While
networking online isn’t a new phenomenon, few ever seem to get it right. As my
business has grown, so have the numbers of cold invitations to connect, or
friend requests me. I happen to offer services to generate new business online
for my clients, and these mistakes are made over and over when approaching new
potential clients or referral partners.
Don’t pitch
This
may seem obvious, but this is the most common error. If you’re selling
something within the first few interactions I’m regretting connecting in the
first place. You haven’t even attempted to earn my trust, and by pitching
before that you’ve proven I should tread carefully. You care more about selling
me than qualifying me- this is the business equivalent of catcalling. Has that
ever worked? I doubt it.
Stop talking about your
company
This
is kind of an extension of pitching - when you’re talking about your company
right away your connection’s anti-sales fight or flight spider sense will be
tingling.
Stop talking about
yourself
I
don’t care how great you are if you’re messaging is talking about what you do
or results you get for your clients, the spider sense is going off yet again.
Small talk will get you
nowhere
This
is basically what you start to do when you’ve made the previous three mistakes
too many times. So, you lead with “How is business?” Some will reply, in a
guarded fashion, but everyone is wondering what you want - and how long you’ll
take to say it.
Don’t send your calendar
link
This
one is somewhat subtle, but if you’re asking to connect on a call with someone
suggest a time - don’t send a link and make them do the lifting. Allow them to
simply reply yes.
If
they say that time won’t work, sending a calendar will help them feel to
reciprocate your effort they should book - especially since it is convenient
that they can pick the time and know it will work.
Keep following up
It’s
imperative to continue to develop relationships, so schedule follow-ups with
your new connections do show them you care. People respond really well to
polite persistence that gives them the benefit of the doubt. Just don’t fall
into space where...
You’re following up too
quickly
You’ll
spoil it all by seeming to needy and urgent. Don’t forget they haven’t even met
you, they don’t know who you really are. If you message them more than once a
week it is too much. You haven’t earned their attention or given them time to
get to you.
If
you feel like you need more urgency from connections than making inroads over
several weeks or more realistically months then...
You’ve started networking
too late
Too
many treat this process like the fastest way to get what you want for your
business, job, commission or whatever. Here’s a reality check: If for you
networking is about you achieving your goals you aren’t doing it ethically.
Start
from a place of service to the people you’re trying to connect with, and you’ll
be amazed at what you can harvest.
Author:
Brandon Smits
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