Your phone rings or you shake a hand and someone asks you, “I need someone to ________, do you do that?” and you say, “No.”
Not, “I can help you find someone who does,” or buying time with, “Sure, I’m working on something right now, but when can we talk further about what you’re looking for?”
‘No’ is a complete stop to the sales conversation, and while I’m not implying that you say ‘yes’ to everything – far from it – I am advising you to think about the resource opportunity that exists when you know how to generate a referral. Listen in or read more here.
And you can’t be a resource when you don’t know who you can trust with another person’s best interest. Networking is integral to successful business and great referral resources.
Some networking groups are ‘industry exclusive’, which I think misses the point entirely. We should develop relationships with others who do what we do for multiple reasons.
Networking is a great way to generate leads, but not necessarily because the person you talk to at a meeting needs your business. Instead, when you develop a relationship with each other over time and conversations, you learn how you can send interested parties to each other.
When my calendar is full and a client calls with work that needs to be a priority, I want to know who I trust that I can send that person to. Where do I meet them? Here are a couple of places I like to network locally in the DFW area:
Where do you like to network?