Networking – don’t just turn up when you want something
The more successful networkers, the people who use networking to build their business, are very used to spotting the people who only turn up when they want something. Most people hate selling and I don’t know about you, but I don’t like being sold to, just hearing someone’s hard pitch, their words often make me mentally switch off. I think that hard selling is now old fashioned, we’re subconsciously aware of these selling methods and marketing has come round full circle, it’s about building relationships rather than about ‘selling to’ and for me I think that all hard selling does is hack potential clients and customers off and send them rapidly on their way to someone else who doesn’t do it. I like to buy, the way I want to buy, when I wish to buy.
The truth is we buy when
We realise we have a problem
We know what is required to solve it
We do our own research. (Google is an enormous source of information)
We select a service or product with a person or business that gives us the results we expect
The point of the sales pitch or introduction at a networking meeting is to give people enough information that they want to find out more and this is the beginning of building a relationship, so if you get this right and you work out how to put your introduction across in a way which really sells the ability to solve customer problems, you really can start those conversations which will lead to opportunities.
Here are some tips to make your pitch:
- Use words which convey the benefits, not list the features of what you do.
- Tell a story or use a testimonial from someone who’ve worked with, or has bought from you, explain how you helped them or what the positive outcome was for them.
- Make sure you keep it simple and clear to people what the outcome or benefits of working with you will be.
The best sales pitch ever is no sales pitch at all. You go to networking events for the sake of your own business, everyone else does the same. The great thing is, you can turn this to your mutual advantage by building a good business relationship and the people who do buy from you don’t require any ‘selling to’ or convincing.
Thrive - developing your connections for growth
If you want to keep up to date with networking hints and tips or would like to find out more about how to make business connections and networking in Norwich and Norfolk, please email email@example.com or ring us on 01603 597727