Give before you Get.
I was conducting a coaching session with a Sales Rep on my team. During our discussion, I asked for her monthly objectives (activities, not results). One of her goals was to attend a networking event. I asked her what success looked like at the end of the networking session. Like me, many many years ago, prior to being trained how to network (from THE Networking Guru, Michael Hughes) I had the same response; “to get as many business cards as I can” and “talk to as many people as I can”. This is one approach; but I would argue it is not a very good one.
I asked her to rethink her approach, and instead of talking to as many people as she could, genuinely connect with 1 or 2 people at the event. I coached her to ask questions about them and their profession, what their biggest challenges are and what has helped them be successful.
The day following the networking event, my Sales Rep contacted me to review her experience. She did exactly what I suggested and connected with 1 professional. The person she connected with was an Insurance Sales Rep who was also attending the event to find new prospects. She focused the conversation on the other person. During their conversation, she uncovered they had a similar challenge; securing appointments with new prospects via cold calling.
I advised that she follow up with the new connection immediately and reference their conversation, specifically regarding to their similar challenge. I recommended that she share my cold calling script I created for her that focuses on securing an appointment. She emailed the new connection and referenced their discussion and attached the cold calling script. The response from the new connection was immediate in which he thanked her and mentioned that if he knew of anyone interested in her services he would definitely forward her contact details.
Observations:
- Genuinely connecting with one person is more valuable than briefly talking to many.
- Following up with a new connection immediately, illustrates that you cared and actively listened.
- People don’t just hand out referrals because you asked. Give them a reason to.
With this approach, how do you see this being successful?
“You give before you get.” – Napoleon Hill, 1937
Robbie