It’s True

Can you imagine how much easier it would be to get a sale, or at least an appointment, with someone that knows you by name as compared to that busy guy who’s meeting you just interrupted? Not to bust on cold calls because sometimes that’s the ONLY way you’ll get in touch with someone, but if you can get around the “cold” part, the call is much easier.

You’ve heard the saying, “It’s not WHAT you know, but WHO you know that counts.”

I say, “It’s not who YOU KNOW, it’s WHO KNOWS YOU that counts.”

There are a million ways to get known, but these 3 are the most effective.

1. Networking Events

One problem with a networking event is that everyone is there to sell something and they’re not necessarily looking to buy anything. You can use this to your advantage by being genuinely interested in what it is they are trying to sell and who they are as a person. When you are done speaking with someone at a networking event, the rule of thumb is the more you know about their products, their family, and their life, the better. The reasoning behind this thought process is that people love to talk about themselves, and the more you know about them, the more you let them talk. They will remember you as a great conversationalist.

2. Business Events

The difference with this and a networking event is that everyone at this function will have something to do with your business. This could be a trade show, trade association lunch, or the like. The goal here is to either garner a piece of information before the event with which you can provide value to those you come in contact with or search out people of whom you can ask for wisdom and advice or ask about experiences and expertise. Again, people love to talk about themselves or their knowledge and they love to get a piece of info that will help them in their endeavors. “what are your thoughts on…,” “How has…affected your line of work?” and “Have you had any experience with…” are the best kind of questions for this situation.

3. The Golf Course, Social Events, or Restaurants

The key here is to keep it light. I wouldn’t say avoid business talk, but I would encourage you to try to take a different approach. Just try to make a friend, even if it’s only for a few minutes. Be yourself, and if you feel like to need to be someone else in order to make connections, maybe you should change yourself.

If you’re really trying to make a connection, offer your business card and this can open up the door for a business conversation. Generally you will be offered a business card back. You’ll find that the high-level people tend not to have cards on hand. That’s okay. Always give a card, even when engaged in friendly and social conversation, and even if you know you won’t get one in return.

Friendly Business

The bottom line is that no matter what the situation or circumstance, people want to do business with their friends. If someone sees you as a friend and a valuable relationship, they are more likely to do business with you, regardless of price (to a point).

When making connections, nothing beats humor. If you’re not humorous, you can learn to be and I’ll cover that next time.

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