Dating vs. Networking – turns out they’re more alike than not.

May 5, 2009

How do you get noticed?  How do you get mindshare?  And most importantly how do you get chosen?

I’m an avid networker.  I try to spend time with at least eight new people a month AND re-connect with five.  It’s something I enjoy – and let’s face it – it helps keep Summit on people’s minds.

Individual one-on-ones take time, energy and effort to maintain.  It’s not unlike dating. (Of course, not everyone agrees.) There are other strategies that would allow me to get my message out to many at once (and clearly I employ some of those as well – like this blog and Summit’s FaceBook Page).  But in my experience the individual relationships I foster and maintain are what keeps my company’s pipeline full.

Here are my very strict rules of engagement:

  1. Always find a way to be introduced by someone they know
  2. Always ask personal and professional questions (the personal information helps me ‘remember’ people better)
  3. Always ask what you can do for them (and follow-through)
  4. NEVER sell your services

Let me re-state that – I NEVER sell my services at one of these meetings.

Last summer, three-quarters of the way through a ‘get to know you’ meeting, my colleague began asking specific questions about how Summit might be able to help his company.  What specific services might I recommend and why?  I very politely refused to engage in the conversation.  I told him that I wasn’t there to sell him services. “But what if I want to talk about your services?” was his response.  I told him I’d be happy to set-up a subsequent meeting to have that discussion.

At 9 a.m. the next morning an email came over with the subject line – “Now, can we talk about your services?”  He’s been a client ever since.

Of course, not every meeting turns out like that, but enough ‘first dates’ turn into relationships to keep Summit humming along.

Let us know about your relationship with work. Tell us how you get picked up. And leave the one stand talk out of it!

Wake up in morning with a little MarketingSMACK at www.marketingsmack.wordpress.com, or visit us at: www.summitstrategypartners.com.

Jack

Advertisements

Leave a Reply

Fill in your details below or click an icon to log in:

WordPress.com Logo

You are commenting using your WordPress.com account. Log Out / Change )

Twitter picture

You are commenting using your Twitter account. Log Out / Change )

Facebook photo

You are commenting using your Facebook account. Log Out / Change )

Google+ photo

You are commenting using your Google+ account. Log Out / Change )

Connecting to %s

%d bloggers like this: