Networking events are challenging and the room is often filled with people who try too hard to make a sale. How can we stand out and avoid being salesy? Should we have as many conversations as possible, or should we focus on a smaller group of people? What’s the best way to follow up with potential clients? In this episode, Jeremy DeMerchant talks about successful networking.
My secret to networking is being everywhere. -Jeremy DeMerchant
Three Things We Learned
Focus on quality not quantity
When it comes to networking, there are two paths you can take: have a large number of superficial conversations or a small number of meaningful ones. The latter is always the approach that brings the most business.
Schedule the follow-up via phone to avoid wasting time
Don’t set up a meeting at a coffee shop. Instead, set up a call. This way, you’ll find out in the first 10 minutes of the call if you’re a good fit for your lead. It’s harder to leave a meeting early without putting yourself in a awkward situation, but there’s nothing awkward about a short phone call.
Control the experience they have with you from start to finish
Send all the people you want to connect with to one place. For example, send all of your leads to your website or put them in an email drip campaign where you share links to your content. This way, you control the type of information they consume. This is also a good tactic to warm up leads. The more they read about you, the higher the probability they start liking and trusting you.
Constantly fill the funnel. Not everyone has to be a sale today or tomorrow. It could be a sale 2-3 years down the road. Be patient with the people you meet and work on increasing your exposure, making a good impression, and engaging with the people that you would like to work with. Last but not least, be everywhere. The more networking events you go to, the higher the chances people remember you.
Jeremy DeMerchant is the CEO of Permission To Sell and has over 20 years of experience in the sales arena. His mission is to help coaches, business owners, and professionals increase their sales and revenue. If you want to find out more about sales tactics or want to network with small business owners and sales professionals, join the Permission To Sell Group. Jeremy is also the author of 5 C's of Successful Sales Conversations, a sales cheat sheet that you can download for free here.