How to Really Network at a Senior Industry Meeting

Here's the first of what I hope are MANY information tip sheets for those of you in the industry. We will have our site Senior Industry Update ready toward the first of the year. So here's Tip Sheet #1 - rather long, but VERY important.

1. Define Your Purpose – You must have a plan. You are there to meet other people who can help you gain more & better business. So determine what you want to accomplish with your 1 ½ hours at the meeting.

2. Set a goal for the Meeting – Perhaps a goal can be to talk further with someone you already know, and find out what you can do to help their business. If you give a little, you’ll get a lot.

3. Dress Appropriately – Men should wear a sport coat, slacks, and dress shirt, at the least. Women dress in business attire, pant suit or skirts are very appropriate.

4. Bring Brochures and Business Cards, Are you using them wisely? Many people take cards, but don’t look at them. Do this instead. Keep you business cards available, but ask the person for their card. Then ask permission, as you talk and ask them about their business, to jot a quick note on the back of the card. It should be something that helps you remember them and the conversation. (See # 12).

5. Prepare your 30-second “Pitch” – We are only given about 30 seconds to tell who we are, and what we do. But don’t be boring. Tell the audience why you are unique, not that you are “another in-home care or 6 bed b and c.” Practice your pitch until perfect.

6. Know Why You are Different – There is something special and unique about each of you. Tell the audience why you are special and different. But don’t use cliché’s. We all care for seniors – but why should someone refer your business rather then your neighbors?

7. Stand Up when you introduce yourself –Most of the meetings it’s hard to hear the introductions. Stand up, the air will fill your lungs, and we’ll be able to understand who you are and what you do.

8. Speak Clearly – Don’t mumble. Enunciate clearly. If we can’t hear you, we can’t help.

9. Don’t Be Shy – Some people are painfully shy. Don’t be, we are all friends. You are there to tell people what you do. We can’t help you if you don’t speak to us. And don’t look down.

10. Don’t Beg for Business – So many b & c’s get up and tell people “I need residents, please help.” Begging puts you at a disadvantage. People don’t refer to you out of pity. They refer to you because you are the best one.

11. Meet 3 New People, and Get Their Story – This should be your goal. Write down on the back of their business card a few notes about them that you can use for follow up.

12. Follow Up within 24 hours with a thank you note – Take that info from the back of the card. Hand write a thank you note. Mention something they said to you. When you personalize the note, they will be pleased you remembered something special about them, and they’ll remember you.

My email is: seniorexpo@roadrunner.com