Networking No-No

A friend of mine was telling me about an experience he had with a leads group he used to belong to.

Understanding that the best way to receive referrals from the people in the group is to get to know them, he scheduled some one-on-one coffee meetings with the other members of the group.

He told me that 9 out of 10 times the person he met with tried to sell him their services or products.

Huh?

That is NOT the way you work in a leads/referral group. The point is not to try to sell everyone in the room. The point is to build relationships with the people so you have a better understanding of what they do, how they do it, and who their ideal clients are.

Remember, people don't like to be sold. They DO like to buy - from people they know, like, and trust. It's hard to get to know someone who is pushing their product on you.

Besides the fact that these experiences disillusioned my friend as to the value of the group, those people destroyed any chance they had of getting my friend to refer them. He doesn't like them! Because they are pushy and self-focused.

Please don't make the same mistake. When you are involved in a leads group, get to know the members. Find out how you can help them. Then, and only then, will you build relationships that will help you grow your business for years to come.

2 comments:

Life of an Eclectic! said...

How very true. I recall a statement-- "People don't care how much you know, until they know how much you care." Let's show some genuine interest in helping others achieve their goals and dreams first. We will soon discover that ours will follow along right after and without much effort at all!

Diane said...

It is amazing to me Mark how many people do not understand that simple statement! And then they wonder why they aren't getting any referrals!

Thanks for commenting.