Networking

If you want to make friends and money at the same time, you should master the art of "networking." Networking refers to the process of meeting people and exchanging contacts or information with them to further a career.

Networking can take place at events designed specifically for that purpose. Networking groups usually meet once a week. Chambers of Commerce groups usually host networking events or "sundowners" once a month. Small Business Owner networks often host special seminars or workshops and have networking sessions before and after.

Networking can also take place informally when you meet people at parties or functions. You can even network with people while you're standing in lines. People who learn to strike up conversations in grocery store lines, or at the bank often build large networks very quickly.

The only thing you have to do to be good at networking is to be friendly and inquisitive. If you are genuinely interested in others and you ask people to talk about themselves, you'll usually find that they like you and want to know more about you.

Get People to Talk About Themselves

People often think that master persuaders are "smooth talkers." You actually have more influence if you LISTEN to people, rather than talk to them. A famous line warns, "People don't care how much you know, they want to know how much you care."

This is one of the most powerful things you will ever learn. If you haven't already read it, you should get a copy of the classic book, How to Win Friends and Influence People by Dale Carnegie. His advice is well-proven and never goes out of style. If you follow the advice in that book and learn to focus your attention on people rather than on your own offer, you'll find yourself with all the "persuasion power" you need.

If you want people to consider making a life change, you have to get them talking about how their life needs to change. In other words, if you can get them to complain about the way things are, they'll be more open to suggestions about how things could be.

Start by asking the simple question…

"What do you do?"

Then follow it up with other questions like:

• How long have you been doing it?
  
  
• Do you like it?
  
  
• Is it getting you where you want to go in life?
  
  
• What would you do if money weren't an issue?
  
  
• Ever thought of doing something different?
  
  
• Are you going to do it?
  
  

Some of these questions can get a bit personal, but if you can get people to answer them, that's good. You want to get people to open up and become emotionally invested in you. The more they tell you about themselves, the more trust and rapport you establish, and the more likely it is that they will want to check out your website.

Ask these questions one at a time and listen to the person as long as they want to answer. Sometimes in answering one question, people will give you an answer to a question you haven't asked yet (but were planning to). Make sure you don't then later ask the question! They will think you weren't listening!

For example, many times when people are asked the second question, "How long have you been doing it?" they will tell you about their dissatisfaction with their job. So pay attention. Don't ask questions that a person has already answered.

The key to good communication is listening, really listening. It's one of the most powerful techniques for connecting with someone. We all want to be heard and understood. In today's fast-paced world, most of us don't feel heard often enough and we very rarely feel understood. We all want more. The person who truly listens is rare and appreciated. You can be that person. Just use your two ears at least twice as much as you use your one mouth!

Keeping asking questions as long as people keep giving you answers. If you get too personal, they'll let you know by pulling back. The more you practice asking questions and listening to people, the more skillful and comfortable you'll become.

The really great thing about listening, is that you don't have to learn what to say. You don't have to offer any advice. Giving advice is rarely appreciated anyway. It's better not to give advice unless people ask you for it.

If your conversation comes to a close before you have had a chance to tell someone about your business, just give them your business card before you go and link one of their expressed yearnings to the card. For example, if they told you, something like "I really want to spend more time with my family." You can say, "Here's my card. You might want to take a look at the information on the website. It will show you how you can spend more time with your family."

If the conversation isn't cut off by time constraints, it will eventually turn to you. Most people who have answered the question, "what do you do?" Will turn around and ask the same question back again after answering.


Magical Marketing Moments

One of the most powerful things you can do to grow your business network is to have a carefully planned response to the question, "What do you do?" Many people when asked that question stammer a little, and choose one of three paths:

1. They describe their other job.
   
   
2. They say, "Oh I'm in eCosway, we sell products over the internet."
   
   
3. They say something really vague like, "Oh, I do lots of things."
   

Each of these answers wastes a MAGICAL MARKETING MOMENT.

When a person asks you what you do, it is an invitation to give a "mini pitch" about your eCosway business. Of course it's not an invitation for you to go into all the details of your business, but in a matter of seconds, you can:

	Pique their curiosity
	Demonstrate your pride, enthusiasm, and professionalism
	Give clear, concise benefits that might interest them
	Get them to reveal whether they are a good prospect or not (by their reaction)
	Garner their respect (and/or jealousy) for your obvious career satisfaction

Although that may sound like a lot to accomplish, it's actually very easy. If you use a Magical Marketing Moment Statement, it will only take 5-15 seconds. There are many different types of statements that can work, so choose one that suits your personality and considers your relationship to the person and the setting you're in.

