Do those who like selling enjoy networking too? Sure, except they can tend to be the ones at the mixer who give you the sales pitch, complete with a description of features and the brochure. It's not necessarily bad. We know that we're going to a business event in order to make contacts and promote our businesses. But sometimes we like a little small talk before we move right to a needs analysis.
Sometimes the strongest sales people find networking to be discouraging or annoying because they don’t think they get as many leads as they do from cold calling, trade show or other prospecting activities. It might help them to separate networking activities from selling. If they think of networking as building a foundation of relationships that can help fulfill other goals, they might enjoy networking a little more.
Networking tips and the best way to network ... by Networking on Purpose! Professional business networking strategies from Beth Bridges, speaker, and author.
Nice to See Old Friends
I ran into two people I haven't seen in a long time. Both encounters served to highlight recent themes that I've been writing about.
Robert De la Vega runs Detail Direct, a mobile auto detailing business. We were talking about cars, of course. I said I didn't think about my car much; it's just a tool to get me places. But Robert pointed out that it is part of your image. We take time to press our clothes, shine our shoes, and comb our hair, so why would you drive around with a dirty, messy car? Good point Robert. Just like Robert Mano said - marketing is every impression we make on a client. And that includes the car we show up in. Doesn't have to be fancy, but it should reflect the care we take with our personal grooming.
I also saw a friend I worked with nearly 10 years ago. We were in the fresh tomato business together. Kim Carroll now works with Ruiz Foods, but her passion is working with people in fitness. It's not just networkers who say "I tried it once and it didn't work so I quit", apparently we do that with exercise, too. Kim helps people stay on track with their fitness programs.
It was great seeing them - both Kim and Robert are good people. There's another reason for getting out and going places - you never know who you might see.
Robert De la Vega runs Detail Direct, a mobile auto detailing business. We were talking about cars, of course. I said I didn't think about my car much; it's just a tool to get me places. But Robert pointed out that it is part of your image. We take time to press our clothes, shine our shoes, and comb our hair, so why would you drive around with a dirty, messy car? Good point Robert. Just like Robert Mano said - marketing is every impression we make on a client. And that includes the car we show up in. Doesn't have to be fancy, but it should reflect the care we take with our personal grooming.
I also saw a friend I worked with nearly 10 years ago. We were in the fresh tomato business together. Kim Carroll now works with Ruiz Foods, but her passion is working with people in fitness. It's not just networkers who say "I tried it once and it didn't work so I quit", apparently we do that with exercise, too. Kim helps people stay on track with their fitness programs.
It was great seeing them - both Kim and Robert are good people. There's another reason for getting out and going places - you never know who you might see.
Networking is Marketing
Today I heard marketing described as every impression you make on a customer or prospect by Robert Mano of Mano Y Mano Consulting at the Clovis Chamber Seminar Series.
If that's true, then networking is marketing. It's not selling. Doesn't that make you less conflicted about networking? Everyone likes marketing - it's sexy! it's glamorous! it's exciting! And no one confuses marketing with selling. It's just the process of getting into a position where you can sell.
If that's true, then networking is marketing. It's not selling. Doesn't that make you less conflicted about networking? Everyone likes marketing - it's sexy! it's glamorous! it's exciting! And no one confuses marketing with selling. It's just the process of getting into a position where you can sell.
- Networking is a process you go through so that you can be in a position to sell.
- Luck is being in the right place at the right time. So how can you be lucky if you don't go any place at any time?
Is it Networking or Selling?
There's a very fine line between networking and selling. Networking can lead to selling, but it's only one of many reasons to network. If we get focused on the sales aspect, we put pressure on ourselves to push our products or services when we would be better off working on the relationship for the long run.
I see a lot people who are very new to business join the Chamber. I can sense that they sometimes have to force themselves to go to a mixer or other networking event. I wish they could realize it would be a lot easier to meet a roomful of strangers if your main goal was to get to know them, not sell them at the first meeting. That's cold calling! Who likes cold-calling? And, instead of doing it by phone, where at least you can't see their face when they say "no", you're standing right in front of them.
