Networking - Don't Just Stand There
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Being in sales as long as I have, you get to your fair share of conferences, events, mixers, client parties, etc.. It’s an excellent place to cover all of your sales basics (grow existing client base, recapture/retention of at risk clients, prospecting, and big ideas). However, these face to face opportunities don’t work well when you don’t make the opportunity work for you. Here are a few tips you should consider for your networking efforts.
Tip 1 – Attend a lot of events: Remember the first time you tried something – perhaps sports, or the obligatory dance class in college to satisfy one of your easy A’s? The first time is always the hardest, so I advise my sales teams to improve by doing. Pick the events and mixers that will help you grow your business and start attending regularly. I try to attend an event once a week – and make sure I get the most out of it.
Tip 2 – Smile and shake hands: When you are there have your business cards easily accessible and a pen for writing – then walk around and introduce yourself. “Hello, I’m Richard, good to meet you. What brings you here?” Don’t get stuck in the “lonely guy prison” of networking. This is where you introduce yourself and the person won’t let you go. Learn a bit about the individual, share what you’re doing – exchange cards and make a note on the back of their card if you agreed to send something. Tell them it was a pleasure to meet them and hope to see them at the next event and move on.
Tip 3 – Know why you are there: Know why you’re there, and what you want to walk away from this event with as well as what you want those who meet you to walk away with from you. Networking is about connecting with prospects. I’ve attended events where my sole goal was to meet the speaker who was important to my business – I was laser focused, met with them prior to the event and afterwards. I may not have talked with anyone else (highly unlike me) though my mission was accomplished. Know what you’re networking for.
Tip 4 – Don’t be too aggressive: I sit on a lot of boards and have talked with clients to find out what we could do to get them more involved, and they always come back with some form of “If you could keep the hard closing salespeople away from me, I’d enjoy it and attend more often”. Don’t be the person everyone wants to avoid. If you’re attending a lot of events, you’ll learn that these networking events are about introduction, re-acquaintance, helping to introduce others, and enjoying yourself. The selling comes afterward with a follow up meeting.
Bottom-line: Networking is highly effective if you learn to get comfortable in the room. Bring plenty of business cards, follow up with everyone you meet and set follow up appointments where appropriate and attend as many relevant events as you can so you’re not only comfortable, but you’ll soon find yourself among friends who will be glad to introduce you to more people.
0 comments - Posted by Tom Markel III at 3:33 PM - Categories: Richard Jones' Column
business. This week I am going to expand on that theme and talk about monitoring and managing your business working capital.