Questions I've received Part 1

Question:

How can I maximize my effort to sell my service to the contact sphere of the person to whom I'm pitching?

Answer:

It's important to remember that networking is always more about farming than hunting. It's actually been defined by the Dr. Ivan Misner, founder of BNI as "Growing your business by helping other people" - a definition I happen to really love.

That being said I have two thoughts for you.

First: Remember the best way to "sell your stuff" is to educate people as to why the must have what you offer - in other words, educational marketing.

Maybe you're the manager of a band. Do you have some statistics about how having music at a company event increases sales? Maybe you could find out if having music at company events increases employee retention, and follow up with some statistics on how much it costs an employer to replace an employee. Do you see where I am going with this?

Second: When you want to connect to the contact sphere of the person with whom you are speaking (the 250 people that person knows) you must be VERY specific with them as to what you need. Further, you must make sure you are speaking in their language, not yours.

So, taking the Rock Band Manager as an example, Let's say you're at a networking event and you want to book a bunch of gigs for the next quarter. Let's say you want to do social parties.

Instead of asking people if they know anyone who's having a party in the next couple of months, maybe you ask for if they know the person who plans events for Hornblower Cruises. Or the event planner for Scott's Seafood Restaurant.

One small side note, it's even more effective to request something like that if you ALREADY have a relationship with the person you are talking with. It's most decidedly NOT a numbers game.

When you run into someone at an event if you REALLY seem to hit it off and they ask you what you're looking for in your business, then go for it. IF however the conversation doesn't drift that direction, ask to have coffee, lunch or drinks with the understanding that you'd like to brainstorm on how to help THEM grow THEIR business.

Once you have established your relationship and you are seen as someone who can contribute to the relationship - ASK for that introduction. When you do, as long as you can also articulate your point of differentiation and your benefit to the person you want to be introduced to, you are much more likely to be successful!