You Need To Know The Networking effectively Before

Before you can start building relationships with customers, you have to meet them! Getting in front of potential customers is often the most difficult part of selling - but it doesn’t have to be. Before we talk about what does work. so It doesn’t matter if your first draft of the list isn’t complete. You can always come back to it and add more. And as you meet new people, your list will grow.

You Need To Know The Networking effectively Before

You Need To Know The Networking effectively Before

 

Before you can start building relationships with customers, you have to meet them! Getting in front of potential customers is often the most difficult part of selling - but it doesn’t have to be. Before we talk about what does work, let’s talk about what doesn't work:

  1. Cold calling. Although people often make ‘cold calls’, they simply don’t work very well. You could end up making hundreds of cold calls before chancing upon someone who does need your services.
  2.  Sending direct mail/mail shots. Think about all of the ‘junk mail’ that you get. How many of these mail shots do you do something about? It’s generally only large organizations that can afford to send out hundreds or thousands of letters in the hope of getting one reply.
  3. Advertising in print, on radio or television. While advertising can be useful, it can be very expensive! If you have the benefit of a very large budget behind you - perhaps provided by a large company that employs you - then it’s fine. But if you're working alone or for a small company, it's better to avoid it for now.

What the above methods have in common is that they are like firing a scatter gun while blindfolded at a target. It doesn't take very much time, but you won't get a very good hit rate either. Instead, people who succeed at selling do so by networking - which is like aiming an arrow carefully for the center of a bullseye.*

Networking is simply a technique for increasing the number of meetings you have with people by using the contacts that you have.

Your first thought may be that you don’t know anyone who might be interested in your services, but that doesn’t matter. Even though your friends and acquaintances may not be interested in your services, they may know people who might be. And if they aren’t interested, they might know people who might know people who might know... etc.

Start with pen and paper. Then make a list of absolutely everyone you know. Think about all the people you know in all the different spheres of your life, such as:

  • work life
  • past education
  • social life.

Don’t just restrict the list to people with whom you are still in regular contact. There may be people you haven’t seen for a few months or even a year or two who might be happy to hear from you.

And don’t forget about:

  • Previous employers and your ex-employees.
  • Present or previous customers or clients.
  • Acquaintances through sports, voluntary associations, religious or political organizations.
  • People you’ve met through professional associations and institutes or conferences.
  • Suppliers, lawyers, auditors who you may have used in your current and previous jobs.

It doesn’t matter if your first draft of the list isn’t complete. You can always come back to it and add more. And as you meet new people, your list will grow.