In today's world, cold calls are the least effective way to get new business. Well-trained gatekeepers and caller ID make it hard to get through to the right people. Plus, people are reluctant to switch vendors. Meeting someone in person at a networking event builds know, like and trust which can lead to more business!
November and December are great months to network. There are so are many special events and parties to attend.
Follow these 10 tips to get great results and more business from your networking efforts.
1) Know your ideal client. Know who your best prospects are. You can't make networking profitable if you're going to the wrong spots. There is so much time involved, make sure that you are going to a worthwhile event. Before you join an organization, or spend hours going to an event, research the membership.
2) Go with a goal. Have a goal for each event you attend. Don't make it about collecting the most business cards; make it about quality connections, even if it is only with two people.
3) Don't sell. The idea is to make some contacts; selling is a not why you're there. Follow up later, nobody wants to be sold.
4) Have the right tools. Have the tools to make it more successful such as: a card case with two pockets, a quality business card, a name tag, a pen and a notepad. Tip: Turn down the corners of the business cards of people you want to follow up with.
5) Ask great questions and listen. Always focus on the other person. Get them talking first. Here are a few good questions to get a conversation going: How did you get started in your business? What's the most interesting thing about your job? Who would be a good referral for you? How are you currently promoting your business?
6) Attend regularly. You can't go once and expect to get good results. I'm sure you've heard the expression, "out of sight, out of mind." Offer to become a greeter at the event so that you can get to know more people.
7) Have a memorable self-promotion. Spotlight what you do but not only having a quality business card, but also an imprinted promotional product with your company logo that your contacts will enjoy such as sticky notes, a box of mints, a chocolate bar or any other fun or useful item.
8) Volunteer to speak. Many networking events are actively looking for speakers. Volunteer to speak about the value of promotional products. Share case histories and bring your company's self-promotions to give to the audience. When you speak, you position yourself as an expert. People want to do business with experts.
9) Follow up fast. When you get back to your office set time aside to follow up with your best prospects quickly. Remember, your fortune is in the follow up!
10) Believe in yourself! You are performing a valuable service. You are helping our economy grow. When you focus on the value you provide, everything else becomes easier.
Rosalie Marcus, The Promo Biz Coach, is a promotional products business expert, coach and speaker. Combining her skills and years of experience in promotional sales, she helps her clients sell more at higher profit margins and dramatically increase their incomes. Get a free special report: “10 Big Mistakes Promotional Professionals Make and How to Avoid Them” at www.promobizcoach.com. Reach her at Rosalie@promobizcoach.com or 215-572-6766