Position yourself as a center of influence – the one who knows the movers and shakers. People will respond to that, and you’ll soon become what you project.~ Bob Burg
Why do we attend networking events? I’ve been to many where it was basically a “let’s all be friends” approach – very nice, kinda fun, but didn’t do anything for my business. And I’ve been to too many where, after giving my elevator speech, I was approached over and over again by people who wanted me to buy what they’re selling.
How off-putting. Why? Because if I had any idea that they could help me, that their products or services would be valuable to me or to my clients, I would have approached them first. Rather than feeling like I was assisting them, I felt like they didn’t respect my time. Not only that, I feel like they are desperate. And I don’t really want to do business with some desperate, clinging vine who doesn’t really see the value in their own product or service.
I approach people for networking on one of 2 occasions. Either they have something I want – a product, a service, even a potential speaking engagement – or they have something that I think is so unique that I want to help them in some way. In other words, they have something I find value in.
If your product or service has value to me, not only will I be interested in buying it, I’ll be mentally going through the names of people I know who might benefit from it as well.
Make the most of your networking. Your time is valuable. Find those people whose services and products are valuable to you and your clientele, and avoid selling people who don’t see the value in your services. Maybe now is not the time, maybe they don’t need your service right now, but if you oversell, you’ll put them off.
Happy networking!
