The purpose of business networking is not to empty the wallets of your fellow networkers but to encourage them to look for genuine new business opportunities for you. Your role is to encourage, motivate and educate fellow members in how to make valuable introductions for you and there are a number of ways in which you can speed and strengthen up this process.
Building rapport and getting to know and like each other. This takes time but is essential in order to develop the level of trust and confidence required to refer you. If there are reservations about introducing you – guess what… they won’t!
Educating fellow members fully about what you offer your clients so that they have a good understanding of how and who you can help. This is not about what you are but what you do… Think about the benefits your clients are left with once you have delivered your product or service.
Pain prevention. Make sure you highlight the pain that using your service reduces or eliminates. Some people like to moan…if you have a solution to what is causing the problem then this is a great time to be introduced.
How to spot an opportunity – what are the key triggers that someone may need your services. Take a few minutes now and write down the top three triggers that you would see as an indicator that your service may be required. Now you have highlighted them you can explain them to your fellow members. Our subconscious has an uncanny ability to store this information and remind us of it when something resonates
How to make an introduction and create an opportunity. You are the best person to explain your product or service in detail but you do want your fellow networker to be able create the opportunity for you to do this. When they recognize one of the triggers or signs what should they say and do. If you don’t make this part comfortable for them to do – guess what… they won’t! Equally if they try to door say too much they could end up losing you the opportunity.
Your most valuable connectors and introducers will trust you, know who you are looking for, see potential opportunities and feel confident and comfortable about introducing you!
How well do your fellow members know you?