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Stop Networking!
Written by: Laura PoseyArticle Overview: 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.
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Stop Networking!
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, 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.
Business Networking: Stop Working the Room
Something you have, not something you do
Refuse to participate in a Recession!
Effective Networking = Business/personal Success
Why You Need Offline Networking Strategies for Your Business
Article Tags: marketing, motivation, sales, sales tips, small business
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About the Author: Laura Posey RSS for Laura's articles - Visit Laura's website  Click here to visit Laura's website   Who Are You Talking To Starting At Step 4 If My Dog Could Talk If I Were A Rich Man 10 Key Points Writing Emails That Sell |
Related Forum Posts
Re: Make Friends...Literally BUILD them!
- I agree!
Networking is definitely the key word here.
What does everyone feel about the different Networking platforms out there?
Twitter
Facebook
LinkedIn
what are some others?
Decide your market first
- Stop for a second and decide exactly who it is that you want to sell your product to.
Once you've done this you'll have a far better idea of where to find them and what it is that they're interested in
Cheers
Re: How can a social networking site make serious money?
- Hi There,
It is quite interesting, that some Social Networking do produce an income. I think testimonials are always a benefit to share. See one below:
This Social Network has changed my life! Every night is a Friday night and everyday is a Saturday!! Because of it, I have been able to leave the workforce 10 years early.It has given me back my life.
Many of us would like to retire early. I am sure there are many more. The point is of focusing with great determination. The ongoing challenge is to stay focussed and not be sidetracked into a newer scheme or so. Also I have read, during this financial turmoil, more people turn to Social Networking for various reasons.
Re: Make Friends...Literally BUILD them!
- [quote="burnsrunner":1zobscwk]I agree!
Networking is definitely the key word here.
What does everyone feel about the different Networking platforms out there?
Twitter
Facebook
LinkedIn
what are some others?[/quote:1zobscwk]
I am on Twitter and Linkedin, have not joined Facebook yet as my time is fairly limited and one needs a lot of time to devote to all these various networking platforms. Unless you do this full time (the networking I mean).
MichelleJ
Other Great Books...
- Feel The Fear And Do It AnyWay - Susan Jeffers
How To Stop Worrying And Do It Anyway - Dale Carnegie ('What's the worst that could happen - the worst?' Then prepare yourself for that and reality is such a relief!).
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