Are you networking – talking to as many people as possible when you attend social events, handing out your cards, and taking names? Then are you following up with an email or a call? Maybe you’re even sending a special report after the event.
Those are positive activities, but only if you’re “Networking in Reverse.”
What is Networking in Reverse?
- It’s listening more than you talk.
- It’s being more interested in your prospects and their concerns than you are in telling them about yourself.
- It’s asking questions and actually paying attention to the answers.
- It’s giving your full attention to the person you’re talking with.
And by the time everyone goes home, it’s being thought of as the most interesting person at the entire event.
Of course it also involves letting people know what you do for a living and letting them know you’re there to help when they need you. There’s no way that you want to turn into a “secret agent.”
You don’t want to make yourself and your business the focus of the conversation unless the person you’re with has a genuine interest and begins asking you specific questions.
If that happens, and you can see that they might be a “right now” lead, ask when they’d like to get together to discuss their questions in a more private setting, or what information they’d like you to send.
<em>Image courtesy of cuteimage / FreeDigitalPhotos.net</em>