Networking: He simply doesn’t “Get It!”
“I don’t visit networking groups because they always have people there who sell the exact same products that I offer,” he said.
This was a statement that a friend of mine made me recently when we were talking about networking and how we can be more effective in our efforts. I was stunned because he simply doesn’t “get it.!”
The primary purpose of attending any networking event or trade association event is the opportunity to grow your business. However, growing your business does not always mean making a sale.
As a matter of fact, a networking event is not a place to sell but to “make connections.”
I use networking events as a means to:
- meet potential vendors
- seek connections to those who have expertise in areas that I don’t have
I also use networking to:
- learn how I can help others
- provide mentoring or coaching to others
When you attend any type of networking, trade association or civic group, rethink why you are there. It’s not about selling. It’s about making connections and then seizing opportunities.
Peggy P. Edge © 2014
Networking: Fear of Networking
How is it that most sales people have no problems cold calling yet many break out in a sweat when they attend networking functions?
For 16 years in the industrial packaging business, I have worked strictly off of a referral basis–never cold calling. I rely solely upon my networking partners for “warm referrals.”
To be successful at networking, here are a few pointers that will help build confidence:
- Create a Plan / a Roadmap–as any good business person will tell you, you must have some sort of plan established so that you know where you are going.
- Outline an agenda for each meeting – Decide beforehand 2-3 key things that you want to accomplish at each event.
- Craft 3-4 interchangeable commercials – once you have drafted several different commercials, practice, practice, and practice!
To overcome the fear of networking, get prepared, have a plan of attack and then make connections–seize opportunities.
Peggy P. Edge. (c) 2014
Networking: Be a Resource to your client base.
Networking—to be an effective resource to your prospects and clients, you have to keep your ears open for opportunities to be of service.
Obviously I don’t sell phone systems, provide travel services, or do financial planning. However, what I do offer my clients is me and my network. By being a resource to everyone I come into contact with in the marketplace, I provide an invaluable service.
You see, when my clients have a need I want them to think of me first. Over the years, they have called me to ask for someone to fix the pot-holes in their parking lot; to ask if I know someone to fill a position within the company; or to ask who I use for my banking needs.
Likewise, you too can be a resource for your client base by making sure that each one of them know you are there to not only be a supplier of products and services but also a provider of connections. You must ask, “What are your looking for today?” Be willing to think outside of the box a little bit and stop looking for more sales.
Remember to always look for the opportunity to be of service. Your connections could be the one thing that sets you apart from your competition…your EDGE Over the Competition!
Peggy Parker Edge (c), 2014
