html?cid=em01016week07a
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