Whenever you start a new task or strategy, it is a good idea to measure the outcome. If you aren’t reaching your desired goal, then it is time to re-evaluate what is and isn’t working. This is also true with networking. So, below are 4 signs that your relationship building activities are not working and it is time to re-adjust what you are doing.
Sign 1: People Don’t Return Your Calls or Emails
This is a very common occurrence. First, you need to evaluate who you are contacting and in what manner. For example, are you contacting someone who you only met once and are pitching your company? If this is you, then stop this immediately. The goal is to build a relationship before you try to sell. In fact, your service or product will sell itself once people become comfortable with you. Make sure that whatever communication you have with people that it is genuine and focused on them, not you. In addition, when you contact people mention something that you discussed when you met. By doing so, they should remember you and return your call or email. Be honest and not overly aggressive.
Sign 2: People Don’t Refer Business or Individuals Your Way
Before you can expect one of your contacts to refer you business or another person your way, you need to make sure that you have developed the relationship to the point that you are credible, have proven your expertise, and are liked. Don’t expect people to send referrals your way until you have built a comfortable relationship. Also, you need to be proactive and make referrals to some of your contacts before you can expect a referral to come your way. The more that you help others, the more they are inclined to help you.
Sign 3: People Don’t Give You the Time of Day at Events
How many times do you start talking to someone at a networking event who gets distracted or just doesn’t want to carry on a conversation? This happens too often because these individuals 1) are too focused on meeting as many people as possible – quantity not quality, 2) don’t feel like you can help them, or 3) get a bad vibe from you. You can’t do much about #1 but you can certainly work on #2 and #3. In order to remedy this situation, make sure that you have a professional demeanor at all times, let the other person speak, and immediately offer ways to help. You want to be welcoming so make sure that you smile, talk positively, and speak to the person’s needs.
Sign 4: People Don’t Remember Meeting You
How many times do you come across an individual that doesn’t remember meeting you at an event one month ago? On the flip side, you may not remember this person as well. The two main reasons that this has happened is that 1) you didn’t build a relationship with this person and 2) you didn’t make yourself memorable. These are easy things to fix. Of course, it is hard to maintain a relationship with everyone so only focus on the individuals that you immediately connect with. Make sure that you make the first contact after you meet by sending an email to continue your dialogue or invite to lunch. You need to be proactive for this to happen. Don’t expect the other person to make the effort. To make yourself memorable, you need to stand out by showing your expertise, wearing a unique nametag, or offering to immediately help.
Comments