Learn the Lingo
A huge part of putting the networking puzzle together is figuring out with whom you want and need to do business. Until that decision is made, most are just going to be doing surface networking. To compare this to a road, if a good foundation is not there, the road cracks and crumbles constantly, causing repair work to be a recurring. It is a never ending cycle, one where the road crew never gets ahead.
Once a target market or niche is selected, networking can be more focused. Instead of going to all events, the sales person will choose those where he or she can meet and rub elbows with those who can best provide work. This business development person becomes more of an expert in one area, whether it is locale or industry. He/She become known within the niche, and are looked at as an authority. Instead of being known as a sales person, the sales person will become a resource.
Every industry or area has its lingo. To be seen as part of a group, it makes sense to read the trade journals of the industry or the local newspaper of a specific area. These reading assignments are the foundation in learning and then talking another language, that of your prospect. When you go to their networking event you will sound like you belong. You will also know the issues facing your prospects and will be able to start appropriate conversations because of this knowledge.
Instead of heading out to each and every networking opportunity, being selective allows the sales person to spend less time networking with a better return on the investment of time. It will be easier to find the time to read the trade journals. They will probably also find more free time to be with family and friends spending the extra cash that comes from being focused with their networking approach.
Debby Peters is the owner and Director of Training of The Certified Networker Program of Ohio, Ltd., http://www.cnpofohio.com a 24 hour referral based training that is evolving a community of profitable referral partners. She is also posts to the blog http://www.cnpofohio.blogspot.com
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