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Subcribe to 30 Second
Networking Tips
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Here you will find an archive of our 30-Second Networking Tips
Profit Protein - Business networking that makes you money!!
Here you will find an archive of our 30-Second Networking Tips
Profit Protein - Business networking that makes you money!!
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Language of Receiving Referrals – "Praise but Problem"
Do you really want more referred business? Will it save you time? Will more referrals reduce your time spent in other prospecting methods…no cold calling!!!
Your behavioral goal this week is to look for opportunities to speak like your prospects. What do they complain about in their business that you can help with?
When people ask “What do you do?” start with “I work with people who…”
Praise their situation, so that successful people attach to it, and then verbalize their potential problem.
“I work with people who are very successful in their professional practice (Praise) but spend too much time giving advice for free (Problem).
Successful people will associate with the praise, and they will identify with the problem.
They’ll think…”I know someone like that.” or ”That’s me!” and want to either refer someone they have thought of, or engage themselves.
So, mention a successful attribute, but then verbalize a typical problem in the prospects’ own language.
You’ll receive more referrals!
Don’t know how?
Go to www.iigc.ca and find out when the next Focus5 Networking Program is starting!
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Profit Protein - V1. A9. – Want vs. Need
Recently I asked an acquaintance why he bought a new pick-up truck when his previous one was only 1 ½ years old.
Immediately he dove into an enthusiastic description of the hard drive in the sound system that could hold more than 8000 songs…and some movies too.
His new truck was obviously a 2009 Platinum Series instead of the totally outdated 2008 Harley Davidson Edition…harrumph!
(Seriously…I was jealous…he has a totally cool truck!)
But…
Did he buy that truck because he needed it?
C’mon!!
He wanted it…enough to pay serious coin for it brand new.
Are you making the MISTAKE of training your Referral Partners to watch for people who need your services?
Don't.
Are you missing business with people who WANT want your services?
Don’t.
Train your Referral Partners to recognize people who want more of your premium services.
Don’t know how?
Go to www.iigc.ca and find out when the next Focus5 Networking Program is starting!
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Mind your P’s & Q’s
Ever heard of that expression? Literally, it means to mind your Pints and Quarts…which in turn means to watch how you act…don’t do anything rash or silly, etc.
We could all use behavioral warnings or advice from time to time. How about when Networking?
To mind your p’s & q’s when networking is to pay attention to your behavior, on purpose.
For example, you have probably heard people say that their goal at a function is to meet 10 new people, or get 15 new business cards.
Big deal! Is that a valuable use of time? Who knows?!!
If you met an ideal contact, would it make sense to detach prematurely, just so that you could move on and meet your targeted number of people at the event?
No.
Often numerical goals don’t work well…
…so set behavioral goals instead. Like these to name a few…
1. Avoid your friends
2. Pitch-back
3. Hunt for referral partners, not prospects
4. Detach early from people who are not worth your time
(sounds like dating doesn’t it?!!)
*Focus on a productive behavior like one of the above examples, and watch your networking productivity grow = more new business.
Want to learn more? Go to www.iigc.ca and find out when the next Focus5 Networking Program is starting!
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Business Talk in Social Situations
This is one of the most common questions that I get asked – “Should I, or How Can I introduce business talk at a social situation?”
When you are standing beside someone that you don’t know, it’s quick, easy and comfortable to ask the question “So, what do you do for a living?”, or some variation of that. Even in social situations.
“So, when you’re not watching the kids’ soccer games, what keeps you busy?” is another variation of the classic question.
These are just conversation starters, and they are effective because the questions are not very personal, or intrusive…they’re general information, and people like to feel you are interested in them.
Be the one to say hello and start the conversation…you never know what opportunities you may uncover.
Want to learn more? Go to www.iigc.ca and find out when the next Focus5 Networking Program is starting!
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YOU ARE A DOCTOR…NOT AS SALESPERSON, WHEN NETWORKING
People recommend that others go to a doctor whenever they see symptoms of an illness. If you see someone limping, you obviously might suggest they have a doctor look at the problem.
