
1) Attend meetings or events where your ideal clients and COI’s gather. Rather than attending random events with the hope of converting everyone you meet into COI’s, determine where Centers of Influence get together and introduce yourself
2) Set goals for the event. Plan to introduce yourself to at least five people in the room and learn something about them. If you tend to be quiet or reserved, approach individuals who are standing alone and introduce yourself to them.
3) Attend meetings by yourself when your objective is to network. When you’re on your own, you have more control over how you spend your time and you appear more approachable to others.
4) Wear your nametag on your right shoulder to enable people you meet to discreetly read it when you shake hands.
5) Be ready to introduce yourself smoothly and professionally, including your name, and the name of your company or organization.
6) Follow-up with everyone you meet. Send a personal note telling each person you met that it was nice to meet him or her. If the individual is someone you think could be a potential COI or client, suggest a follow-up meeting to learn more about their business.
7) Remember that if someone is not a potential COI or client, the relationship can still be valuable. The adage, “every client you’ve ever wanted is just six people away” is true. People know other people. So while a specific individual might not be a COI or client, they might know someone who is looking for someone like you.
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