Networking That Works When You’re Starting A Concierge Service
You’ve heard it said, “No man [or woman] is an island”. That’s certainly true when you’re first starting a concierge service. Getting the word out and making strategic alliances that are in your best interests (think Survivor), are keys to success for your concierge business. You may believe it’s who you know that will determine your net worth, but it’s also about who knows you and what they know about your concierge business.
If you think that networking is as simple as attending a cocktail hour, handing out a few business cards, and delivering your well-rehearsed elevator speech it’s time for a quick 101.
1) Have a clear goal in mind every time you attend a networking event. Your overriding goal should always be to build mutually satisfying relationships based on shared connections that will help you get things done now or in the future.
After you’ve attended a few events, it’s helpful to drill down even further and have a specific goal for each meeting you attend. Examples? Meet 3 new people. Set a lunch meeting with a person who could be a valuable source of information or even new business. Volunteer for a committee.
All of your networking goals should fit into one of three categories: operational (getting things done), developmental (expanding your business footprint), or strategic (interacting with people who you don’t need right now, but may in the future).
2) Do more listening than talking. Listening is how you find common ground and build a relationship. People do business with people they like. People refer business to people they know and trust. When you’re listening you’ll hear opportunities to help. Your conversation will always flow more naturally if you engage in active listening.
Look for multiple ties and common interests. Think about your strongest relationships. No doubt they are with people who share multiple interests and activities with you through your work, your volunteer activities, your history, your neighborhood, etc. Recognizing multiple ties and pointing them out helps your new networking partner vet you and your new concierge business quicker, building your referrals at a faster pace.
3) Ask for help. Most people feel flattered when they’re seen as expert enough in their field or whose business experience is valuable enough to be asked for help.
Do you need suggestions for a good bookkeeper? Are you wondering which mobile apps are the best to track your time? Maybe you’re looking for someone to do a guest blog for your website. Are you trying to get your local newspaper to do an article on your personal concierge services? Networking events are great resources.
4) Networking is a transaction. The whole purpose of networking is to expand our base of resources that will help our concierge business grow. Think about what information, knowledge, experience, skills, or services you have to “trade” when you’re networking. What do you have to offer? Can you introduce someone to another person they might find helpful?
Quid pro quo means a fairly equal exchange between two parties. Offer up your part of the quid pro quo and you’ll most likely be rewarded with something valuable for your business. On the other hand, if someone is first to offer up their half of the transaction and you have no idea what you can give in exchange—ask! You’ll be surprised how others value you. At the very least you can offer to leave a comment on their blog, follow them on Twitter or Facebook, or link from their website to yours.
Getting to know people, letting them get to you, telling your story, providing mutually beneficial exchanges is a lot of work. But, do it consistently and with purpose and watch your connections turn into cash.