In the coming months, salespeople will find themselves with in-person networking opportunities again. Although we’re all looking forward to these changes, we might be a bit rusty. So, I thought it would be a good idea write a five-part series with ideas to that can make you an amazing networker.
Idea #2: Understand the difference between socializing and networking.
When my wife and I visit a Starbucks, she’ll leave with three new best friends and I’ll leave with a cup of coffee. She’s outgoing, magnetic, and fun. I’m not. However, I’m a better networker than she is.
Many salespeople confuse the idea of socializing and networking. Until the last decade or two, the two concepts were synonymous. The goal of networking was to meet as many people as possible. Today, while meeting more people is helpful to salespeople, success isn’t directly related to the width of your network. Today, success is exponentially related to the depth of your network. Socializing alone won’t bring depth to your reputation.
A few things to consider that will help shift your behavior from socializing to networking, and adding depth to your reputation.
- Target specific people that you want to meet at events or in the near future. Your targets can be literal: Roberta Olsen from Downtown Healthcare, or figurative: Director of Facilities from Springfield College.
- Follow-up, follow-up, follow-up. Socializers leave events with 25 business cards that sit on their desks for decades. Networkers leave events with contact information of two or three targets and they follow-up with valuable information.
- Create a plan for every event. This takes three minutes. What is your goal? Who do you want to meet? What are three icebreakers for initial conversations? What is a desired follow-up action for each target?
Don’t get intimidated by the charismatic person at the bar holding court. Let them invest their time with random people. Stay focused on your goal of building a deep reputation with your targets. Remember, in today’s world of buying, no one tells a committee: “That guy bought us at least five shots that night. Let’s get him here to help us with our cyber concerns.”
Tune in tomorrow for Idea #3.
