Networking Your Way To Consulting Success
The cheapest but most effective way to market your consulting business has always been, and will always be, through networking. Networking is more than just shaking hands and handing out business cards. There are two different types of networking we’ll talk about and ways to build in networking into your weekly schedule.
Before we go further, let me clarify that there are two types of networking, direct and indirect. Direct networking is interacting with potential buyers of your products, which is where you should spend most of your time. The other type of networking is indirect. This is where you interact with people who could give you leads to possible consulting deals.
The whole goal of networking is to gain business and close deals, not to kill some time during the day. You should do this methodically and on a weekly schedule. In fact if possible you should try to make at least 5 contacts a day.
This is the rule of 5 I have talked about in previous posts.
Attending Events
When going to events where potential clients are at, try to find out who is attending in advance. Try to gather as much background information as possible on any potential clients there and then try to approach them at the event.
Don’t push yourself on to them, but instead try to listen to what they have to say and more importantly what their challenges and problems are. Try to offer some helpful suggestions to them, so you appear to be giving information for free. Try to get contact information to follow up with them to see if their problem is getting better or worse.
Follow up with an email after the event, one week later, and then a few weeks later try to set up a meeting with them again to discuss your services.
By drawing out the sales process you are causing their defenses to lower, and therefore they are more willing to spend some time with you because you have already given them some great information for free.
