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Networking not working?

Despite the onslaught of social media and on line networking, ‘real life’ networking is still a crucial element of many companies’ sales and marketing strategies.

Rightly so. There are massive benefits to be had from attending networking events.

Providing you do it well.

Many people I speak to don’t enjoy networking. Is it the fear of approaching total strangers? Is it the boredom of being cornered by someone who is determined to tell you everything you don’t need to know about their new range of widgets?


Think of a networking event as an opportunity to explore.

  • Wear your name badge on your right. Most people are right handed so when you extend your right hand out it’s a short and easy journey for their eyes to make up to your name badge. It helps them remember you and your name.
  • When introducing yourself, look at their name badge and say something like”hello xxxxx, pleased to meet you, what do you do?” (Appearing suitably curious!) This will open up the conversation and crucially, you get to do the listening and not the talking. This will get you the information you need for you to be exploring, via their answers, how useful a relationship this could prove to be.
  • If they get in first and ask you what you do, be very pleasant and brief and say “I’m in xxxxx” – and then immediately go back with “and what do you do?” as in point 2 above.
  • If you’re in a circle chatting and listening and you see someone on their own, beckon them to join you. They could be the golden nugget of a contact that makes the whole event worthwhile!
  • If you’re looking to join a circle of potential contacts just ask “do you mind if I join in here” or similar words you’re most comfortable with. In 29 years nobody has said no to this question!
  • Don’t pitch! Many people throw a business card at you then launch into a sales pitch. They probably know nothing about you and all they talk about is I can do and we, we we – and “weeing” all over everybody is never good sales practice anywhere!

The art of networking can’t be fully covered in 400 words but there’s some tips here that will definitely help you generate more success at your future networking events leading to more sales success in your business!

Let me know how you get on.

Until next time.


About the author

Hi I’m Leigh Ashton of The Sales Consultancy

Whether you’re a small business or a leading brand, an area manager or a Chief Executive, whether you’re new to sales or an experienced sales professional. Even if you’re not in sales at all but want to understand it, you’ve come to the right place.

The World of Sales is changing.

Today’s conventional sales training doesn’t address the psychological barriers that get in their way.

My approach takes your sales team through a process that:

* Helps them identify their psychological barriers and gives them the tools to overcome them
* Teaches them how the mind works so they can keep motivated and stay focused
* Gives them the ability to identify the psychological patterns of their clients and prospects so they connect with them at a deeper level and close more sales

And at a higher level…

* It creates more success in other areas of their lives so they are happier generally…and happier sales people generate more sales

Wherever you are on your personal sales journey what’s the best course of action for YOU.

– Sales Training – that actually gets results
– Leadership and Management
– Personal Coaching and Mentoring
– Sales Mentoring Programme
– NLP (Neuro Linguistic Programming) and how it can help you accelerate your success
– Keynote Speaking