Devoted to lead generation, lead generators, and successful lead gen campaigns

Courtesy of business relationship expert Jen Kunkel:

Expert networkers know that networking is all about developing quality relationships.  Many novice networkers make mistakes that drive people away and make it very difficult, if not impossible, to make quality contacts.

 

 

1.  Being a "Card Pusher"

 

 Networking is NOT a numbers game.  It’s about relationships.  Getting your card into the hand of every single person in the room may earn you a reputation, but it will not be a good one.  Your networking is much more effective when you focus on a few key contacts.  Think of the cliché, ‘quality not quantity’.

 

 

2.  Not Being Interested in Others

 

Timing is everything here.  Start off with asking other people about themselves and their businesses.  Find out what their challenges are.  This does at least two things that work in your favor.  First, it shows you are interested in them and not just trying to push your business.  (By the way, be sincerely interested.  People know if you're faking it.)  Second, it gives you an opportunity to really know who you are talking to and customize how you present yourself to them.  If there is a way you can help them with their challenges, you can frame what you say in a context that shows what you can do for them.

 

 

3.  Presenting an Infomercial

 

A networking event is an opportunity to make some new contacts and nurture the relationships.  It is good to have a brief explanation of what you do down cold when people ask, however a networking event is not the place to advertise your products or services in extensive detail.  No one wants to be pitched when they are working on making quality contacts.

 

 

4.  Trying To Make a Sale

 

Don’t go into a networking event expecting to leave with orders for your products or services.  In this environment, focus on developing relationships with people, not on making sales.  The people you meet at a networking event are there to develop relationships, not to buy products and services.

 

 

5.  Getting Inappropriately Personal

 

While the focus of networking is to develop relationships, you want to start out slowly to build rapport.  Keep the conversation respectful and somewhat professional.  I also have a special note on dating people you meet at networking events.  Some people think it is inappropriate in any case.  If you are interested in dating someone in this situation, make sure you are respectful and perfectly clear about your intentions.  Asking someone to lunch under the guise of potential business when you are really interested in a date does not give a good impression and often makes the person feel you are wasting their time.

 

 

 

If you go into a networking event with a sincere interest in how you can help others without expecting anything in return, you will make a lasting impression.  People will remember you for your selflessness and your efforts will pay off in the long run.

Jen has a weekly newsletter that you can receive free...just go to her website to sign-up.  I've enjoyed her information, and can recommend her advice as top notch for those of you who want to increase sales leads through personal relationships.