Is Your Networking Approach Killing The Sale?
Written by: Emily Bissen, Executive Contributor
Executive Contributors at Brainz Magazine are handpicked and invited to contribute because of their knowledge and valuable insight within their area of expertise.
"You should quit your job." It may have been blunt when I was saying it to folks that I'd network with back in Wisconsin, but it was true. Many of the people I ran into were out at every event trying to drum up business and focused on the sale. There was no fire or passion for the work, and it was heartbreaking to witness.
But isn't that what networking is all about? Sure, but the first conversation isn't about you. It's the discovery phase.
Think about it. If you start a conversation with "Do you want to buy from me?" it's like going on a first date and asking someone if they want to marry you. Yikes. You are likely going to come off as desperate and not give that prospect the impression you intended. The person you're talking to must know, like, and trust you before they buy. And that's not likely to happen in that first conversation.
When you come into the conversation focused on making the sale, you miss opportunities to add value to the person across from you.
Here are a few tips to get you from the networking phase to the sales call phase:
Get curious:
What lights them up? What's getting in the way of them reaching their goal?
Listen:
Not for your turn to talk, but for opportunities!
Offer Support:
Is there anyone you can connect them with? Could you solve the problem or challenge they are facing? As a business development strategist of almost 5 years, I've met many people. We all have a unique story. And in this ultra-connected... but not.. world, we are desperate for real human connection. The person you are sitting across from is giving you their time, their most valuable resource. Use it wisely.
If you're not interested in getting to know the person across from you on a level deeper than sales, you're in the wrong line of work.
Relationship-based sales take time. But if you are genuine and authentic and truly want to uncover opportunities to strengthen relationships, you will build referral partners. In addition, you'll build a reputation for being a connector and it will be easier for your to have conversations with your ideal prospects.
Create win-win opportunities and you will win more often.
If you are looking to hone your business development and sales strategy and would like to learn more about how we could help you overcome your challenges and find your flow, follow me on LinkedIn, or visit my website for more info!
Emily Bissen, Executive Contributor Brainz Magazine
When it comes to connections, conversations, and having fun making things happen, Emily Bissen your gal. She created this business to help founders, business development, and sales professionals find the right strategies that help them connect with their ideal prospects with success and ease.
