How many of you
have attended a networking event hoping to do some business or
maybe even make a sale? How many of you have attended a
networking event hoping to buy something?
This is called networking disconnect. It is ironic that people are so “disconnected” about a process that’s intended to be about connecting people. This kind of disconnect leads to poor results, which in turn leads people to believe that networking doesn’t work.
This is called networking disconnect. It is ironic that people are so “disconnected” about a process that’s intended to be about connecting people. This kind of disconnect leads to poor results, which in turn leads people to believe that networking doesn’t work.
Do not confuse direct selling with
networking. But someone will say, “Franklin, I’ve made a sale before by attending
a networking event." I’m not saying it doesn’t ever happen, but it occurs about
as often as a solar eclipse, and you’re wrong if you think the odds are in your
favor to “sell” at a networking event.
So why go to a networking meeting?
It’s more about farming than hunting. Sometimes you go to increase your
visibility and to connect with people you have never met. Sometimes you go to
establish further credibility with people you know. In any case, the true
master networkers know that networking events are about moving through the
relationship process and not just about closing deals. Visibility leads to
credibility, which, with time and effort, leads to profitability.
Here are five things to remember
when attending networking events:
1) Don’t go there to sell, go there to connect.
2) Have meaningful conversations with people you meet.
3) Follow up with people you found interesting or who you can help in some way. Don’t follow up to sell them something.
4) Meet these people in a one-to-one setting, learn more about them, and ask them “How can I help you?”
5) Go for the long-term relationship, not the short sale.
Good luck!
Franklin
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