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 8 – Not asking to call them after an event.
With their card in your hand it is imperative you ask the most important question if you believe the relationship should move forward. What’s the question? To ask if it would be in order for you to call them in the next few days to ‘continue the conversation and, if they think it relevant, to arrange a meeting’. The source of many regrets is not starting the follow process at an early stage. When you have built rapport you will be at your most popular so seize the moment. The worst that is going to happen is they ask you to email them. This is not half as good as a call but if that is what they want then so be it. The difference between following up in a professional manner and pestering people is twofold. One always ask permission and two if you don’t feel it’s the right time back off and do exactly what the prospect is suggesting.
Next week: Regret 9 – Not making that first follow up call.