It sounds like a paradox, but if you're new to networking or a bit shy, you'll accomplish more by not trying to sell while you're networking. You'll be more comfortable and people around you will be more responsive.
Take the pressure off - don't "cold call" at networking events.
I see a lot people who are very new to business join the Chamber. I can sense that they sometimes have to force themselves to go to a mixer or other networking event. I wish they could realize it would be a lot easier to meet a roomful of strangers if your main goal was to get to know them, not sell them at the first meeting. That's cold calling! Who likes cold-calling? And, instead of doing it by phone, where at least you can't see their face when they say "no", you're standing right in front of them.
It sounds like a paradox, but if you're new to networking or a bit shy, you'll accomplish more by not trying to sell while you're networking. You'll be more comfortable and people around you will be more responsive.
Take the pressure off - don't "cold call" at networking events.
Making a Committment
I voted first thing this morning because my philosophy is "You can't complain if you didn't vote."
I'm still thinking about the power of consistency and how doing the simple little things each day make the difference between success and a slow decline into failure. You set yourself up for success when you incorporate simple positive actions into my daily life.
In thinking about ways to build consistency, I've decided to pick two things and challenge myself to do them every single day for 100 days.
I'm still thinking about the power of consistency and how doing the simple little things each day make the difference between success and a slow decline into failure. You set yourself up for success when you incorporate simple positive actions into my daily life.
In thinking about ways to build consistency, I've decided to pick two things and challenge myself to do them every single day for 100 days.
- The first challenge is to do at least 25 pushups every single day. Girl pushups at first, but on day 100, let's see if I can do 25 full pushups non-stop.
- The second challenge is to write every day, either in the blog or on my book.
A public announcement of a goal, and an intention to tell people how it's going, is a great way to maintain consistency. If you start thinking about skipping a day, then you realize you'll have to "fess up" the next time someone asks. So it's easier to just get on the floor and do pushups than to admit you quit already.
I think the longer you go, the easier it is to keep going. If you do one day, then miss one and start over, you've only lost one day. But if you've done 90 days? No way are you going to start over.
Some people take this very seriously. Would you believe there is a United States Running Streak Association? Hey - it has nothing to do with naked people! A running streak is "running at least one continuous mile within each calendar day."
Can you start your own streak of something? Let me know if you're willing to take the challenge.
Getting Good Feedback...
Today I gave a presentation to my good friends at United County Kellner Properties in Clovis about networking and how we motivate ourselves to do more of it. Because it's like exercise - we know it's good for us but we still don't do it as much as we should.
Besides spending some time with the excellent people at Kellner, the best part of the experience was having my friend and co-worker, Rachel Greaves, come along to give me feedback after the presentation.
Rather than tell you what she said needed to be improved :-), I'll list what she said were important points that need to be emphasized.
Besides spending some time with the excellent people at Kellner, the best part of the experience was having my friend and co-worker, Rachel Greaves, come along to give me feedback after the presentation.
Rather than tell you what she said needed to be improved :-), I'll list what she said were important points that need to be emphasized.
- Networking is not selling! If you don't like networking, maybe it's because you think it's selling. And if you're meeting new people at each event you go to, it's cold calling. Ugh - who enjoys cold calling.
- You need a purpose for every event. Don't go just because you think you should. Have a reason - meet new people, be seen by people you know, get information about the host organization, etc.
- Make sure to find something in common with the new people you meet. It makes it much easier to build a relationship and it makes you more memorable to each other.
- Take a risk on wasting your time - not every event or activity is going to work out. You can reduce the likelihood by researching the group or organization in advance.
- It's okay to practice what you're going to say in advance. It's part of the preparation. Be especially ready to explain what you do in one sentence. I'm amazed when I meet people who stumble over telling me what they do for a living. And bored by people who go into great detail.
The first item on this list is the basic premise that makes or breaks your efforts. Networking is much easier if you focus on building the relationship first, rather than trying to sell on the first meeting. You take the pressure off yourself and others.
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