At a networking event I overheard a conversation between a salesperson promoting QuickBooks support and a potential prospect. He was using terms like, “In my opinion….”, “what you don’t want to do is……”, and “our system and process can save you money.” He knew I was well versed in marketing so when I asked if he wanted some feedback, he sheepishly said, “sure.”
I mentioned many marketing experts recommend using third party reference instead of personal opinion to make a point. His response was, “I have to demonstrate my expertise so they will want to do business with me.” He was telling and selling, the same thing that 95% of the people working the network room were doing. They were all taking their turn at making their pitch.
Successful salespeople understand most people love to talk about themselves and their business, and make this work to their advantage. If we utilize a consulting approach by clarifying our clients problem (in this setting the need to promote their business) and creating a solution for them (introduce them to others that might need their service) we increase our credibility.
Doug Staneart, CEO of BuildingYourTeam.com states in an article Increase Your Sphere of Influence, “People do business with and refer people to people they know, like and trust. So our goal during a networking function is not to sell, but to get more people to know us, like us, and trust us.”
If we spend our time getting to know about others and how we might be able to help them it does a few things.
It demonstrates our ability to ask interesting questions and listen. Prospective clients like this.
Listening with a motive of learning will demonstrate care and builds trust.
People like others that listen to them.
If we are able to introduce them or refer them to someone, they will know more about us.
If you follow up with a card after the event it will demonstrate you are a cut above and you care.
Arming yourself for a networking event
Your focus at this event is to build your network, not find a prospect. In the process of building your network the prospects will surface. You need to be armed with a few things before attending the event.
Elevator speech, audio logo or unique selling proposition.
Questions you might ask others.
An empty card holder.
Turn Cold Contacts into a Hot Network - To learn more about this author, visit Rene Zamora's Website.
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Rene Zamora
(Visit Rene's Website)
My name is Rene Zamora and I am the
President of Sales Manager Now. The
concept of bringing professional sales
management services to small businesses
evolved through my own professional
experience. Twenty seven years of sales
and sales management experience combined
with a training and consulting practice(www.renezamora
.net) birthed Sales Manager Now.
The vision was two fold. First, make it
possible for professional sales managers
like myself to work with small business
and escape the corporate environment.
Secondly, bring high level sales
management to progressive small businesses
at an affordable fee. When I say sales
management, that is what I mean, I become
the company sales manager.
The most significant reason I work with
small businesses is I enjoy being part of
the team. I enjoy rolling up my sleeves
and being part of a business struggles and
successes. I work on the Jerry McGuire
philosophy, less clients with more
personal attention.
I wish you the best,
Rene Zamora
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