We’ve all encountered the guy who attends events just to see what he can get for himself, but there are ways to effectively use networking events in your sales outreach efforts. You know the type: his conversations are one-sided because he’s only focused on his next big opportunity, and he has no time to learn about your business. His pitch kicks in when he finds out you’re a business owner. But he could have fixed his approach. And you can make sure you’re not like him in your outreach. New clients No matter what type of sales you’re in, you need to get clients in the hopper. The way you get new leads varies based upon your industry. Some demand door-to-door while others require phone calls. Today, we at The Sales Evangelist use social media and other efforts as well as networking events. Typically, at networking events, I encounter potential clients or people who can connect me with other people who are potential clients. Outreach done well can be very rewarding. But as we mentioned in the teaser, you can’t become the obnoxious guy that others avoid. He may not even realize he’s coming across that way. He has likely had just enough random success to believe that he’s effective. But he could perform a lot better and gain more leads and opportunities if he changed his approach. Plan Before you attend a networking event, do your best to find out who will be there. Will the people there tie in with your demographic? Will they represent your ideal customer? It may be impossible to find out who will be there, but it’s worth the effort to try. If you know the organizers, ask them about the top companies that will be represented there. If they give you names, research them before the actual event. Use tools like LinkedIn to gather data about those companies. Plan who you want to connect with at the event. Develop a short list. The spray-and-pray mentality that involves giving out 10,000 business cards doesn’t look good. Instead, be intentional about the cards you give out. Broaden your reach Identify people you’d like to do business with as well as those who can become potential partners for you. Then, consider those who may not purchase directly from you but who can introduce you to other complementary partners. You could even consider connecting with those you consider competition. I’ve had a good working relationship with companies I compete with, and we were able to help each other out. Whether we’re pursuing the same customers or different ones, it doesn’t make sense to burn bridges unnecessarily. It’s also good to identify people that you could potentially help. Be genuinely interested People don’t necessarily care about you but everyone cares about their own problems. We’re all trying to solve problems, so the obnoxious seller might do well to understand our challenges. Perhaps he should have been curious about our business and asked additional questions. Be sincere. You’ll never have enough information to prescribe a solution if you don’t listen. Ask questions. Then ask followup questions. We did a great episode with Bob Burg who gave us great insights on this issue. It’s worth mentioning, too, that we’re having a local sales meetup where Bob will be the guest speaker. We’ll be talking about his book, The Go Giver. Bob recommends having a list of questions you can ask. Why did you get involved in this business? What’s the biggest challenge you are seeing? This leads to deeper discussions that will help you identify issues. Simple message Be prepared for their questions. Don’t begin by telling them what you have to offer, but be prepared for them to ask. Give a simple clean message that’s no more than 30 seconds. Let him know what you do. Consider something like this: “We help small businesses who are interested in growth, build out a sales process that's actually going to help them increase revenue. We do this through consulting as well as through

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