Do you have a goal when you network? Is it something other than gaining a client? Networking should be done with a very specific goal in mind. And that goal should NOT be to make a sale.
When we are solely focused on selling, we telegraph that we are only interested in ourselves. That’s really a turn off! Imagine if everyone at a networking event was trying to sell their product or service to everyone else. That would be awful! And you probably wouldn’t want to go back to that organization’s events. I imagine your thoughts would be something like ‘wow, why would those people think I want what they’re selling? I don’t even know them! And they don’t know me. I already have a company that provides me with that product or service.’
Exactly! And guess what? They’re thinking the same thing about you!
If you don’t want people trying to sell you their stuff, remember that they are like you – they don’t want you doing it to them either.
Networking is about relationship building. It’s about starting the process of getting to know someone; someone who might turn out to be a client, or a resource. It’s your opportunity to start the conversation.
The same is true when networking online. Networking isn’t really about selling at the time. It’s about building relationships. Selling come later.
So, what should your goal be? To learn something about 2-3 people. That’s it. Decide that what you want to accomplish is finding people who you have some synergy with; people who are also interested in building business relationships. In order to do this, you need to be very present and interested in getting to know them.
Being present is the key. When you are truly focused on the other person you will identify whether they are someone you want to continue to get to know. You’ll pick up on the signals they send. You can’t be present if you are thinking about what you need.
Now, when you make those connections it’s important to follow up. Reach out to the people you meet and schedule coffee or a follow up call. Business relationships take energy. When you network online do your homework first. Seek to connect with people who you think would be good resources for you and your connections. And please, tell them why you want to connect with them. Don’t assume they will know, or that because they look like a good resource that means they are one! You still have to go through the process of getting to know them.
Have your goal, work your process, be present, and take your time. You will gain far more from this system than from having a goal of making a sale. And your success will be long term.
©2019 Seize This Day
