The right and wrong approaches to networking – Part 2

Thought 4. Give leads and introductions to clients and associates

People value good leads to potential clients. Sometimes they’ll reciprocate, of course. But a good lead that results in a new client also buys you some access or time with your associate where you can expand your collaboration. When a lead turns into money and the recipient is someone who owns their own business what have done is directly increased that person’s income from your thoughtfulness. This is the action of great networkers.

Ask question like”How will I know if someone I’m talking to will be a good introduction for you?” If you are at a business event and find you know more people than the person you’re talking with, ask “Is there anyone here you’d like an introduction to?” Spend more time on these questions with existing clients and contacts than with new ones. We often forget most of our new referrals come from people we already know. Here there is mutual liking and mutual trust.

Referrals are not one way. When you have a generous spirit ask others questions like “Who do you know who…?” or “Please can you help me? If you were me how would you…?”

Thought 5. Send written and emailed thank-you notes

Good business is conducted in an atmosphere of gratitude. When you give, you’ll also get in return. You’ll also receive valuable information, resources, bonuses and leads. And you want to accept these with an open heart and with thanks.

And the best way to make that thanks real is with a hand-written note.

Email will do for little things like the exchange of information and resources. But when someone goes out of their way to help you, give you a lead, or assist your business in some way, send a hand-written card.

Thought 6. Give away complimentary sessions by phone

I’ve left this one to last because it’s so important, and for many, it can be the key to filling a professional practice. At its heart, a complimentary session is an opportunity to assist a prospect in getting clear about where they are going, what’s in the way, and what they need to do next.

Sounds simple, but it’s not a conversation many business people have the opportunity to engage in. To focus 100% on a prospect’s situation, dreams and challenges can be a life-changing experience. And it often paves the way to introduce your services which can facilitate the realisation of their goals and ambitions.

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