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Top Networking mistakes to avoid
At a local meeting a financial advisor passed this information to us. I thought I would share it with the cummunity here.
1. Arriving at Networking Events Late -
Some of the best opportunities to meet and get to know fellow networkers is by arriving 10 –15 minutes early for an event. While waiting for a room to open or the rest of the group to arrive is a great time to introduce yourself to the early birds. Arriving late also
gives the impression of disorganization – not the image you want to convey.
Some of the best opportunities to meet and get to know fellow networkers is by arriving 10 –15 minutes early for an event. While waiting for a room to open or the rest of the group to arrive is a great time to introduce yourself to the early birds. Arriving late also
gives the impression of disorganization – not the image you want to convey.
2. Distributing Poorly Prepared Materials –
You might have been running late in getting your distribution materials together but poor copies or crude flyers can do more harm than good for your company’s image. With Photoshop, PageMaker and other graphics packages, the ante has been upped
for even home made presentation materials. If you do not have the expertise yourself, find an inexpensive graphic artist to put together professional looking materials.
You might have been running late in getting your distribution materials together but poor copies or crude flyers can do more harm than good for your company’s image. With Photoshop, PageMaker and other graphics packages, the ante has been upped
for even home made presentation materials. If you do not have the expertise yourself, find an inexpensive graphic artist to put together professional looking materials.
3. Starting a Business Card Collection –
I don’t mean collecting cards is a bad idea. I mean that the collection of cards in itself has no value unless you put the information to use. Having a collection of thousands of cards lying in your desk drawer does not get you more business. Get the information into some type of database even if it is just your email account. (Most provide contact fields for addresses, phone numbers and notes) Consider getting a business card scanner that puts most of the card information automatically into a database.
I don’t mean collecting cards is a bad idea. I mean that the collection of cards in itself has no value unless you put the information to use. Having a collection of thousands of cards lying in your desk drawer does not get you more business. Get the information into some type of database even if it is just your email account. (Most provide contact fields for addresses, phone numbers and notes) Consider getting a business card scanner that puts most of the card information automatically into a database.
4. Emphasizing the Quantity of Contacts –
This was my biggest mistake when I started networking. I believed that I had to shake hands and get card from every person in the room! A two-minute conversation and the exchange of business cards does not create a relationship. I find it is far better to
get to know the contact in depth even if it means not reaching some of the other people attending the meeting. However, qualification is important as mentioned next.
This was my biggest mistake when I started networking. I believed that I had to shake hands and get card from every person in the room! A two-minute conversation and the exchange of business cards does not create a relationship. I find it is far better to
get to know the contact in depth even if it means not reaching some of the other people attending the meeting. However, qualification is important as mentioned next.
5. Spending Equal Time with Every Contact –
In my business (investment management) I am fortunate in that every contact is a potential client. Even so, I need to quickly determine in my conversation with my networking contact, if that person (or his friends, relatives, etc.) might be in a position to use my services. If the person is having a hard time making ends meet and has no investable assets, if they are happy with their present advisor, if their risk tolerance has them venture no further than a bank CD, it is probably time for me to move on. Many businesses are very specialized (e.g. granite counter tops.) for them, it is even more important to qualify early since the number of contacts using a specialized service
is more limited.
In my business (investment management) I am fortunate in that every contact is a potential client. Even so, I need to quickly determine in my conversation with my networking contact, if that person (or his friends, relatives, etc.) might be in a position to use my services. If the person is having a hard time making ends meet and has no investable assets, if they are happy with their present advisor, if their risk tolerance has them venture no further than a bank CD, it is probably time for me to move on. Many businesses are very specialized (e.g. granite counter tops.) for them, it is even more important to qualify early since the number of contacts using a specialized service
is more limited.
6. Expecting that Your Contact Will Get in Touch with You –
It may happen if there is an urgent need for your service. However, there is a lot of inertia in changing suppliers, service companies, etc. Therefore, it is important for you to follow up on all potential clients/customers. A simple email thanking them for the opportunity to discuss your business is the least you could do. Use it as an opportunity to describe your product/service in more detail. Promise that your catalog/flyer will come in shortly. Wait a few days and send them copies of your flyers as attachments. Inform them of specials and new developments.
It may happen if there is an urgent need for your service. However, there is a lot of inertia in changing suppliers, service companies, etc. Therefore, it is important for you to follow up on all potential clients/customers. A simple email thanking them for the opportunity to discuss your business is the least you could do. Use it as an opportunity to describe your product/service in more detail. Promise that your catalog/flyer will come in shortly. Wait a few days and send them copies of your flyers as attachments. Inform them of specials and new developments.
7. Not Asking Your Contacts for Referrals –
Actually, when speaking to a contact, keep in mind you are also speaking to all his family, friends, acquaintances and co-workers at the same time. Even if the need
for your product/service is not immediate to your contact, perhaps it is for someone the contact knows.
Ask.
Actually, when speaking to a contact, keep in mind you are also speaking to all his family, friends, acquaintances and co-workers at the same time. Even if the need
for your product/service is not immediate to your contact, perhaps it is for someone the contact knows.
Ask.
8. Expecting Business Instead of Building Relationships –
Good relationships are mutually beneficial. Think what referrals, information, guidance, membership groups, etc. that your contact may benefit from. That is, when you think about helping your contact, your contact is more likely to think about
helping you. You’ve picked up a lot of useful information being in business. Don’t hesitate to share it.
Good relationships are mutually beneficial. Think what referrals, information, guidance, membership groups, etc. that your contact may benefit from. That is, when you think about helping your contact, your contact is more likely to think about
helping you. You’ve picked up a lot of useful information being in business. Don’t hesitate to share it.
9. Avoiding Professional Organization Membership –
Joining a professional organization in your specialty might be expensive. However, those credentials can carry a lot of weight with potential clients/customers. Don’t hesitate to volunteer for officer positions. Being the Vice-President of the Las Vegas Chapter of Carpet Maintenance Professionals gives you an air of authority and reliability.
Joining a professional organization in your specialty might be expensive. However, those credentials can carry a lot of weight with potential clients/customers. Don’t hesitate to volunteer for officer positions. Being the Vice-President of the Las Vegas Chapter of Carpet Maintenance Professionals gives you an air of authority and reliability.
10. Having No System of Followup –
This is somewhat related to your contact database. Some sophisticated contact managers (ACT! and Goldmine) have built in tickler calendars that remind you to
contact your client whether by phone, email or in person. Most email providers like Yahoo and email programs like Outlook have built in reminder calendars giving you advance notice for making a contact. It makes a terrible impression on a contact if you miss a scheduled appointment – even if it is only a telephone call. A calendar also becomes a travel log that you can use for your business mileage
deductions.
This is somewhat related to your contact database. Some sophisticated contact managers (ACT! and Goldmine) have built in tickler calendars that remind you to
contact your client whether by phone, email or in person. Most email providers like Yahoo and email programs like Outlook have built in reminder calendars giving you advance notice for making a contact. It makes a terrible impression on a contact if you miss a scheduled appointment – even if it is only a telephone call. A calendar also becomes a travel log that you can use for your business mileage
deductions.
11. Bonus Mistake Tip from My Brother –
My brother Steve is in the printing business and points out a common mistake made with business cards. He says he prints cards frequently that are a gloss finish on both the front and the back. The problem, he says, is that ball point pen will not write on gloss so that your contact cannot make notes on the back of the card. I use the card back of my contact to write the
date I met the contact and where, plus other relevant details. Steve suggests a matte finish on the back of business cards for that purpose.:smxA:
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