 |
Networking...building relationships that pay offI believe that Networking is one of the easiest marketing tools to successfully use – and yet it fills a lot of people with dread. When I discuss using this tool with clients, the usual knee jerk response is “I can’t possibly do that!”
The truth is that most people can sit down and complete a list of over 100 people that they know directly....and even more greater number indirectly. All these people are an established circle of contacts that you can successfully talk to. If you grasp this concept, it immediately removes any embarrassment because you will speaking to someone you already know!
It’s not about trying to sell...well not directly anywayI believe very strongly that most people are willing to help if asked. After all, that’s what society is all about.So here you are with a new business that you are passionate about. So it makes sense to talk to your existing contacts about it. By outlining what you are doing you can get a significant number of informal sales advocates for your business – a highly effective sales force, without the costs! But don’t pressure those close to you to buy from you... Think about the math...if you talk to 5 people in your network about your business and they are motivated to each talk to 5 people within their personal network, then that’s 25 people that know about you...
The chances of getting a sale have grown exponentially!
Extending your circleWouldn’t you like to receive sales leads where your services or products have been pre-sold? It’s the easiest way to sell, as people are contacting you with the intention of buying already at the forefront of their minds.
That’s the power of networking and why it pays to extend your existing circle of contacts. By doing this, you will gain more “warm sales leads”.
In a cold selling situation, the relationship between buyer and seller needs to be established. You don’t have to be a brilliant salesperson to be successful at this (although it may speed things up). Most people buy from people where a relationship has been established and a basis of trust exists. So in a lot of cases, the first meeting may not yield a sale. In fact it may not happen after 3 or 4 meetings. So it’s not a disaster if it doesn’t happen...but keep working at it. What is absolutely key is that you have engaged with the individual and talked as much about them as yourself and your products. By maintaining this level of interest, over time through repeated meetings you will gain sales either directly or indirectly.
So how do you build your network?There are a number of areas that you can start with, such as:
Be PreparedIt is usual at these events that each attendee gets 1 minute to make a public pitch about their business. This is usually what scares people about networking.
So it’s worth reminding you that
I used to hate speaking in public. What I found was that the more you do it, the easier it becomes because you realise that you are not going to make a fool of yourself!
The Law of AttractionSome people are highly successful in their lives, whilst others always seem to struggle irrespective of ability or opportunity. This has a lot to do with mental attitude.
Subconsciously, we all give off energy signals which are picked up by other people. That’s why you hear comments such as “He gives off good vibes”.
If you are feeling excited, happy, passionate, relaxed etc you are giving off positive vibrations. BUT if you feel bored, anxious, stressed, angry etc then you will emit negative vibrations. The Law of Attraction says that the universe responds to whatever you are offering – It doesn’t care whether it is good or bad for you, it simply responds to your vibration. So the secret of success is to eliminate negative feelings and amplify positive ones:
You may be sceptical, but I challenge you to genuinely try this philosophy – you will be surprised at the results!
But don’t become just a collector of business cards!
Many people believe that success will be achieved by making sure that you come away form an event having given out as many business cards as possible. They are convinced that it will lead to immediate success.
Guess what – it won’t! Equally as bad is to attend an event with the intention of collecting as many business cards as possible. In their eyes this represents future business and will extend their contact list. From experience, I can tell you that those cards will just sit on your desk and you will find increasingly hard to make that follow up call. And as time goes by, the opportunity will be lost. So here’s my Top Tip: The primary purpose of meeting people at a network event is to ensure that you meet each person and arrange a follow up “one to one” meeting – right there, right then! Take their details and make that date! An appropriate approach might be... ...“Well, Mr. Smith what you do is fascinating and I would like to meet you again to learn more and see how we may be able to help each other. Can we arrange a time to meet over a cup of coffee or is there a time when I can phone you? Be sincere in your intention and make that booking. And remember, if you show interest in them and have a genuine intention of helping them through your network, then it’s likely to be reciprocated. (For instance, you may not have a personal interest in a dress shop – but how many in your network would be interested that you could pass the information onto through an email, telephone conversation or face to face meeting?)
My top tips for networking success:
FREE Special ReportComplete the following submission form to receive your FREE expert reports which should be part of the thinking for every Business Marketing Strategy - Can you really afford not to!!!Return from Networking to Marketing
|
But yet we constantly network throughout our lives. We build up a series of circles of blood relations, friends from social and educational contact, work colleagues, neighbours, club memberships and so on.
