Networking is fine. But nothing is more obnoxious than a salesperson at one of these events with the spring-loaded business card dispenser hidden up their sleeves, like a real estate salesperson feverishly working her circle of friends.
Yes, we're all there to expand our circle of acquaintances and generate new business, but no one wants to be a target.
So it requires a little bit of jujitsu at these things. Be more interested in their business than peddling your own. Talk to them deeply about what they're trying to do. Ask what problems they are trying to solve. And, most of all, make it their idea to have you call them.
Networking events in my opinion are to bring new people into your radar. They are places to meet people and certainly not to pitch to people at. Get to know people show an interest in them both personally and about there business and listen. If you think there is synergy and an opportunity for further business give the your card take there's and either move on or suggest a future meeting over a coffee to learn more about them and their business. Then move on to the next person you wish to meet.
When you get back to the office or the next day give them a call and follow up and arrange the coffee
Business is done on relationships , pitch too early and with no trust you have blown it. Build the relationship first and ask how you can help them, what are their pain points in their business and offer a couple of solutions to help them and the gradually introduce what you do that might make their life easier and as long as you do what you say you do in a professional and timely way you will have a client for life.
And one method of lead generation and customer acquisition is not the basis for a systematized source for any business. (I am deliberately lumping marketing and sales in this example.)
I find many people who say 'cold calling is dead' are afraid to do it. It's always been a challenge and is much more difficult today. These same people don't want to use the phone PERIOD. I have used LinkedIn to start the process, changing it from a cold call to a lukewarm call. But it's still a CALL on the PHONE, meaning a ONE on ONE discussion. Most new sales people want to hide behind email, websites, and IM.
Sounds like your students are overly enamored with their sales skills. If they have, in fact, developed a system that converts at a high rate only using networking, they should be spending their time selling that proven system- they will make more money!
You may also want to show them these equations:
100,000 'likes' + zero sales = a hobby
$100,000 sales + zero 'likes' = a business
Networking may grow a single reps sales but it doesn't grow a business unlss you have tons of reps. Look at any of the businesses that are here today and weren't 10-20 years ago and prove it was grown through networking...
You have a challenging task, Nan. If you need more bullets from a marketer, send a connect- I'd love to hear your perspective in a phone call. Mark
Networking is an incredibly effective marketing avenue, and I'd even contend that it's the only marketing avenue that can stand alone as one's sole marketing avenue, if done right.
If one goes to a networking event to sell, they'll have marginal results (think "if everyone here came here to sell and nobody came here to buy, how many sales opportunities are there?"). Networking isn't about selling, it's about creating relationships which generate sales. Go to networking events with the mindset of "how can I help you and your business?" and act that way at said events; you'll see results far exceeding those from an "I'm here to sell, who's buying?" mindset.
"You can get everything you want in life if you help enough other people get what they want" Zig Ziggler
Networking events are filled with everybody selling and nobody buying. When is the last time someone went to a networking event to buy?!
There are two ways to sell today - digital marketing and relationships. Digital marketing requires qualified staff, a big budget, and expertise in order to build relationships that leads to customers -- particularly for service based businesses. Companies with large resources are increasingly dominating that channel. So for smaller business and professionals, relationship selling is key. And you need a network to drive relationship marketing. But - and here is the key point - you don't build your network by networking!
Networking builds shallow connections that take a lot of time to developing into deep relationships to grow your network. For those interested in a structured approach to doing this, please contact me or check out Centricity (Website, our YouTube channel, or our Facebook page).
In my experience the networking events are great for making an obscene amount of connections that can become potential sales, and some do. But doing actual "selling" at the events is, like people below have already stated, a bit of a faux pas.
So no - I think a sales person can't sell effectively JUST at networking events.
We are all marketeers in some way shape or form! When we get up out of bed and dress for our day, we are already marketing ... even if it is just selling ourselves to ourselves! I see you smiling!
"Can We Sell Effectively Just Networking At Events?" The operative word herein is 'JUST'. Absolutely not! To be broad based effective we must sell 24 hours a day and at every opportunity in every tone and language. That means via the internet and much more. If this subject is to be looked upon seriously, you might call and ask the 'HSN' and other similar sites if they like nighttime for fruitful activity ... I mean selling?
Identify your major target audience and then invest lots in the one just on the next lower rung! Yours is hard diligent, dedicated and passionate work not by choice but by default.
Nan - if done right, yes! The events are not to sell; that is not the purpose. If that is your purpose, you are wasting your time. Events are to find alliances, people targeting the same audience. Then work with them with resources and ways to enhance THEIR business. When you show your true colors, then the relationship grows into Word of Mouth. Word of Mouth is the most effective way to sell your product/service. It is built upon relationships that don't just happen at a networking event. It comes from a dedication to people who could be an alliance. Networking is what you GIVE, not what you get. Then it become profitable.
May I suggest a very polite, respectful and effective ('Hate Politically Correct') approach to handing out business cards ... a very useful process?
Ask permission! "Do you have a business card? Thanks! May I give your one of my business cards? I would be honoured by your having one! Feel invited to contact me at your leisure!"
All will be well on the professional and networking front! The risk of overdoing your 'Business Card Campaign' will subside immediately.
Take good care!
Join Your Local
Business Network
Connect & get quality referrals
from Small Business Owners
Answers (1-10)
Networking is fine. But nothing is more obnoxious than a salesperson at one of these events with the spring-loaded business card dispenser hidden up their sleeves, like a real estate salesperson feverishly working her circle of friends.
