Networking - Are You Doing It?- Part 1

Are you somebody who knows somebody? I’m sure the answer is yes. But do you know enough “somebodies?” Probably not.

In other words, networking is more important than ever in the post-Recession economy. If you’re in sales, you really have no choice but to network although I hear there are still a few holdouts who insist, “I’m running around so much in an average day that I don’t have time to attend these networking events.”

What a mistake. It might sound harsh, but if you don’t network in sales then you should just quit.

Without networking, you’re at a standstill or going backwards.

We’re at a unique time in sales (and in overall business) these days where resources are confined. There is so much access – too much – to people now with Facebook, My Space, the Internet, texting, E-mailing and tweeting, that you might think it would be easy to make contacts. Perhaps you believe this is enough networking. The truth is there’s so much access that those in demand are overwhelmed and often just shut down when there is an onslaught of people trying to get in touch with them. Many contacts are just hitting the delete button because basically you’re just another E-mail or line of text on the Information Highway.

That’s why face-time and recommended relationships are at a premium. Someone you know who can introduce you to someone they know is a premium perk. A hand you press at a networking event – someone who has watched you make a good impression – is much more likely to return a call or set up a meeting.

That’s why I went to a networking event the other day – and I will attend many others. There are all sorts of networking organizations out there and they’re available to you for little or no money. The event I attended was $15 and that included lunch! (You can’t really beat something along those lines.) There were 70 people there and the way it was structured you basically got to do your 20-second elevator speech to introduce yourself. Some left on the next floor; others asked to ride up several more floors for more information. Bingo!

The key is knowing how to work within these situations and to get the maximum amount of contacts from a limited amount of time. (I will explain that in detail in our next blog, so stay tuned).

Think of networking events like speed dating. You’re trying to get to people as fast as you can and what might suffer is quality. The goal is to get to the right people in this mass situation, but feel confident in the fact that the right people will show themselves and so will the wrong people. The right people will be to the point and tell you, ‘Here’s what I do. Here’s what I need.” The wrong people will be about “me, me, me, need, need, need.” The wrong people will approach you without the mindset of exchange. It’s just that simple.

Today’s quest will be to Google networking events in your area and find 2-4 to attend for the month. In the next blog, I’ll explain how to work within these events to get the maximum amount of the right contacts.

Until next time—