Liz Lynch Executive Director Center for Networking Excellence

Bonus Tip Day 6: Picture Your Target

"Develop a clear picture of your target client. Knowing the industry, size and level of client that you are looking for will give your contacts a frame of reference and save them time in going through their Rolodexes. This also saves you time from chasing referrals that aren't a good fit." - From 102 Secrets to Smarter Networking

The Lowdown: As much as we feel that any company could benefit from our services, it's actually more effective to hone in on a specific description when discussing the subject with others. Think about this from their perspective. If they can't get a clear picture of who you are targeting, they can't effectively narrow down who to refer you to, out of the hundreds of people they know. You'll get either no referral or a poorly-matched one.

The description of your ideal client or employer should have almost as much detail as a police artist sketch. In cop shows and in real life, we've seen that the more thorough the sketch, the higher likelihood of capturing the perp. If you want referrals to your exact target market, you need to get specific. Some of the best descriptions I've heard recently include, "people over 65 confused by technology" (for a computer support specialist) and "brand name media companies looking for additional revenue streams" (for a marketing consultant).

Though you may think you risk narrowing your target too much, you have to remember that the people you are talking to need a level of specificity. Broad generalities don't help them and they won't help you. Get specific about your target market and get more out of your next networking conversations.

Networking Resources

Conference Success Secrets: Learn a start-to-finish system for meeting high quality contacts and building key relationships for your business through networking at conferences, conventions, trade shows and seminars. It may be all the networking you'll have to do for a while, IF you know what you're doing. 55-minute audio, plus full transcript and unique conference planning booklet.

Networking to Win: Imagine walking into a roomful of strangers and walking out with solid business contacts! This 45-minute audio program will show you how to maximize your networking efforts. A comprehensive step-by-step guide. Comes with full transcript and action-planning worksheets.

102 Secrets to Smarter Networking: Why read a 200 page book when you can get all the tactics you need to build your network in just 20? A great overview for how to network smarter, not harder. Also makes a great gift or giveaway for clients, colleagues and employees.

Center for Networking Excellence LLC
666 Greenwich Street, 428
New York, NY 10014
212-812-4408

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