We recently had a cleaning business owner ask about getting business through networking. When I asked him to describe his approach when attending networking events he replied:
"I basically work the room introducing myself to as many people as possible, asking about their business, and telling them about mine. I usually ask open ended questions about their service provider and what they are looking for. Then I close."
Have you figured out his mistake? Here's a hint -- read the last sentence.
He starts out right, introducing himself to people and asking about there business. But then he starts asking about their service provider and attempts to close a sale. My response was:
"Networking events aren't the place to try and sell your services
and close a deal. It's a place to get to know people and see if you can
continue the conversation with a meeting for coffee or phone call. Also,
keep in mind that the people you meet there may not be a good prospect
for you, but that doesn't mean you should discount their value to your
list of connections. You never know who they know and can connect you
with. They could be friends with the bank branch manager you've been
trying to get in touch with."
"Also, rather than trying to close the sale at a networking event, end
the conversation by asking what a good referral would be for them.
They'll appreciate the offer to refer their business and will naturally
ask the same of you. Then you have the opportunity to let them know what
a good prospect for you would be."
What is YOUR approach when attending networking events? Post your comments by clicking on the Comments link below.
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