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Casting Your “Net” for Sales Success

 

If you want to fetch prospects to fill your sales funnel, networking is a critical strategy. Every clever dog knows that the more that goes in the top of your funnel, the more revenue comes out of the bottom.

 

With networking you can sniff out contacts that your firm might not otherwise be able to meet by cold calling. And developing a personal relationship with prospects, before you or someone from your firm calls on them, makes them more likely to be receptive to a meeting. Networking also introduces you to other decision makers. Think six-degrees-of-separation.

 

We’ve all joined the pack at networking events. But is that time well spent? Are your networking efforts paying off? Here are a few tips to ensure you get the most from your networking activities – casting your “net” for sales success.

 

Secrets to Networking Success

  • Check out the territory. Before a networking event, ask organizers for a list of attendees to identify targeted prospects, and do a little research ahead of time (check out Facebook and LinkedIn) to identify potential points of connection (explained later) and common acquaintances.
  • Set a goal. As with most activities, if you don’t set some goals, you will not get the most from your efforts. Determine how many people you simply want to connect with at the event, as well as the number of targeted prospects that you want to meet. Set goals around the time period in which you plan to follow up with those you meet as well.
  • Note at least one point of connection. Make at least one mental note of something significant your prospective client has said. When you have a chance, jot it down with as much detail as possible. This could be as simple as an upcoming event, birthday, hobby, restaurant or author they like. Points of connection could also include common aquaintances, organizations that the prospect is affiliated with, or causes they are passionate about. These become icebreakers the next time you communicate with them.
  • Down boy! Avoid hard selling your product or service while networking, unless asked. The primary purpose of networking is to acquire, build and maintain informal business relationships, unless the event purpose is solely business networking. The only tangibles you’re seeking are the other person’s card and to identify a point of connection for future follow up.
  • Relax. You’re not there to sell. You just want to learn more about other people. 95% of communication is non-verbal. Your body language, tone of voice and eye contact communicate your level of confidence. Don’t cross your arms or take other postures that may seem defensive. And smile. It relaxes you and the other person.
  • Focus on them. That’s how you will learn what is important to them. Maybe their business is struggling and you have a solution. By asking the right questions, you can find what keeps them up at night and work to help them solve that problem vs. just promoting your services.
  • Show interest and enthusiasm. People love people who are interested in them. Ask questions, listen and ask follow-up questions. Your goal is to get these folks engaged in conversation, build rapport and determine if they are your target market.
  • Throw them a bone. The best way to start a relationship is by giving someone something that can help him or her. In doing so, you are setting the expectation they will give you a reciprocal referral.
  • Stay. After the main part of the event is over, people are more willing to talk about what they’d just heard and how it applies to their business. Attendees are full of energy and new information, making it a perfect opportunity to engage people in conversation and connect.
  • Get them asking for your business card. Most shy people shy away from handing out their business cards. They don’t wish to appear pushy. Simply ask the other person for their card first. They will usually give you theirs, and if they have an interest in you, they will likely ask for yours.
  • Don’t let the trail go cold. It pays to stay in regular touch the people you meet and click with, even if they aren’t direct prospects. You’ll have made a new friend and you may be able to refer business to one another.

Contact RedRover for a customized networking workshop for your team or for support in improving your overall sales performance.

 

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