Build Your Own Business Orlando!
East Orlando's Business Development
& Networking Group
Networking Tips by John Tenney
Networking Tip #1: Expand Your Sales Force
When you attend a networking event, do not see the people there as potential
clients, but as potential sales associates. You are not there to sell to those
people, but to let them know what you have to sell when someone is buying.
Teach them what it is you can do, or what is your niche. Do the same for them.
Listen to their niche market and remember it. Networking is truly a give and take experience.
Networking Tip #2: Introductions
When you meet a new networking associate, it is important to ask them
how they want to be introduced to your sphere of people. Personally,
I like people to introduce me as a good guy to know in this industry and
perhaps yours would be something similar. Remember, if you don't tell
them how to introduce you, they might not do it the way you like!
Networking Tip #3: Who knows YOU
You've heard people say it's not what you know but who you know, haven't you?
Partially correct. The correct saying is it's not who you know but who knows
you that counts.
For example, I know who Jessica Simpson is, and I can probably find her cell phone number on the Internet somewhere. Does that mean she will take my call? You get the point.
In every networking and marketing activity, name branding must be one of your essential goals. Make sure your prospective clients know who you are, and most important, what you can do for them!
Networking Tip #4: Stop Selling (and let people buy)
I'm always amused and somewhat disappointed when Network Newbies show up at a networking event and try to sell everyone at the event. Unless otherwise instructed, you can usually count on a follow-up cold call from these people the next day. (I do not like receiving these calls, and I'm sure most people are in agreement with me.)
What these Newbies fail to realize is that the networking group is NOT a collection of potential customers. No not at all! The group is a collection of potential salespeople, and should be treated accordingly.
Instruct these people on key phrases to look for when they are speaking with other people. For example, at PEO Pros we ask people to be on the watch for employer problems, such as payroll difficulties, trouble getting insurance such as comp and liability, HR compliance issues, or not happy with their current benefits plan.
Now some of those folks may become your clients later, in fact that has happened with me in networking groups, but I don't treat them that way. Why? Because I don't want to be treated as a prospect and neither do you!
