I am a small business (SOHO = single office home office) and I know how lonely it can be at times to work on your own. Therefore for years I've enjoyed going to business networking events. Interaction with humans and talking about what you do, makes you feel worthy and loved.
But actually it's a feeling that doesn't last very long at all. Almost immediately when you leave the networking event, you start thinking about what you've achieved. Usually nothing at all. Of course you've met some nice people, had a nice breakfast or lunch and exchanged some business cards.
So you have a few more extra business cards, which most of us do nothing with and even if someone showed some interest in your work you are unlikely to get a follow up email or call, from them. Why? Because they are their selling themselves and if you haven't bought from them, they are unlikely to want to go after you and buy from you.
Of course there are exceptions, but in the main, everyone is at the meeting trying to find business and an opportunity for an introduction at least.
Don't get me wrong I have had business through these events but my thinking is changing. I've been trying a different approach. So please read on...
You actually have no idea who will be showing up at a networking event and even if you did, they're probably the wrong people for your industry. Thinking that if you show up at regular events and people get to know you, it will eventually deliver business is a myth as well.
Then there are the BNI clubs or referral type clubs, where you are encouraged to find referrals for your club members. These only work for certain types of professions and it often ends up being very internal to the club where members are obliged to give business to their members in order to show that they are contributing. Actually excellent for people starting up in business, but no good for those who have all their business services covered. Plus it's expensive.
These clubs not only have high costs per year and weekly breakfast costs, over time they do not deliver ROI.
And yes there are exceptions, I know, but times are changing.
You can now find your leads through careful and considered searching on the web. And of course searching doesn't deliver sales either, but now there's LinkedIn.
With 202+ million globally and 11+ million in the UK, LinkedIn is the only and best business professional network. Here you can connect to your prospects and develop relationships like you've never been able to at any time in your business career. (I'm a baby boomer so I've been around for a while).
Now it's not easy and it's not that hard either, you just need to train yourself to be disciplined and laser focussed.
Sales is a process and not a game of luck. You have to work through the process with discipline and resolve and ensure that you don't give up on your efforts, even if they aren't delivering results to begin with. After all you've been going to networking events with no sales results for years and have kept going!
By the way I’m not advocating that you shouldn't go to any events, one or two per month will be fine. But some small businesses spend hours upon hours going to networking events. Have you ever worked out the costs? Lets do an example and I know it won't be right for everyone but maybe you can do your own calculation based on the following blueprint.
- Cost of event, lets say £20 (non-membership events)
- Cost of travel to and from, lets say £10
- Parking is free sometimes, I know, but City Centre events maybe £5
- Time taken to travel on average lets say 20 minutes x 2 = 40 minutes
- Time at event on average 2 hours
- Lost productivity time, stopping and starting project work 30 minutes
- Total monetary costs £35
- Total approx 3 hours @ a modest £40 per hour lost time = £120
- Total costs £155
- Across the month for just 2 events £310
- Total cost per year £3,720
- Add to that any club memberships if you have any or do the calculation for that instead
Actually I've been very conservative in my estimation and I believe the figure is closer to £5000 per year on average, because we add new events now and again and waste more time in the process too.
I would like to get an accurate figure for this so I am doing a quick survey and will appreciate your contribution. Complete the survey via http://styin.me/networkingresearch
Time to take on a different approach. My new approach!
- Use LinkedIn to grow your network and this doesn't mean connecting to strangers but it does mean uploading your current address book. On average you know at least 100 people and in some cases even loads more!
- They also know at least 100 people, so in one action your network already will be 10,000 people. Many more than you will ever meet in your lifetime of going to networking events.
- Do you think there might just be at least one person in that network, who you would be interested in connecting to? The great thing is that your connections already know that person, so asking for an introduction will be an easy thing to do right?
- Remember that it's not your connections that you are necessarily interested in, it's their connections where the money is.
- And we haven't even explored a myriad of other strategies you can adopt on LinkedIn to get closer to that ideal connection.
Now just making the connection isn't enough is it?
Most people that have connected to me, never follow up with me and I used to be one of those too. But not anymore. Firstly I always acknowledge a connection and secondly, I ask that new connection to have a Skype video call with me so that I get to know their business better. You may think, oh dear that's very impersonal! But actually it's not, having a video call is actually more personal compared to a face to face meeting and some people shy away from this method I know.
You see, in a public place there are more distractions so you don't have to listen to everything the individual says but on a Skype call you have to listen to every word and believe it or not you remember more about the person and get a better insight to what they do and what they are looking for.
Now remember that you are wishing to learn more about them and indeed you do want to help them find new business. Only when you come from a place of wishing to help does this work. If you are only there to sell, this will not work and people will see straight through it.
The response I've had from people has been wonderful, they've enjoyed the video call and are delighted too that they've not had to travel, get up at the crack of dawn, pay for fuel, parking, breakfast or lunch and not wasted 3 hours of their time in the process.
We have a much closer and better relationship from where we can build.
But of course that's not where the work stops. You have to keep in touch with each other, look out for each other and recommend each other.
To start with you can endorse their skills on LinkedIn, which will enhance their own profile and they will more than likely return the favour too. Writing recommendations can come later when you or they have done a piece of work.
Social selling has never been easier and by taking the time to strategically find your connections and develop them intelligently, you will transform your business. And just because your business may be successful with current busy customers, you have to keep topping up with more prospects, even if you don't need those customers at the moment.
A free gift for you if you are willing to invest just an hour of your time. I host a FREE Google Hangout every Wednesday, which is a LinkedIn surgery. You'll find all the details via the ’LinkedInstinct’ tab or http://styin.me/LinkedInstinctSurgery
Success with your Social Selling