A question poised to the group by Michael Hunter at a Netstorming event was something like "why do people come to networking meetings to just meet, shake hands and there's no follow-up"
My experience shows most people network to sell. Let's say I meet you, an IT guy, and I don't need IT right now, nor do you need a mortgage loan, nor a home listed, nor a.........right now. Thus, we both move on around the room shaking hands, collecting cards, smiling, nodding and wondering "what's the use." And it all starts over again tomorrow at yet another networking meeting. Yes, there might be a one-to-meeting scheduled.......might, probably not. Even then, there's very little relationship building. I'll resist the urge to compare the way most people attempt to network the same way many men go to bars; each are trying to pick up a sure thing (I resist the complete analogy..LOL).
Successful networking is based upon marketing, NOT selling. The basics are this -
1. I come to a networking event with a marketing mindset. My purpose is to start developing relationships through a series of events (processes I control) to draw attention to the benefits I offer, and I know this is going to take a long time.
2. When I meet someone, I begin asking them questions about their industry, what product or services they offer, what brought them to Austin, etc. My purpose is to start a relationship and if the original questions lead into discussions about Family and Hobbies, we have more to talk about. Many times the questions lead to assistance I can offer in terms of information or other needs.....but they probably won't even know that, at-that-time.
Successful networking is based upon marketing, NOT selling. The basics are this -
1. I come to a networking event with a marketing mindset. My purpose is to start developing relationships through a series of events (processes I control) to draw attention to the benefits I offer, and I know this is going to take a long time.
2. When I meet someone, I begin asking them questions about their industry, what product or services they offer, what brought them to Austin, etc. My purpose is to start a relationship and if the original questions lead into discussions about Family and Hobbies, we have more to talk about. Many times the questions lead to assistance I can offer in terms of information or other needs.....but they probably won't even know that, at-that-time.
I don't have to tell them right now because I trust my process.
3. I have a process I control. That process includes how I handle business cards; mine are in my shirt pocket (not in my hand), theirs go into my right. I write notes, in front of them, on the back of their card.
3. I have a process I control. That process includes how I handle business cards; mine are in my shirt pocket (not in my hand), theirs go into my right. I write notes, in front of them, on the back of their card.
Many times, I don't even give a card because the other person didn't even ask for it. Again, I'm ok with that because I trust my process. My business card, along with all the others they have shoved at them will be dropped aimlessly in the trash...I'm sorry, in a desk drawer anyway.
4. These cards stay in my right pocket, even changing pants, until I get to my desk. They are then put in a SPECIAL spot on my desk.
5. At some point in the next 2 to 3 days....NEVER the same day, I will -
a. put their name in my database and
b. send an email thanking the person for the visit.
This is part One. In the next post I will go deeper into my process and experience and what I will continue to do to try and NOT have wasted the handshake.
To that end....
5. At some point in the next 2 to 3 days....NEVER the same day, I will -
a. put their name in my database and
b. send an email thanking the person for the visit.
This is part One. In the next post I will go deeper into my process and experience and what I will continue to do to try and NOT have wasted the handshake.
To that end....
Danny
512-773-6528
www.StopWastingHandshakes.com
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