It is said when we indulge in quiet reflection we more often regret actions we haven’t taken opposed to things we have done. When it comes to networking there are certain moments when perhaps you and I should have taken that extra step but didn’t. Here are some thoughts to ensure the next time you pull out …you don’t!
Bear this in mind the next time you don’t
- Approach someone standing alone
- Approach an ‘open’ group to meet more people
- Move on when the conversation is over
- Move on from a group where you have no interest
- Ask probing and intelligent
- Ask about the relationship with their existing advisors
- Ask for their card to follow up
- Ask permission to call them after an event
- Make that first follow up call
- Make that 2nd and 3rd follow up call
Don’t think of sales or selling when doing your business development. Think, when you have knowledge, experience and expertise which adds to a prospect’s business it is your duty to develop their business by matching their needs with your offerings
Regret 6. Not asking about the relationship with their existing advisors
Networking isn’t selling; it’s relationship building don’t mix up the 2. But when you’re at a business event and you start to build rapport why not find this out? The worst that will happen is they won’t want to tell you but this is unlikely if you start the conversation about their business, their interests, their challenges, their future. You can’t create need but when you ascertain their business has issues which matches your services then try to find out who they use and how good the service is. Be gentle in your questioning and never directly or indirectly criticise your competition even if they have nothing nice to say about them. If you do hear something to your advantage simply ask if they think it worth a phone call or a meeting after the event to ‘find out more about their business’. No selling just moving to the next step of a newly formed relationship
Next week: Regret 7 – Not asking for their card to follow up!
