Stop networking? Are you serious? No, but are you networking the wrong way? Here’s 6 quick and easy things that you can do to increase the effectiveness of your networking…
Stop Networking
By Laura Posey
Okay, I’ll admit, the headline is a little misleading, but I wanted to get your attention. What I meant to say was stop networking the wrong way and wasting time and money.
If you’re like many salespeople you’ve been to networking events and had some success. But are you having as much success as you can? Let’s take a look these six quick and easy things you can do to make networking a sure-fire way to fill your pipeline.
Go to the right places – There are hundreds of places to network in Richmond [or the Triangle], so how do you know where to go? The simple answer is that you go were your prospects are likely to be. The best answer is that you go where your best prospects are likely to be. A general networking event might have a few good people for you to meet but an industry association or event will be attended by people who would be great prospects for you. If you only have a few hours per week to network, doesn’t it make sense to go where you’ll get the biggest bang for your buck?
Have a goal – If you’re heading out to a networking event, doesn’t it make sense to know what you want to accomplish there? After all, time is your most precious resource and as a salesperson, you can’t afford to waste any of it. Before you set foot in an event, know exactly what you want to get done. Do you want to meet five new prospects or meet a particular person? Do you want to reconnect with three existing clients or meet the speaker? Write your plan down on an index card and take it with you. As you accomplish your goals, check them off. Just looking at the card will remind you why you are there.
Have a positioning statement – Otherwise known as an elevator pitch, a positioning statement is your answer to “what do you do?” It should be concise and interesting but not cheesy at all. A good positioning doesn’t tell people what your job title is, it tells them who your best prospects are and what you do for them. For example, if you sell printing a positioning statement might be, “I work with marketing managers to make sure their prospective clients know how good they are.” Notice there is no mention of printing or sales in that sentence, but it does tell the listener whom they should introduce you to and why. Practice your positioning statement at least 25 times before you go to an event. It should roll off your tongue easily and confidently.
Sit down late – Most networking events have some sit-down component whether it is for a meal or a speaker. That means you should be strategic about where you sit. Wait until most of the rest of the room has been seated before you take your seat. That way you’ll know who is at your table before you commit. There is nothing worse than being stuck at a table with competitors or boors. While you’re networking you might even meet someone you’d like to sit next to, so keep your options open when you arrive at the event. I once sat next to a world famous golfer at dinner because I waited to be seated and the only chair left was next to her.
Eat first – If the event you are attending is a stand up event that involves eating and drinking, eat before you come to the event and forego the food. It’s hard to make good connections and impress people when you are juggling a plate, glass, fork and business cards. Remember, you’re there to work, not eat so put your priorities in line.
Ignore your friends – Once you’ve been networking for a while, you’re likely to run into the same people at different events. It can be tempting to stop and chat with them on the way to meet someone new but resist the temptation. A quick, “let’s talk after the event,” should be sufficient to acknowledge them without slowing you down on your goals. You can always stay after the event and catch up on their news after you’ve met the people you came to meet. Your friends may love you but they aren’t buying from you so they’ll have to wait until after the work is done to get attention.
Of course, there is a lot more to networking than just these six tips so spend 30 minutes this week finding a book, article or webcast on how to use this incredibly powerful business tool. You can always check out… [ http://www.caryleadsgroup.com ] for some great networking ideas.
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Today was very helpful in just learning to build better business relationships. Very well done, especially in covering the amount of material that you did within the time limits. Solid refresher overall – really liked the formula given!