The 7 Keys to Profitable Networking PART 1

In the beginning!

Many years ago when I first got involved in Business to Business networking I was keen, and eager. Why? Because I could see what networking could do for my business!


I got the benefits - I got the ethos and bought into the ideal.

But, boy I missed lots of opportunities, I missed out on business.

All because I was the centre of the universe and it was my universe.

All because my techniques of by being eager and enthusiastic, I failed to grasp the main point.

It was like when I just passed my driving test, all I looked at was the road straight in front of me, and missed 80% of the other information essential to success.

What I focused on was only one tiny aspect of networking.

There are those who simply measure their success by counting times someone attends, or the number of pieces of paper passed between attendees. Or spend time working on how many times people interacted with the web site.


Then there are those who graze and talk occasionally to people, or attend a function and spend most of the time at the food / drinks table.


All of these examples are real and they exist and they miss the point of networking.


“Networking is the single most cost effective route to market there is.” Don’t take my word for it, all of the dragons from Dragons Den say so on their web sites, blogs and publications.


My main error: When I started out was thinking business to business networking was selling. Not on your life. It is NOT selling; it is telling people how your product or service can help them with their clients.


You may like to take a moment to reflect on the previous point:- Networking is “The most cost effective route to market there is.”


You have the opportunity to tell your story. Show how you can help. Demonstrate how you have helped other members. Teach members how you can solve their problems and how you can help them with their customers.


At one off networking events you have the opportunity to talk to people who can do great things for your company. But this needs focus and that is covered in part 4 of this series, talking to Plum Prospect.


Lets say you want to get an introduction to a company and provide them with your accounting software. Talk about saving time on sales and general ledgers. Talk about access to problem solving on accounts packages. Talk about how businesses upgrade from a ‘simple’ system to a suite of programmes and how these can grow with them and their business.


What you are doing is demonstrating to the prospect you understand the issues business people have and you are interested in them.


By focusing on one single aspect of a multi facet opportunity is a false economy. By looking at what else is around the road you will be better prepared to take advantage of the situation.


Paul


Helping Real People do Real Business through Real Networking