When it comes to networking: Know, Like, and Trust are bantered around like cheap sales clichés. Every group you go to talks about getting to know one and other, but few truly impart the necessary knowledge on their members to put the science of networking to work. The truth is that strategic alliances and referrals don’t just happen because someone tells you to that you have to form them; they happen because you want to form them! At Square D Marketing, we teach our clients one simple practice that gets them the business referrals that they deserve. “Listen, Note, and Target!”
At this point you are saying to yourself, “no kidding”. But next time you go to a networking group look around. Is anyone around you taking notes. Those that aren’t are often there only for their own business building. They have little or no interest in building anyone else’s or they would be keeping track of the key points necessary to refer others. It is just not possible to remember everything pertinent about every member’s business and have the tools necessary to make the “pre-sale referral”. Moreover, if you do take notes, you will more likely be able to refer to them in a situation where a referral can be made. Would you rather have well-informed and prepared “sales partners” or simply “name droppers” that offer no real understanding of what makes your business unique and valuable.
Next time you go to a networking event, take some time to make some notes. Even if you are the only one doing it, you will be able to make quality decisions about who to refer and who to pass on. Remember, great referrals given by you will come back to you tenfold and that is why you went to the meeting in the first place.
For more information please visit http://www.squaredmarketing.com
Derek Felbinger, David Trumpler & Andrew Imber.