The goal of a magical marketing moment statement is to get the other person to ask you for more information.

You can make your statement and then just wait for the other person to respond, (hopefully with another question) or you can add a question of your own. Both strategies work. Choose the style that you feel is the most appropriate for the situation.

As a general rule, you should make the statement and omit the question in situations where you need to be subtle. Save the optional question for situations where people are obviously networking with one another or whenever you think that someone is really interested.

Here are some Magical Marketing Statements:

Shopper Approach

• I'm in e-commerce. I have a global online shopping mall featuring products people love, a shopper rewards program that drives people wild, and an amazing auction that allows people to buy things like _________for only $1!
  Optional question: Do you know what the normal retail price for one of those is?
  
  
• I have a global online shopping mall with an exciting shopper rewards program-for example, this month, we're featuring________ in the Amazing One Dollar Auction. Can you imagine, someone will get to buy ____________for only $1?
  Optional question: Do you want to check it out?
  
  

• There are two types of people in this world-those who pay to shop, and those who get paid to shop. I have an online shopping mall where people get paid to shop.
  Optional question: Would you like to get paid to shop?

Business Owner Approach

• I have my own business now, thanks to a revolutionary new concept and a fantastic Business Ownership Support System. I'm actually doing global e-commerce and am always looking for people who want to join me and make extra money.
  Optional question: Do you know anyone who wants to earn an extra stream of income?
  
  

• There are two types of people in this world-those who trade time & talent for money, and those who know how to create wealth. I help people create wealth using a proven system.
  Optional question: Do you know anyone who wants to create wealth?

• There are two types of income… Smart and Stuck. I help people earn Smart Income.
  Optional question: Do you want to know the difference?

• I teach people how to become financially independent working from home.
  Optional question: Do you know anyone who is tired of the rat race?

• I help moms make enough money to stay at home with their kids.
  Optional question: Do you know anyone who might be interested in that?

• I'm a home-based business coach. I teach people how to successfully set up a business and become profitable right away.
  Optional question: Do you know anyone who might be interested in that?

• I help people to get a second paycheck every month.
  Optional question: Do you know anyone who needs one?

• I have a great home-based business that lets me make more money than any job I could find, set my own hours, have lots of fun, and help lots of other people do the same!
  Optional question: Do you know anyone who wants a job like that?

• I help people develop multiple streams of income so that they have security in today's uncertain job market.
  Optional question: Do you know anyone who is facing insecurity now?

• I help people to escape the rat race, secure their financial future, and find true satisfaction in their lives.
  Optional question: Do you know any overworked, underpaid people?

• I help people make extra money and have the time to enjoy it.
  Optional question: Do you know anyone who needs more time or money?

• I'm part of an increasing trend helping to re-distribute some of the massive profits that large companies make--back into the hands of individuals like you and I.
  Optional question: Do you know anyone who wants to get their share of global wealth?

• I help make people's dreams come true. I help them to get out low-wage limbo, or high-paid slavery, and discover how to make as much money as they want and still have the time and freedom to enjoy it in whatever way they wish.
  Optional question: Do you know any overworked, underpaid people?

• I help people start a lucrative home-based business with low risk, low capital, no employees, and very little paperwork.
  Optional question: Do you know any that wants to go into business for themselves?

Shopper and Business Owner Approach Combined

• I have a global online shopping mall. I sell exciting & exotic products to people all over the world and I teach people how they can make money doing the same thing.
  Optional question: Do you know anyone who might be interested in that?
  
  

• I'm actually in e-commerce. I have a global online shopping mall featuring products people love, and an amazing auction that allows people to buy things like _________for only $1. I also teach people how to make extra money with the same system I'm using. It's great because everything the mall, the auction, the processing & shipping are all set up for you.
  Optional question: Do you know anyone who might be interested in that?

• I've got a great job!--I show people how to buy luxury items for only a dollar, and how to make an extra income telling other people about it.
  Optional question: Do you know anyone who might be interested in that?

You can combine any of the above statements and questions, or create your own. Memorize and practice a few of them and start using them!

Whenever someone asks for more information, don't try to do a full-blown business presentation then and there. Do one of the following:

1. Send them to the website by giving them a card or writing down the address.
   
   

2. Invite them to lunch or to a business briefing.

3. Give them some printed material and tell them that you'll follow up with them in a few days to see what they thought of it.

It's that simple! The more you network, the faster your network grows, so get out there and start asking questions and piquing curiosity!