The Secret and Power of Connecting
Networking VS Connecting
Networking: interact with other people to exchange information and develop contacts, especially to further one’s career.
- There are plenty of events/groups that will produce little to no return.
Connecting: join together so as to provide access and communication; provide or have a link or relationship with; form a relationship or feel an affinity.
- Connecting is the more powerful of the two. Connecting is the art of developing and leveraging relationships into mutual beneficial lead sharing.
Everyone wants to know how to connect.
Everyone wants to know how to make appointments.
Everyone wants to know how to meet the right people.
Everyone wants to connect more to sell more.
Everyone wants to connect more to succeed more.
The secret is to become known FIRST – making it easier to make connections. Make people want to meet you. It’s all about becoming known as a person of value, both in your community and in your industry.
However, I do not dismiss networking altogether.
Rather, I suggest a few strategies to increase ROI from networking events.
- Choose industry specific events where prospects gather, not just competitors.
- Target events on topics where you are an expert and can offer a solution.
- Review membership directories and list of pre-registered attendees before committing.
- Work the room
- Have quality conversations. Ask questions to understand their business, their challenges, and how you can help.
- Make it personal.
- When you follow-up, pay it forward with some free advice or a lead
Attending the right trade show. Paired with strategic pre and post marketing increases discovery conversations & follow-up appointments. Some of the highest ROI networking of my career comes from large trade shows and not small networking groups.
The wrap up:
Nothing shortens a sales cycle like a personal relationship.
Don’t underestimate the value of a handshake and client-centered face to face conversation.
If you are likable and memorable, they will take your next call and be forth coming with information.
A question for you:
Did you find this helpful?
What do you suggest to help other readers get the most from their networking?
Where does social selling fall into the spectrum of connecting?
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