How NOT to Network
No-one can deny the value of networking as a viable way to make contacts and get new clients.
Yet so many people do it badly it is worth looking at the things NOT to do.
1. Selling – the worst thing you can do is immediately launch into “sell mode” once you have met someone new.
Having met a new contact your number one goal is to start building a relationship and you won’t do that by trying to sell to them.
Look at what you can do for them and as the queen of networking, Robyn Henderson says, “earn the right to ask a favour”.
Remember that people do business with people and most times with people they like. No-one “likes” someone who sells to them before even getting to know them.
2. Assuming - as you usually have no idea who your new contact knows, not maintaining the contact simply because they are don’t look like a potential client is a big mistake.
Every contact you make has value.
Your role is to find out what that value is and then see how it can serve both of you. It may simply be in who they can introduce you too and missing that can cost you dearly.
Some of my best contacts have come “through” someone else, not by meeting them originally!
3. Not follow Up – not following up on a new contact is a great way to destroy credibility, not to mention appearing rude.
Because so few people actually follow up and even fewer do it well, you have a marvellous opportunity to “stand out from the crowd”.
Send a card, send a personalised Voice4Mail message, phone them – DON’T send an email…. at least not to start with. If you wouldn’t send an email to follow up a “first date” don’t do it with a brand new contact!
Have a “plan” and then use it.
Networking is still the single best way to build business IF you do it well. Otherwise you may as well spend the day at the beach!
