Networking Blunders that Cost you Sales
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BLUNDERS THAT COST YOU
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1. Attending the
wrong networking
events.
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When I first started my business I attended as many local
networking events as I could fit into my schedule.
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However, I quickly noticed that I encountered the same people at these
events-other small business owners out looking for business.
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These people were not my target market and very few of them
interacted with the type of decision-maker I usually worked with so
I realized that I was going to the wrong events.
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Get the most from your
networking opportunities by
showing up at events that
your prospects attend.
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2. Waiting for People to introduce
themselves.
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Let's face it; the vast majority of people are
reluctant or hesitant to approach strangers.
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However, if you take the initiative to introduce
yourself to others you will be perceived as a
person of authority and power.
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Not to mention that the other person will be
relieved that they didn't have to make the first
approach.
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3. Spending too
much time talking.
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One of the most fatal
mistakes is to dominate
the conversation.
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If you truly want to make a
great impression, limit the
amount you talk to no more
than 40 percent of the airtime.
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Remember, networking events are not the
appropriate setting to sell your solution.
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However, they are perfect situations to
uncover potential sales opportunities.
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4. Failing to ask other people questions.
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Ask them about the
challenges they face
and what they enjoy
most about their work.
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High-value questions encourage people to share information and
help you position yourself as an expert and a great networker.
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5. Becoming distracted by other people.
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Have you ever had a conversation with someone who constantly
watched the room instead of paying attention to what you were saying?
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If so, you likely felt ignored and unimportant.
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I also suspect that you would not refer business to that person.
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Pay close attention to every
person you meet and learn how
you might be able to help them.
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6. Focusing on your self-interest.
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- This follows the last point.
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In the words of motivational guru, Zig Ziglar,
"You can anything you want in life if you
just are willing to help enough other people
get what they want."
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7. Failing to articulate your value proposition.
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8. Failing to establish
a connection.
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Effective networking means
connecting with people.
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Although you will not connect with everyone you meet, you can
improve your results by making great eye contact, smiling, asking
questions, and showing interest in the other person.
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9. Executing the
"meet & move"
strategy.
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We've all encountered the
person at a networking
event who introduces
themselves, gives you
their business card, asks
for yours in return, and
immediately moves on to
repeat the process with
another victim.
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You get much better results by connecting with a small number of people
rather than trying to meet as many people as you can.
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10. Failing to follow-up afterwards.
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Post-event follow-up is critical.
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However, don't
make the
mistake of calling
someone three
months after a
networking
meeting and
saying
something like,
"We met a few
months ago and
I thought I'd touch
base with you."
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This approach simply does not add any
type of value to the relationship.
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Here two follow-up strategies to consider:
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i/ When you meet a
potential customer,
arrange to contact them
shortly after the event.
Mark it in your calendar
and make sure you contact
them on the agreed-upon
day and time.
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ii/ After you meet someone who is NOT a prospect, look for
opportunities to refer business to them. You can also help them
by sending articles or information related to their business.
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Networking effectively can have a dramatic impact
on your sales providing it is done correctly.
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Avoid these fatal
networking
mistakes and
improve your
results.
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