Bob Burg’s book, “Endless Referrals” is a great book for
anybody who wants to increase their sphere of clients, prospects, friends, and
relationships. From start to finish this book covers all phases of networking. Building
relationships is the route to success, and Bob Burg details how to do it.
We all should network, whether at meetings specifically promoted
as networking events or at general meetings for business people to attend
(luncheons, seminars, whatever). Every business meeting is a networking
opportunity, and all attendees should understand that these are opportunities
for networking and building relationships.
At a meeting specifically promoted as a networking meeting,
starting conversations should be easy. After all, everyone should expect that
networking is one of the reasons that they are there. Starting a conversation
with people at other types of meetings might be more difficult, but we can do
so at all meetings if we approach them in a non-threatening manner. It is just
that simple.
If we see friends at a meeting, say hello to them and ask
how they are. However, we are there to network with people that we do not know,
strangers who are not already our networking partners. We may be targeting
someone who is in attendance, but the main objectives of our efforts should not
be people that we already know. Get out of our comfort zone, and look for
people who are new to us.
Some of these people may not be veterans of networking as we
are and might be nervous. Greet and comfort them; make them feel welcome. Ask
their name and what they do. Exchange business cards and comment on something
after looking at their card. Maybe they don’t know anyone else; after we get
acquainted, we can introduce them to someone that we know.
If we learn that they are interested in meeting specific
people, we might be able to introduce them to those attendees, or we might be
able to refer them to some partners of ours later. If we cannot refer them to
specific people, perhaps we know someone who might be able to help them meet
the people for whom they are searching.
Remember do not start to sell; just establish a beginning to
a relationship. We may be able to start the conversation from their name tag,
or they may do so from ours. Ask them where they are located, or their accent
may lead to a discussion. Maybe we know someone in a similar industry or in another
group that they may mention.
No matter what we do, do not start selling our product or
company, or even ourselves. Ask them if they would like to get together and get
better acquainted at another time, promising to contact them later. If they offer
to set a meeting right away, do so, but don’t push for one; that is what follow
up is for. If we suggest a future meeting, our call will not be a cold call,
but a genuine follow up call.
Gratitude Marketing techniques are very
applicable in building relationships. Cultivate relationships first, and we
will cultivate business partners, clients, and referrals for more prospects. Meet others, cultivate relationships,
always be grateful towards others, and all of us will prosper, both in business
and personally.
Please leave any comments, or call 360-314-8691, or email Jim@SOC4Now.com. Perhaps we can all help each
other be better people.
No comments:
Post a Comment