Networking Blunders that Cost you Sales
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Networking Blunders that Cost you Sales

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Networking effectively can have a dramatic impact on your sales providing it is done correctly.

Networking effectively can have a dramatic impact on your sales providing it is done correctly.

Avoid these fatal networking mistakes and improve your results. 

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Networking Blunders that Cost you Sales Presentation Transcript

  • 1. BLUNDERSTHAT COST YOU
  • 2. 1. Attending thewrong networkingevents.
  • 3. When I first started my business I attended as many local networking events as I could fit into my schedule.
  • 4. However, I quickly noticed that I encountered the same people at these events-other small business owners out looking for business.
  • 5. These people were not my target market and very few of theminteracted with the type of decision-maker I usually worked with soI realized that I was going to the wrong events.
  • 6. Get the most from yournetworking opportunities byshowing up at events thatyour prospects attend.
  • 7. 2. Waiting for People to introduce themselves.
  • 8. Lets face it; the vast majority of people arereluctant or hesitant to approach strangers.
  • 9. However, if you take the initiative to introduceyourself to others you will be perceived as aperson of authority and power.
  • 10. Not to mention that the other person will berelieved that they didnt have to make the first approach.
  • 11. 3. Spending toomuch time talking.
  • 12. One of the most fatalmistakes is to dominatethe conversation.
  • 13. If you truly want to make a great impression, limit the amount you talk to no morethan 40 percent of the airtime.
  • 14. Remember, networking events are not the appropriate setting to sell your solution.
  • 15. However, they are perfect situations touncover potential sales opportunities.
  • 16. 4. Failing to ask other people questions.
  • 17. Ask them about the challenges they face and what they en joymost about their work.
  • 18. High-value questions encourage people to share information andhelp you position yourself as an expert and a great networker.
  • 19. 5. Becoming distracted by other people.
  • 20. Have you ever had a conversation with someone who constantlywatched the room instead of paying attention to what you were saying?
  • 21. If so, you likely felt ignored and unimportant.
  • 22. I also suspect that you would not refer business to that person.
  • 23. Pay close attention to everyperson you meet and learn howyou might be able to help them.
  • 24. 6. Focusing on your self-interest.
  • 25. This follows the last point. -
  • 26. In the words of motivational guru, Zig Ziglar, "You can anything you want in life if youjust are willing to help enough other people get what they want."
  • 27. 7. Failing to articulate your value proposition.
  • 28. 8. Failing to establisha connection.
  • 29. Effective networking meansconnecting with people.
  • 30. Although you will not connect with everyone you meet, you canimprove your results by making great eye contact, smiling, asking questions, and showing interest in the other person.
  • 31. 9. Executing the"meet & move"strategy.
  • 32. Weve all encountered the person at a networking event who introduces themselves, gives youtheir business card, asks for yours in return, andimmediately moves on to repeat the process with another victim.
  • 33. You get much better results by connecting with a small number of people rather than trying to meet as many people as you can.
  • 34. 10. Failing to follow-up afterwards.
  • 35. Post-event follow-up is critical.
  • 36. However, dont make themistake of calling someone three months after a networking meeting and saying something like, "We met a few months ago andI thought Id touch base with you."
  • 37. This approach simply does not add any type of value to the relationship.
  • 38. Here two follow-up strategies to consider:
  • 39. i/ When you meet a potential customer, arrange to contact them shortly after the event. Mark it in your calendarand make sure you contact them on the agreed-upon day and time.
  • 40. ii/ After you meet someone who is NOT a prospect, look foropportunities to refer business to them. You can also help them by sending articles or information related to their business.
  • 41. Networking effectively can have a dramatic impact on your sales providing it is done correctly.
  • 42. Avoid these fatal networking mistakes and improve your results.