SALES
elevator speech, it should take you 30 seconds consistently evaluate, measure your results, and
or less to say. An elevator speech is in a way a respond appropriately.
litmus test. Told well, it engages people prompting
a good conversation. If it is not engaging or
Experience shows that you should spend four to
interesting, people tend to transition away from
six months attending events and meeting people
you fairly quickly.
before you will realize any substantial results. As
you network, evaluate your success. Didn’t meet
4. Circulate and Locate - Generally, a networking
the people you wanted to? Think of different or
event is one big blind date. You never know who
complementary venues to attend. Perhaps you
you will meet next. He/she could be your next
did not make any meaningful connections? Ask
best friend, next best client, next best partner, or
yourself if your story resonates with people? Is the
not.
event filled with prospective ICPs? Over the course

of time, decide what, how, and if you need to
Stop listening to your mother. Talk to strangers!
change your approach to networking.
Heed Stephen Covey’s habit number five: “Seek
Conclusion
first to understand then to be understood.”
“Work smarter, not harder” always resonated
Circulate through the room starting conversations
with me because it helped me focus on priority
that your ICPs will be interested in. Read the
activities. It simply was not a matter of putting in
magazines, websites, blogs, newsletters, and
long hours to show results. The true test lay in the
books that they read. Within the first few minutes
results.
of meeting someone, qualify that person as an ICP,
ideal business partner, business friend, or other.
This is what being a deliberate networker is all
Based on your assessment, deliberately choose
about: making the most of your time. It is deciding
how you will direct the conversation, how to
who you need to meet and cultivate to increase
follow up, and how to politely exit.
your business success…and sticking to your plan.
It is hard work cultivating a promising contact
Transition to a new person every 5 to 10 minutes.
over time, as is allocating your time at events.
You are looking to locate people that you can help It will pay off in the end. If you stick with the
and those that can help you. The object here is to networking event plan, your evaluations will show
be deliberate with your conversations and patient more success and you will find yourself having
with the results. more fun.
5. Evaluate Your Return on Networking
Ira Koretsky is the president of The Chief Storyteller, a firm that
turns your business stories into stories that sell, with keynotes,
- Many people comment that networking is
workshops, and consulting. He can be reached at
neither rewarding nor fun. It can be both if you tbmag@thechiefstoryteller.com.
 ThinkBusiness Click Here for Table of Contents April 2009 
Page 1  |  Page 2  |  Page 3  |  Page 4  |  Page 5  |  Page 6  |  Page 7  |  Page 8  |  Page 9  |  Page 10  |  Page 11  |  Page 12  |  Page 13  |  Page 14  |  Page 15  |  Page 16  |  Page 17  |  Page 18  |  Page 19  |  Page 20  |  Page 21  |  Page 22  |  Page 23  |  Page 24  |  Page 25  |  Page 26  |  Page 27  |  Page 28  |  Page 29  |  Page 30  |  Page 31  |  Page 32  |  Page 33  |  Page 34  |  Page 35  |  Page 36  |  Page 37  |  Page 38  |  Page 39  |  Page 40  |  Page 41  |  Page 42  |  Page 43  |  Page 44