Once
upon a time, a salesperson’s success at networking was measured by the number
of business cards they were able to collect.
Then
began the job of cataloging them and following up…often time consuming and with
little business to show for the time and effort. Today, there are many more
ways to connect with potential customers…and, according to consultative selling
training research, they are far more productive.
Here
are 3 suggestions:
- Volunteer for any role that brings you into casual contact with possible buyers. You can work the registration desk at an industry conference, for example, to meet all the attendees and then zero in on those of greatest interest.
- Put yourself in touch with your target audience by setting up a co-working space in their midst. If you can’t get under the same roof, join an online community where they gather.
- Form a small group of like-minded people with similar business challenges. Meet on a regular basis to share best practices and referrals.
