Networking opportunities are endless, but many consultants stumble when they attempt to start and develop business relationships. What can you do to make networking pay off? First, correct these common networking mistakes!
Mistake #1 - Incorrect networking goal: "I want to make a sale."
Correction: Networking is a marketing opportunity, not a sales call.
Mistake #2 – Waiting for others to approach you. "I don’t know how to break the ice."
Correction: Be the first to say hello and start conversations based on your surroundings.
Mistake #3 – Huddling with your colleagues: "I’m comfortable talking to people I know."
Correction: Mingling with strangers shows your are confident and want to make new contacts.
Mistake #4 – Not remembering a person’s name. "Why bother? I’ll probably never see him or her again.”
Correction: Using a person’s name creates a positive impression and builds rapport.
Mistake #5 – Avoiding small talk: "Small talk is a waste of time."
Correction: Casual conversation allows you to quickly and informally exchange information that leads to hidden business opportunities.
Mistake #6 – Talking too much about yourself or too soon about NCI: "Now that I’ve told you about me, let me tell you all the great things NCI does."
Correction: Asking about the other person’s business or industry issues before discussing yourself or NCI’s services allows you to position yourself as a problem-solver and resource.
Mistake #7 – Being a “know-it-all”: "I’m right – your wrong."
Correction: Seek the views of others to find areas of agreement.
Mistake #8 – Being too quiet. "I’m afraid I’ll be boring."
Correction: Reveal interesting information and experiences about yourself so people will know what you are willing to talk about and get a sense that you trust them.
Mistake #9 - End your conversations abruptly: (After a few seconds of silence) "Ah, nice meeting you. Bye."
Correction: End all your conversations on a positive note by using the person’s name and repeating something he or she said that you found interesting, helpful or insightful.
Mistake #10 - No follow-up: "Why contact someone who can’t help me?"
Correction: Maintaining contact after an initial meeting allows the business relationship to develop and flourish over time.
For more information about Don Gabor's books, workshops and tips, please contact him at don@dongabor.com or 718-768-0824.
