Give Back Networking
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The fundamental reason the typical networking process is somewhat unproductive is that everyone involved is looking for what they can get, instead of what they can give. Ironically, giving actually encourages giving more than taking does. It's human nature to want to give back when someone has given to us.
Recently I met with someone I exchange leads with on a regular basis. I made a point to focus only on what leads I could give her that would help grow her business, rather than what I might get in return. After listening intently to exactly the type of customer she was looking for, I was able to give her three solid leads. Not only has she closed one of the leads so far, since our meeting she has given me two leads that have both turned into new customers for me.
I encourage you to write down the name of a networking partner. Knowing what type of customer they are looking for, look through your database of prospects, customers, and other contacts to determine who in your database might be a good contact for your networking partner. Write down three contacts in your database who you think your partner would like to meet. Next to each, write a brief synopsis of why you think they would be a particularly good candidate for your networking partner to meet.
Once you have done this, call your networking partner and share the information you've just written. If appropriate, introduce your partner to the three contacts you have identified. Now, just sit back and watch what happens. Chances are, within just a few days, you'll be hearing from your networking partner with a few good leads for you.
Challenge yourself to give as many leads as you can and measure your success at the end of the event not by how many cards you've collected to try to sell to, but by how many people you were actually able to help during the event. You may be surprised at the positive outcome this process will have not only in the quality of your networking events and relationships, but by the number of additional sales in your own business as well.
© 2007 Andrea Sittig-Rolf
KKT-016-006202
Recently I met with someone I exchange leads with on a regular basis. I made a point to focus only on what leads I could give her that would help grow her business, rather than what I might get in return. After listening intently to exactly the type of customer she was looking for, I was able to give her three solid leads. Not only has she closed one of the leads so far, since our meeting she has given me two leads that have both turned into new customers for me.
I encourage you to write down the name of a networking partner. Knowing what type of customer they are looking for, look through your database of prospects, customers, and other contacts to determine who in your database might be a good contact for your networking partner. Write down three contacts in your database who you think your partner would like to meet. Next to each, write a brief synopsis of why you think they would be a particularly good candidate for your networking partner to meet.
Once you have done this, call your networking partner and share the information you've just written. If appropriate, introduce your partner to the three contacts you have identified. Now, just sit back and watch what happens. Chances are, within just a few days, you'll be hearing from your networking partner with a few good leads for you.
Challenge yourself to give as many leads as you can and measure your success at the end of the event not by how many cards you've collected to try to sell to, but by how many people you were actually able to help during the event. You may be surprised at the positive outcome this process will have not only in the quality of your networking events and relationships, but by the number of additional sales in your own business as well.
© 2007 Andrea Sittig-Rolf
KKT-016-006202
Visit Andrea Sittig-Rolf's Website: http://www.sittiginc.com
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