3 Big Networking Mistakes AND How to Avoid Them!
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In today's highly competitive selling environment, I believe cold calls are the least effective way to get new business. That's because people are reluctant to switch vendors and want to do business with others they know, like and trust, or who come highly recommended. A far better approach for growing your promotional products sales is targeted networking, quality referrals and strategic alliances.
If the networking you have been doing isn't getting the results you want, here are three mistakes you may be making and how to avoid them:
- Not targeting your networking. Go to events where the people you are most likely to meet are your ideal prospects or can introduce you to your ideal prospects. Start by creating a profile of your ideal prospects, who they are, what industries they are in and why they would use promotional products. Look for events where people who match your ideal profile are most likely to congregate.
- Focusing on quantity, not quality. Go with the goal of making a few quality connections by have meaningful conversations with fewer people. You'll enjoy the event more and have better knowledge of your prospects when you follow up.
- Not blocking time for follow up. After every networking event, block at least one hour a week for follow up. A stack of business cards sitting on top of your desk won't do you any good if you don't have time to follow up. One effective and easy way to follow up and stay on your best prospect's radar screen is to use a service like Promo Labs that provides a turn-key and professionally designed promotional marketing newsletter that can be sent to all your best prospects without you having to do the work.
Ready to get great results networking, attract more of your best prospects and get more business?
E Rosalie Marcus Author's page Speaker, author and sales coach Rosalie Marcus, The Promo Biz Coach provides proven tools, tips and strategies for selling smarter, working less and making more!