Yes, we're all there to expand our circle of acquaintances and generate new business, but no one wants to be a target.
So it requires a little bit of jujitsu at these things. Be more interested in their business than peddling your own. Talk to them deeply about what they're trying to do. Ask what problems they are trying to solve. And, most of all, make it their idea to have you call them.
Networking events in my opinion are to bring new people into your radar. They are places to meet people and certainly not to pitch to people at. Get to know people show an interest in them both personally and about there business and listen. If you think there is synergy and an opportunity for further business give the your card take there's and either move on or suggest a future meeting over a coffee to learn more about them and their business. Then move on to the next person you wish to meet.
When you get back to the office or the next day give them a call and follow up and arrange the coffee
Business is done on relationships , pitch too early and with no trust you have blown it. Build the relationship first and ask how you can help them, what are their pain points in their business and offer a couple of solutions to help them and the gradually introduce what you do that might make their life easier and as long as you do what you say you do in a professional and timely way you will have a client for life.
It has worked for me every time
One is a lonely number.
And one method of lead generation and customer acquisition is not the basis for a systematized source for any business. (I am deliberately lumping marketing and sales in this example.)
I find many people who say 'cold calling is dead' are afraid to do it. It's always been a challenge and is much more difficult today. These same people don't want to use the phone PERIOD. I have used LinkedIn to start the process, changing it from a cold call to a lukewarm call. But it's still a CALL on the PHONE, meaning a ONE on ONE discussion. Most new sales people want to hide behind email, websites, and IM.
Sounds like your students are overly enamored with their sales skills. If they have, in fact, developed a system that converts at a high rate only using networking, they should be spending their time selling that proven system- they will make more money!
You may also want to show them these equations:
100,000 'likes' + zero sales = a hobby
$100,000 sales + zero 'likes' = a business
Networking may grow a single reps sales but it doesn't grow a business unlss you have tons of reps. Look at any of the businesses that are here today and weren't 10-20 years ago and prove it was grown through networking...
You have a challenging task, Nan. If you need more bullets from a marketer, send a connect- I'd love to hear your perspective in a phone call. Mark
Networking is an incredibly effective marketing avenue, and I'd even contend that it's the only marketing avenue that can stand alone as one's sole marketing avenue, if done right.
If one goes to a networking event to sell, they'll have marginal results (think "if everyone here came here to sell and nobody came here to buy, how many sales opportunities are there?"). Networking isn't about selling, it's about creating relationships which generate sales. Go to networking events with the mindset of "how can I help you and your business?" and act that way at said events; you'll see results far exceeding those from an "I'm here to sell, who's buying?" mindset.
"You can get everything you want in life if you help enough other people get what they want" Zig Ziggler
Networking events are filled with everybody selling and nobody buying. When is the last time someone went to a networking event to buy?!
There are two ways to sell today - digital marketing and relationships. Digital marketing requires qualified staff, a big budget, and expertise in order to build relationships that leads to customers -- particularly for service based businesses. Companies with large resources are increasingly dominating that channel. So for smaller business and professionals, relationship selling is key. And you need a network to drive relationship marketing. But - and here is the key point - you don't build your network by networking!
Networking builds shallow connections that take a lot of time to developing into deep relationships to grow your network. For those interested in a structured approach to doing this, please contact me or check out Centricity (Website, our YouTube channel, or our Facebook page).
In my experience the networking events are great for making an obscene amount of connections that can become potential sales, and some do. But doing actual "selling" at the events is, like people below have already stated, a bit of a faux pas.
So no - I think a sales person can't sell effectively JUST at networking events.
Folks:
We are all marketeers in some way shape or form! When we get up out of bed and dress for our day, we are already marketing ... even if it is just selling ourselves to ourselves! I see you smiling!
"Can We Sell Effectively Just Networking At Events?" The operative word herein is 'JUST'. Absolutely not! To be broad based effective we must sell 24 hours a day and at every opportunity in every tone and language. That means via the internet and much more. If this subject is to be looked upon seriously, you might call and ask the 'HSN' and other similar sites if they like nighttime for fruitful activity ... I mean selling?
Identify your major target audience and then invest lots in the one just on the next lower rung! Yours is hard diligent, dedicated and passionate work not by choice but by default.
Talk your talk!
Walk your walk!
Dr. Karl
I personally do not but, it depends on which networking meeting you attend.
If your products sell themselves so, I never have to sell.
Nan - if done right, yes! The events are not to sell; that is not the purpose. If that is your purpose, you are wasting your time. Events are to find alliances, people targeting the same audience. Then work with them with resources and ways to enhance THEIR business. When you show your true colors, then the relationship grows into Word of Mouth. Word of Mouth is the most effective way to sell your product/service. It is built upon relationships that don't just happen at a networking event. It comes from a dedication to people who could be an alliance. Networking is what you GIVE, not what you get. Then it become profitable.
Dear Chris - Forte Marketing Group:
Get all the good Alignable messages. Thank you!
May I suggest a very polite, respectful and effective ('Hate Politically Correct') approach to handing out business cards ... a very useful process?
Ask permission! "Do you have a business card? Thanks! May I give your one of my business cards? I would be honoured by your having one! Feel invited to contact me at your leisure!"
All will be well on the professional and networking front! The risk of overdoing your 'Business Card Campaign' will subside immediately.
Take good care!