Master twelve networking tips that can increase the number of leads and sales prospects you attract and kickstart true transformation in your business.
February 26, 2022
One of the best ways to produce leads and hike up your sales is to effectively network. The problem is that networking is a skill that doesn’t come naturally to some people. It can be quite intimidating to many, and you can seriously hurt your chances if you don’t know what you’re doing.
The good news is that, just like any skill, networking is something you can learn and practice. In the sections below, you’ll find a compilation of tried-and-tested networking tips that will help kickstart true transformation in your business.
If you’re ready to step your game up to the next level, follow these twelve steps to networking success.
Find out how many networking events there are where you live, and give yourself a goal to go to at least one every week—or two to three if you have the time.
There will be many reasons or excuses to not go, but you must push those to the side and be diligent. Hold yourself accountable to this quota, and watch your leads multiply before your eyes.
When you are at these networking events, remember to be busy, be productive, and be social! Try your best to interact with as many people as possible. Don’t think this means that you should put quantity over quality. Have as many quality interactions as possible.
You should also be early, which allows you to say hello and be easily remembered. It’s always better to meet people with fewer distractions before the crowd shows up. If there are people you know there, say hello but try and avoid staying in your comfort zone and meet fresh faces instead.
A good rule to keep in mind is to cut each conversation short if you notice It’s been over ten minutes—unless it is really going somewhere. Talk to everyone, and don’t judge a book by its cover. You never know where someone could lead you.
The first thing you will be asked is, “What do you do?” Prepare a strong and simple answer. It should be easily explained and understandable. In sales, explain how you help instead of what you sell. Make this your value statement.
For example, you could say, “I help service professionals who are selling high-ticket items close deals over the phone in just one phone call.”
People love to explain what they do, especially people at networking events. During your time with them, make it as much about them as you can. This will show them that you are friendly and interested/interesting.
When they ask you about yourself, keep it precise but shine the light back on them. This will create a different connection in their mind than someone simply speaking about themselves.
The easiest way to make a conversation about the other person is to ask quality questions. These questions should have the intention to inform you on whether they can be helpful to your business. Some examples of questions are:
You may be surprised by their answers and get yourself a new lead or even a new client.
If you meet someone that you see a future with, it is so important that you listen to what they say. Doing so will ensure you build a strong relationship and improve your networking ability with them.
Listen closely and retain this information. Nothing flatters someone more than when a person remembers everything they told them.
Being a good listener is not a bad quality to have. It will help in so many more facets of your life.
Networking events are not meant for you to sell your product. If you are doing this, you not only will waste your time, it also means you have missed the entire point. If you go in with the goal of maybe finding a referral partner to book future meetings with instead of selling your product right then and there, you will be so much more productive.
Having a referral partner will also get you exposure to all the people they know, and you can repay the favor as well.
There is nothing wrong with pre-qualifying people. This ensures you are not wasting your time or theirs. Have a general list of pre-qualifying questions that can help you determine this. Their answers to your questions can be the determining factor to whether they might be a prospect or referral partner. If you decide that they might be neither, you can end your time with them and not make any future meetings with them.
If all goes well in the pre-qualifying conversation, it is time to schedule a meeting. Don’t hesitate on this the next step. Let them know that you have a lot to talk about and that they have some really great questions.
You can say that you want to know so much more about what they are offering, but you’re not sure if the event is the right place because there are too many distractions and you won’t have adequate time. After that, plan to get together on another day. People at networking events are usually pretty keen to meet up and talk shop.
Whoever you had had quality conversations with, send them a follow-up e-mail letting them know it was great to meet them and that you would love to talk more about how you might be able to do business in the future together. If you booked a time to meet, let them know you are looking forward to it to confirm the booking.
Try and find them on social media after you meet them. This will open more doors to more contacts. LinkedIn is one of the best for business networking, but remember to take advantage of other platforms when appropriate.
Add the contact to your CRM and e-mail marketing systems. The CRM helps you retain information and track your future prospects.
It also helps to use some sort of e-mail marketing software. This allows you to broadcast to your network on a regular basis, which keeps you fresh in their minds so that they remember you and think of you for referrals or purchases.
It’s great to network and meet people, but keeping in contact is what will keep these relationships alive.
Now, it’s time to put these networking tips to good use. Go and fill the blank spots in your calendar with networking events, and you will see your business start to grow in no time.
If you need an extra hand, The Sales Connection is here to help. Aside from connecting clients with the best sales professionals, we help businesses scale through custom-tailored strategies backed by decades of experience. Reach out to join our team or learn how we can work together.
Kayvon has over two decades of experience working with high-level closers and perfecting his sales methodologies. He has earned the title of Canada’s #1 pharmaceutical sales representative and continues to share his expertise as a keynote speaker and through his multi-million-dollar coaching program.