This is not the typical book review, Make Your Connections Count is written by 20 contributing authors and is about how to get the best out of your networking efforts.
This review is about the chapter written by Patty Farmer, a great lady and an awesome networker. She is someone who really understands about making your connections count.
Getting the Most Out of Your Networking Organizations
Patty points out the fundamental tenant of networking is about giving and not expecting anything in return. This is the biggest concept that so many miss. I myself have been to many network meetings and have seen people come and go because they feel they can not money from the people there.
It is better to be prepared for an opportunity and not have one than to have an opportunity and not be prepared – Whitney M Young Jr. American Civil Rights Leader
It all starts with the elevator pitch and Patty gives some great tips on what to put in the elevator pitch. At the end of the day the pitch is about you and what you can do for others.
The One-on-One Meeting
The one-on-one meeting is described by Patty as the most powerful aspect of successful networking. She gives great advice on what to do before, during and after the meeting. All this advice is really spot on and allows you to be successful in these meetings.
Patty advises confirming your meeting by email and including the following:
What is an ideal referral or client for you?
To whom are you looking for introductions?
Who are a few good strategic partners for you?
And then of course make sure you tell them about you!
By providing this information ahead of time Patty explains this allows the bulk of the One-on-One meeting to be about getting to know each other. After all people buy and do business with people they know like and trust.
Finally as it pertains to the one-on-one meeting make sure you follow up within 48 hours on anything you have committed to do at the meeting.
The last section of Patty Farmer’s chapter is about calculating your ROI and ROR. This gives some great pointers on how you can evaluate your ROI and ROR, none of which are instant.
A last thought from patty Farmer
Networking is a powerful tool for any business and one that needs to be learned, fostered and integrated into your daily life. Become a master networker and watch your business flourish!