If you happen to live in Indiananapolis or Terre Haute, Indiana, you might be interested in what looks like a pretty dynamic networking group, Rainmakers. And even if you aren't a Hoosier or if you belong to another group, you can still get a lot out of their Shaman’s Guide to Being a Rainmaker. Here's a little sample of their networking wisdom that highlights the importance of knowing your target market and having a strong elevator pitch:
Sharpen Your Focus
What exactly do you do and who exactly is your customer? Other Rainmakers cannot refer you if they do not have a clear idea of both your clients and your services.
Bad: "I am a technology consultant"
Better: "I specialize in technology support for companies that do not have an IT staff"
Best – "I offer IT support for companies with no IT staff. My ideal client is an accounting firm with between 10 and 40 employees"In the ideal scenario, Rainmakers will immediately think of the right connection between the right people, in the right businesses.
A cautionary note: having it doesn't mean you have to flaunt it. It's best not to make every networking event a personal challenge to see how many times you can repeat your elevator pitch in an hour! Treat your pitch like your business card; offer it sparingly and focus instead on asking questions and learning about the other people at the event, and finding a few good ones to follow up with (there's a great section on that topic in the Shaman's Guide too).
Let the existence of this upstart group also serve to remind you that you don't have to rely on existing networking organizations—you can start your own, tailored to your own interests and needs. Here are a few case studies about advisors who have done just that (free registration required):
Case Study: Create Your Own Elite Dinner Club
Dining with prominent members of the community turned into a networking sensation for this veteran advisor. See how a top producer parlayed a one-time $1,000 restaurant expense into a steady flow of million-dollar connections—and friendships.
Case Study: How to Start a Business Networking Group
Here’s how an advisor started his own business networking group, cultivated an association of lucrative contacts—and tripled his book in 18 months.
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