Zee2A's Marketing Edge Blog

June 26, 2009

How’s your game?

Today’s feature article has been guest authored by fellow Sales Coach and contact of Vanessa’s, Adrian Miller. In it she tackles the issue of dropping the ball while networking. Our clients and seminar delegates will know that here at Zee2A we use the analogy of a relay race and talk of ‘dropping the baton.’ The principles are exactly the same.

For more top tips on getting the most from your networking why not take a look at our best selling Performance Tuned Networking ‘Seminar-in-a-Box’. It contains over three hours of powerful instruction you can work through at your own pace, and really start ramping up your results in this area!

 

Don’t Drop the Networking Ball!

(Guest authored by Adrian Miller)

Dropping the ball in the game of networking is akin to not catching a fly ball in baseball. Others are counting on you to successfully execute the play and keep the game going. Let the ball drop too many times, and you’ll be booted off of the team.

Networking is entirely about follow through. Just like in baseball, a networking introduction is like a spectacular ball that is heading right for you. You need to keep your eye on it and reach out if you’re going to make the most of the opportunity.

Too often, individuals get busy and forget to make contact with leads that were given to them or don’t follow up with the individuals who facilitated the introductions. Both slip ups are grievous errors in the realm of networking and can really tick off those who have put time and energy into helping you. If you’re guilty of lack of networking follow up and follow through, don’t be surprised if you’re given the “three strikes and you’re out” treatment from your colleagues and acquaintances. No one is going to continue to help someone who isn’t appreciative.

Don’t let yourself be demoted to the minor leagues of networking. Follow these tips and stay in the game:

Say Thank You

As soon as you obtain a lead from someone who has facilitated an introduction, thank them! Don’t wait for a week to go by, and don’t blow it off as something of little importance. A networking lead is a gift, so be gracious even if you don’t think it’s going to amount to a new business opportunity. Write a hand-written note or offer to take them to lunch. Don’t just send a lame, half-hearted thank you email. Remember, no one is going to go out of their way for you if you’re not enthusiastic in your response!

Keep Organized

Use a system for keeping track of your leads and who has provided them to you. Don’t let the information get buried in your email or on your desk.

Follow Up Promptly with the Lead

Develop a rule for yourself for the maximum amount of time you will take to contact a new lead. Ideally, it shouldn’t take you longer than 24 hours to make that first contact.

Follow Up Promptly with the Facilitator

Your work is not done once you’ve had that initial conversation. Now, you need to contact the person who facilitated the lead and give them an update. This step is frequently forgotten but vitally important to maintaining good networking relationships.

Reciprocate

Networking is not just about you receiving new contacts. It’s also about you reciprocating the favors bestowed upon you. Be generous about helping others, making introductions, and offering assistance whenever you have the chance.

Adrian Miller©Adrian Miller. Adrian Miller is a sales trainer, consultant, speaker and author. She launched her firm Adrian Miller Sales Training 21 years ago and works in a vast diversity of industries providing real world solutions for real world situations, on-site and through webinars and teleclasses. She recently started Adrian’s Network, a virtual business networking community that is gaining new members every day. Adrian can be reached here.

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2 Comments »

  1. Thanks for posting this. I will circulate to my network here! Thanks.

    Comment by Adrian Miller — June 26, 2009 @ 8:40 pm | Reply

    • You’re welcome Adrian.
      There are some excellent reminders. Have a great weekend!
      Regards, Vanessa

      Comment by zee2a — June 27, 2009 @ 10:53 am | Reply


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