Sales Notebook
Strategic Networking
When the business cards on my desk begin to pile up, I know it's time to do something with them, and to be more careful as I collect them. I have always treated these cards as business leads, but it's scary that at times they seem to multiply right before your eyes.
It's all about networking, and that is a real art form.
I want to share with you my experiences as a “conference voyeur.” For years I've watched sales representatives at meetings and conferences. Some do the networking scene well, while others aren't sure how to play the room.
Here is a simple suggestion on how to make the most of every business interaction: When you first receive those business cards, make a note on them about who the person is. Add something that will help you remember the person and why you wanted the card. Sometimes I even write reminders on the back of the card about what the person was wearing or what we talked about.
These cards can become the lifeblood of your business and could be the most valuable result of your attendance at any meeting.
Once the card situation is handled, there's much more about networking to discuss. Many of the pointers I am going to share include a few tricks for meeting new referral sources.
Consider my top 10 networking strategies:
- Don't hesitate to go to a meeting by yourself
Often when you attend a meeting with a colleague, you find yourself attached to them at the hip. Spend time looking for others to talk to — and remember, you are in sales.
Many people are in the same situation as you. They left work to drive by themselves to the meeting, not sure whether they would know anyone there. Professionals are usually very friendly, willing to make new friends and understand what it is like to be alone at a meeting.
- Look for dinner partners you may not know
People are looking for others to join them for dinner. Unfortunately, some may be shy about asking you to join them, so you might have to take the first step. Ask others what plans they have for dinner. Do they have room for one more? The more people in the group, the more the interaction, the greater the opportunities to learn from each other.
