Hate Networking? Learn 3 Prospect “Seduction” Tricks…
Today I’ll give you one of my biggest secrets to how I jump-started the growth of my business.
When I opened my coaching and consulting practice in 2000 I did what most people do at first – I went to every networking meeting I could find to drum up new business.
Frankly, I hated it. And I sucked at it at first.
[WARNING: If you run any type of business networking groups, or have vested interest in keeping people showing up for networking meetings you’ll hate my message.]To make things worse I listened to people running these groups giving advice like: It takes time. You must show up every time so others can get to know you. Give it a few months.
REALLY! What a giant pile of horse crap!
I needed business now, not after a few months of paying for rubber-chicken lunches and going home with a bunch of business cards I had no use for!
Then I finally figured out what didn’t work.
Networking meetings are like a convention of people determined to sell their stuff. The problem with it is that everyone is talking and no one is listening!
The problem with networking is that everyone is talking and no one is listening!
Adam Urbanski
The problem with networking is that everyone is talking and no one is listening!
Adam Urbanski
So I made a few adjustments.
From that point on I got solid leads and new customers from every meeting I attended.
Here’s how to score a win on every prospecting date:
1. Stop talking and start listening.
In the land where everyone wants to talk, you’ll stand out like a sore thumb.
2. Pay attention.
Don’t just listen – actually hear people and engage them. We all want to be heard – just try it and watch magic happen.
3. Give value.
Help people solve some of their biggest problems. Share a tip. Give them a resource. Or connect them with a person who can help them.
And whatever you do – don’t pitch. Even if you find a “hot prospect”, resist your urge to go into a sales spiel!
Obviously there’s more details to each of the three steps. But these are the starting point. The foundation.
If you’re using networking to build your business you definitely should check out my system and find out How I Get As Many As 58 New Prospects And Up To 12 New Clients From Every Networking Meeting I Attend…
One very useful thing I teach in that course is how to turn those contacts into contracts and cash afterwards.
Now, tell me about your networking experiences. Do you love it? Hate it? What tips, tricks and strategies do you use that make it work for you?
