The Golden Rule of Face-to-Face Networking
The Golden Rule of Face to Face Networking
WE WON’T KEEP YOU IN SUSPENSE…
THE GOLDEN RULE OF FACE-TO-FACE NETWORKING
IS TO DEVELOP A MONTHLY SCHEDULE THAT HAS AT LEAST
· 1 LUNCH WITH A PREVIOUS CLIENT
· 1 LUNCH WITH A CURRENT CLIENT
· 1 LUNCH WITH A PROSPECTIVE CLIENT
· 1 RELEVANT EVENT IN YOUR INDUSTRY
According to Entrepreneur, the true power of face-to-face marketing lies in its effectiveness with “…increasing one’s personal exposure, creating meaningful relationships, and providing growth opportunities at a personal and professional level.” A recognizable firm name and logo are incredibly valuable, but your ability to put a face to the logo will help humanize your firm and instill confidence in other professionals who can become valuable sources of referrals.
SOME QUICK TIPS TO IMPROVE YOUR NETWORKING
NETWORK WHAT YOU KNOW
Meeting with previous and current clients is an effective way to ensure you stay top-of-mind for them when they come across someone who could benefit from your services (and they will). They can serve as informed references who can speak directly to the specific services that you provide.
When you schedule lunch with a prospective client, try to choose previous and current clients who have received the services your prospective client needs. Schedule lunches with them and gage whether they would be willing to serve as a direct reference that can be contacted by your prospective client.
As for networking events, a seminar about the legal ramifications of drone delivery accidents may sound quite a bit more fascinating than a title exam 101 seminar, but if you work in real estate… you know where you need to be. Learning about the consequences of property damage as a result of groceries being dropped through a sunroof sounds interesting, but networking with that group is not likely to expand your relevant referral network.
LISTEN, THEN APPLY WHAT YOU DO TO WHAT YOU HEARD
This one is really simple. Your primary goal when you spend time networking with anyone is to listen. You’ll want to pay specific attention to what they do and what pain points they experience. You should then be able to apply the services you provide to what they do and what they need. Essentially, your priority when networking is to identify how you can help.
NEVER ARRIVE EMPTY HANDED
Business cards will never go out of style. They provide tangible contact info that should generate familiarity with you, your firm logo and firm name. We strongly suggest that you consider placing a QR code on your business card that would allow people to automatically enter your info into their contacts when scanned. We recommend QR Code Monkey, which has simple and easy setups for both VCARD and MECARD codes.
FOLLOW UP, FOLLOW UP, FOLLOW UP
Always follow up with the people you meet within 2 days. A direct email that acknowledges how you met and how you believe you can help is always the best option, especially if you’re able to attach some informative resources. Connecting through LinkedIn is another option, and something you should do as part of your standard practice when you get back to your office and go through the business cards you collected.
ENJOY THIS INCREDIBLY INFORMATIVE INFOGRAPHIC ABOUT FACE-TO-FACE NETWORKING FROM GREAT BUSINESS SCHOOLS
RESOURCES:
https://greatbusinessschools.org/networking/
https://www.entrepreneur.com/article/288530