Networking: He simply doesn’t “Get It!”
“I don’t visit networking groups because they always have people there who sell the exact same products that I offer,” he said.
This was a statement that a friend of mine made me recently when we were talking about networking and how we can be more effective in our efforts. I was stunned because he simply doesn’t “get it.!”
The primary purpose of attending any networking event or trade association event is the opportunity to grow your business. However, growing your business does not always mean making a sale.
As a matter of fact, a networking event is not a place to sell but to “make connections.”
I use networking events as a means to:
- meet potential vendors
- seek connections to those who have expertise in areas that I don’t have
I also use networking to:
- learn how I can help others
- provide mentoring or coaching to others
When you attend any type of networking, trade association or civic group, rethink why you are there. It’s not about selling. It’s about making connections and then seizing opportunities.
Peggy P. Edge © 2014
Networking: Be a Resource to your client base.
Networking—to be an effective resource to your prospects and clients, you have to keep your ears open for opportunities to be of service.
Obviously I don’t sell phone systems, provide travel services, or do financial planning. However, what I do offer my clients is me and my network. By being a resource to everyone I come into contact with in the marketplace, I provide an invaluable service.
You see, when my clients have a need I want them to think of me first. Over the years, they have called me to ask for someone to fix the pot-holes in their parking lot; to ask if I know someone to fill a position within the company; or to ask who I use for my banking needs.
Likewise, you too can be a resource for your client base by making sure that each one of them know you are there to not only be a supplier of products and services but also a provider of connections. You must ask, “What are your looking for today?” Be willing to think outside of the box a little bit and stop looking for more sales.
Remember to always look for the opportunity to be of service. Your connections could be the one thing that sets you apart from your competition…your EDGE Over the Competition!
Peggy Parker Edge (c), 2014
Networking- The 30 Sec Commercial
Sometimes when you offer a service, it is difficult to explain or describe exactly what it is that you do.
For example, if you say you are a Business Coach. What exactly does that mean? What do you really do!
The Key Step here is to:
Give an example of how you have helped a client.
One of the main purposes of a good, effective 30-Second Commercial is to be able to relay in layman’s terms:
1. What it is that you do for a living?
2. Who is your target market?
3. Why should someone be interested in what you have to sell–your value proposition?
When you give that commercial, you want those in ear-shot to be able to tell other people what you do and to be able to explain it enough so there could or might be some interest generated that would result in a one-on-one meeting or introduction.
Always keep in mind to speak in layman’s terms and to give examples of how you have solved a problem.
Peggy P. Edge (c), 2014
