Introduce, Refer, and Sign

More and more people are using networking as their primary way of meeting new customers. That is an excellent practice. For more than 25 years, I’ve found that virtually all my best customers have come as a result of networking efforts. However, I realize that not everyone who networks get the same results. Ideally, the plan is to have some of the people you encounter become your customers, or at least refer you to other people who will.

If you are new to networking, here’s a good strategy for you to follow: Introduce yourself to others. Do not wait to be introduced to people you don’t already know. Many of my best clients are introverts. We have an excellent relationship; however, it’s usually me that made the first move when we met for the first time. Introverts will not mind you doing this. It’s not a trait that comes naturally to them. You will be making it easier for them to interact with others.

Another thing to remember is that “one size fits one.” Everyone’s different and has different preferences. Invest the time to develop a relationship so that you can understand what the person you are meeting really values. You do this by listening — not by monopolizing the conversation. It’s a good idea to ask questions and listen to the replies.

If you want to get somebody’s attention, make introductions to other people whom they should know or introduce them to people you know. In this way, you serve almost as an ambassador of goodwill. Your new contact will naturally be appreciative of your help. As you build up a positive balance in your “relationship bank account,” it’s okay for you to inquire as to whether or not your new contact may be interested in doing business with you. Just remember to do the appropriate legwork and make sure that what you have will benefit your prospect.

And one last piece of advice about mixers: Don’t judge them by how many people attend them. As long as you are there and one other person is there, you have the potential to either turn that person into a customer or a referral source. Just make sure that you focus on to the other person’s needs first.

“Your mission is the vehicle that drives you to fulfilling your purpose and vision.” – Bob Choat

Let me hear from you.

This excerpt is taken from the seminar entitled Networking and Marketing Mastery III: Turning Contacts into Contracts.  I encourage you to click here to register for John Ellis’s exclusive live in person presentation of Networking and Marketing Mastery III: Turning Contacts into Contracts on Thursday, March 21, 2024 from 9 AM to 12 noon Eastern Standard Time at Bellomo and Associates in York, PA. This seminar will also be available through live streaming.