It is said when we indulge in quiet reflection we more often regret actions we haven’t taken opposed to things we have done. When it comes to networking there are certain moments when perhaps you and I should have taken that extra step but didn’t. Here are some thoughts to ensure the next time you pull out …you don’t!
Bear this in mind the next time you don’t
- Approach someone standing alone
- Approach an ‘open’ group to meet more people
- Move on when the conversation is over
- Move on from a group where you have no interest
- Ask probing and intelligent
- Ask about the relationship with their existing advisors
- Ask for their card to follow up
- Ask permission to call them after an event
- Make that first follow up call
- Make that 2nd and 3rd follow up call
Don’t think of sales or selling when doing your business development. Think, when you have knowledge, experience and expertise which adds to a prospect’s business it is your duty to develop their business by matching their needs with your offerings
Regret 10 – Not making that 2nd and 3rd follow up call…
Most people give up too soon. People won’t do business with you until they are ready, willing and able. You might have the best service or product but until they need it ( or want it if budgets are high) you’re not going to make that sale. At each point in the follow up always ask if you can keep in touch and suggest they tell you if they would rather you didn’t follow up. If they ignore tat request keep going. If you are in the advice-giving business ensure at each stage you give away some free, relevant and valuable information. The more you tell, the more you sell.
And on a final note “Not giving up soon enough”
You can’t flog a dead horse so make a judgement call and say to the the prospect you won’t be in touch again as you’re realising you are beginning to pester. Give them a mobile or a direct dial and suggest if they want to contact you they use one of those numbers