It’s about building business friendship...
How would somebody you've never met before react, when you ask him, “Hey! Do you wanna get married?”. Of course, he’s gonna say “I don’t even know you!”.
It's similar to asking somebody you don't know and say, "Oh hi! Do you wanna buy a house with me?". Most likely, they'll say "I don't even know you!".
In networking, we need to build business relationship first. Meet somebody, get to know them, and then develop a good business relationship. Once you like each other, you know each other's stories, you’re full comfortable working with each other, and then you proceed with your next step which is sales agreement or working together or referring business to each other.
People prefer to do business with people they know, people they like and people they trust.
Let your enthusiasm sparkle!
- Share, don't sell. If you're passionate and excited of what you do, and if truly in your heart believe that every buyer should buy a house and that renters should become first time buyers, people will know that. They’ll be excited, because you’re excited!
- Ask people to support you and they will.
- Ask for referral. Ask them questions like “Who do you know?”, “Who do you know that’s thinking about moving?”, ”Who do you know that’s upside down on their health?”, “Who do you know that just got a divorce?”, “Who do you know that’s renting?”, “Who do you know that just landed a promotion of their job?”
Show your Support
- Get to know them better.
- Support their activities & events
- Show concern
- Root for them, be a fan
I would like to quote what Roxanne Calaman said in one of her trainings. She refers to a term “Be a Raving Fan”. She says, “Your job is not just to create a happy customer, it’s to create a raving fan, somebody who’s so excited about you and the service that you offer that they’re going to tell everybody about it.”
Fortunes in the Follow-ups
- Keep in touch on a regular basis
- Automated communication system
- Drip system: follow up, follow up, follow up
- Never give on a person – be kind, no matter what is his/her attitude
Networking is based on one keeping contact with and developing the trust relationship. That is absolutely the key!
Here’s a series of articles related to this topic:
Stay tuned for our 5-part series.
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