6) Pair Busting

Periodically, you will find yourself at a networking event, standing by yourself with nobody to talk to. You look around the room and everyone is already engaged in conversation with someone else. Tere are no other “single” people. It can feel unnerving. When this happens, it’s time to be a pair buster.

Simply look around for a pair of people and walk toward them. Don’t worry if you feel like you’re interrupting. Just go up to the pair and introduce yourself. Be assertive. Sometimes it helps to say, “Mind if I join you?” in a joking sort of way. Ninety-five percent of the pairs you bust open, will welcome you. Te other five percent are not worthy of your attention.

7) Welcome Other Busters

When you are already talking to someone else and a third person tries to bust into your pair, be sure to make that person feel welcome. Treat the conversational newcomer the same way you would like to be treated. Don’t act as if you’re inconvenienced. Just introduce yourselves and allow the person to feel part of the group.

Te tone of your voice and your body language will help make such a person feel more welcome. Slightly turn your body toward the new person. If the person comes in mid- conversation, explain what you have been talking about in an effort to bring the new person up to speed.

8) Connecting

Networking gives you the opportunity to be a “connecter,” a person who introduces two people to each other. Go out of your way to connect others to each other. If you connect two people who end up doing business together, you have earned social capital. Te two people who profited from that relationship will always appreciate you and owe you a debt of gratitude.

Connecting also helps mitigate shyness. Instead of focusing on the stress of networking, make it your mission to find people you already know but who don’t know each other. You could make a game out of it.

Jeff Beals shows you how to find better prospects, close more deals and capture greater market share. Jeff is an international award-winning author, sought-after keynote speaker, and accomplished sales consultant. A frequent media guest, Jeff has been featured in Investor’s Business Daily, USA Today, Men’s Health, Chicago Tribune and The New York Times.

20

TPI Turf News January/February 2017