When I started my business 19 years ago, I was new to Utah. I was in my early 20s and had no idea what I was doing.
I started working on gaining clients the hard way — one at a time through the phone book. After meeting a few business owners, I was guided to check out networking events. I attended a few city chamber events. I quickly realized networking was the golden ticket to success.
People do business with those they know and trust. It’s not who you know, but who knows you. Let me say that again: It’s not who you know, but who knows you.
In the beginning, it became apparent to me very quickly that I was in a man’s world. I would be the only female sitting at a round table of eight at most of the events. In the beginning, this would intimidate me — then infuriate me when I would not get the invite to reconnect on the golf course or after hours for a drink. Although this happened, I stuck with it.
I continued to attend the events and realized I would have to work twice as hard to build the relationships. Instead of feeling defeated because I was a girl, I decided to capitalize on it. I built a solid plan on how to grow the strong relationships that would be beneficial to me and the growth of my company.
I have five keys that are tried and true and I will share them with you:
1. Listen. Listen to what people are saying and what they are not saying. People drop a lot of clues on what they need. Find ways to help them — personally or professionally. Everyone’s primal need is to be heard and understood.
2. Communicate. As females, we are given natural abilities — one of them is being vulnerable. The ability to express our thoughts and experiences with others in a way to truly connect is a strong suit for most women. And it’s guaranteed to boost relationships.
3. Have confidence. This is a big one! Wear your favorite outfit. Rock those new heels. Own the fact that you’re a successful entrepreneur. The fact you are among mostly men makes you different. This is a great way to be remembered. I branded myself as “Stacy, the shirt lady.” I own the fact that I’m a lady in business.
4. Get involved. Attend events. Gather people together for lunch. Volunteer on boards. Raise your hand to go on stage to participate in games. Give — donate to raffle prizes. Any way to be in the spotlight, take it. Remember, it’s who knows you.
5. Find ways to help. I know I touched on this on No. 1, but this concept is so huge. Go with the intention to help others. Do not go to shove your business cards down others’ throats. Go to find who you can help. It’s amazing what can happen when you reach out to someone you met a few months ago with a connection or a book or quote that could help. People don’t forget you when they know you truly care.
These skills have helped me grow my business. Building your beliefs and knowing your intentions and skills will help you grow yours.
Stacy Johansen is the owner of Advanced Apparel, a screen printing and embroidery company in Sandy.