If you see someone with a “limp” in business, you might suggest they have that looked at…by you.
You are the Doctor in business. You can help people if they have an issue that you specialize in.
Don’t describe your wonderfulness when talking about your business; talk about your clients’ most obvious symptoms.
Describe what problems they are currently having.
Train your Referral Partner what to look for – what to listen for – what your prospects are doing or trying that make their problems obvious to an observer.
Train your Referral Partners to recognize business symptoms, just like a doctor recognizes symptoms of an illness, and you will receive more referrals.
Want to learn more? Go to www.iigc.ca and find out when the next Focus5 Networking Program is starting!
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Question people about their customers
Many people are nervous, uncomfortable or shy about attending a social/business networking function…especially going alone. Often, I am asked by these people “What can I say or do when attending a networking function?”
Simply ask people what they do for a living…often that’s all you need to do.
But, if you need to keep the conversation going, ask them about their clients. Lead them by asking:
“What kind of problems do your customers bring you?”
or
“What problems are your customers having that make them want you?”
Problems = Pains in business lingo.
Pains = Sales
People love talking about their clients and how they can help, and you can keep a conversation going and going.
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Lying Sales Trainers
There are lies, damned lies and statistics. - Mark Twain
There are lies, damned lies and Lies from Sales Trainers.- David Donnelly
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My favorite piece of BS as told to me by a former Sales Trainer...
"Just pretend you have $100K in your pocket, and you will be more self-assured and less desperate when you are selling.”
Or, more simply put, “Lie to yourself.”
Think about this...how many truly successful people start each day by lying to themselves?
None? Less than none? Stuart Smalley?
Imagine the end-result of a successful sales experience, to be sure…but lie to yourself to achieve it? Come on!!
To sell with confidence, simply access the belief in your service and yourself.
If you are lacking confidence in either, you need to change services, companies, or vocations…today.
Sell without the lies, and you will be perceived as truly sincere.
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Schedule Follow-Up Time as you would any other appointment
We already go to business functions and networking events. We don’t have time to add more events, so we need to make our time more productive in order to be more successful.
As soon as you schedule a networking opportunity, also schedule a time-slot the day after to do your follow ups.
A client of mine worked a 3-day trade-show; but the Monday back at work was already busy…so the leads sat stale for 4 days until she got back to them…only to find her competition had already visited the prospects.
3 wasted days at a trade show…and very little new business to show.
Wasted time = lack of success.
Instead, the next trade show she booked, she also booked in the following ½ business day, and dedicated it to doing her follow-ups.
Result? => Lots of new business from the trade show.
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You disqualify them; don’t sell to them – a mindset, not a step
If you attend a function focusing on meeting potential new customers, then you are going with the intent to sell. You will be prospecting, not networking. If you intend to sell, your actions and language will be dangerously perceived to be that of a desperate salesperson.
When you try to sell to people at social networking situations, they will want to escape. Not merely escape, but raise both hands in the air and run screaming from the room.
Instead, get them to talk first. Ask them what they do for a living, who do they sell to, what business problems do they fix. Find out if they are in a complimentary profession that would make them a good referral partner of yours, or not. If they are not a potential good referral partner, move on…nicely!
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Stop Selling – Start Receiving
A new Client can bring a lawyer an average of $5k per year. A new Referral Partner can bring a lawyer $60k per year… Do you want just one new client or do you want more Referral Partners?
If we are hunting for prospects, we are selling. People will avoid us and we will waste our networking opportunities. Hunt for particular occupations that can be a Referral Partner. E.G. Lawyers hunt for Accountants or Bankers…Florists want to meet Wedding Planners…etc.
The occupation is the first qualifier/disqualifier for you. If a person is in an occupation that can refer regular business to you, stay in the conversation. Get them talking as much as you can and learn about their business and their customer base or specialties. If they are well qualified, they are worth you networking time.
This new potential referral partner deserves your full infomercial. Talk about the people you work with and the key problems that your best new customers have. They will start mentally reviewing their own Rolodex.
You know you are successful when this new person says “I know someone like that.”
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