You
know the drill.
You
have been assigned to attend the next local networking event and are charged
with making as many contacts as possible so that you can turn on your consultative
selling skills at potential target clients.
How
many times have you been through the “glad-handing” only to exchange business
cards that don’t lead anywhere…despite the follow-up and then the follow-up to
the follow-up calls?
What
can you lose if you approach the event in a completely opposite way? Instead of
zeroing in on folks who might be able to do something for you, why not see what
you can do for them? Just like a good
consultative sales person, think about adding vale at the event.
Here
is a possible scenario. You meet someone new and ask why they are there and
what they are hoping to accomplish by attending. Is there a way you can help
them achieve their objective? Is there an introduction you can make for them or
a favor that you can offer?
