When you attend events to meet new people, what's your goal?
After your Who, What, Who, What intro (name, title, organization, what you do) and they have done the same, what's next?
You are both going through a ritual to identify common ground – looking for something in which you share an interest.
One topic you share in common is the other person's business – find out what keeps them up at night.
Then you can see how to be of help – your services or products, a trusted referral, similar personal experience and results, or staying alert for a solution to the problem.
Going to an event without thinking of what you want to get out of it, you may come away with several opinions about the weather.
With a goal, you may come away with a sale, or at least the beginning of a new relationship.
Which is a better ROI for your time?
Your thoughts?
Come to the Capital Technology Management Hub, June 14th, for Sales Lab Rainmaker #6: ‘Networking - Are You Being Served?’
5 comments:
It tasks some courage, but I find making a request often leads to an unexpected solution.
Great points Jack & Dick. Going to a networking event or any event/meeting - you must have an objective. If you can be a resource to someone/help solve a problem, then you are viewed as a "solution provider". That goes a long way in sales & life!
Dick:
Good approach - this too establishes some common ground and a great reason to continue the conversation.
Thanks!
Thanks for the post. Being new to sales I find myself struggling with this. When I am at a non-work event, I have no problem connecting with people, but then have difficulty in using that situation to try and uncover any business opportunity.
SN
Jack gr8 blog...in our network we talk about "it's not neteat, netdrink, netsleep but netWORK.
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