Networking, whether it is in person, via Linked In or in another manner, can have a lasting effect on future referrals. This is your opportunity to deepen the relationship with Centers of Influence. If done properly and with sincerity, you can have a referral source forever; if done poorly, they may never help you again. I recently attended an event and witnessed a conversation between a Center of Influence, Mark, and a Business Owner, Tom, that went poorly. Tom had previously requested a Linked In introduction via Mark, to a prospect named Susan. Mark took time out of his busy day, located Susan, a first connection on Linked In, wrote the introductory note speaking highly of Tom and noting how responding would be in Susan’s best interests. He felt good to have made the connection.
Months later, at a networking event that I attended, Mark saw Tom and said, “Hi, Tom! How is everything progressing with Susan? Tom was expressionless. The blank stare continued. Tom could not remember how it was going. In fact, he couldn’t remember Susan at all, or if he ever bothered to pursue the introduction. How might Mark feel at that point? What are the chances that Mark will ever help Tom again? Zero. Tom is not going to want waste his own time, nor the time of his valued connections.
The lesson here is do your research before you attend networking events. Know who you are going to see and check the status of prospect referrals you are working on. A CRM or spreadsheet is invaluable here so that you can show your gratitude and appreciation the next time you see your Centers of Influence. Otherwise, they are never going to help you again.
Caryn Kopp is the Chief Door Opener® at Kopp Consulting, whose Door Opener® Service helps clients get in the door for initial meetings with high level, hard-to-reach prospect decision makers. Kopp Consulting is recognized on the Inc. 5000 list, was named one of NJ's 50 Fastest Growing Companies and was named Sales Outsourcing Provider of the Year. Caryn’s book, Biz Dev Done Right, co-authored with Carl Gould, is an Amazon best seller. She is also the author of The Path to The Cash!® The Words You NEED to Bypass Those Darned Prospect Objections and is a faculty member of Gazelles Growth Institute. Reach her at www.koppconsultingusa.com
2 Responses
That’s why it’s also ideal to do your research first before going to the actual meeting with the prospect, this way you’d come prepared. Also, you can address any objections that they have in mind in a way that they’d feel that you understand them. Thanks for sharing this! Great post!
Brooke Harper
http://www.tenfold.com
Many thanks Caryn, informative post thanks for sharing it with us. – Barry.