Networking is often seen as a complete waste of time, and frankly, isn't worth pursuing if you don’t know what your doing. What separates the top networkers, who build a powerful, profitable team of referral partners, from all the rest? What’s the difference between the “hunter” and the “farmer” mindset? How can you turn new acquaintances into quality connections without coming off as sleazy, salesy or uncool? In this episode, Jeremy DeMerchant shares the strategy he used to build a steady stream of income with strategic networking.
The key piece is keeping that voice-to-voice or face-to-face conversation going. -Jeremy DeMerchant
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- People fail at networking because they’re always on the hunt, and they aren’t looking to build meaningful relationships. Networking is a long-term game.
- We have to put ourselves in the shoes of our leads, and the only way to do that is to ask questions and listen.
- Nobody cares about what we have to offer unless it solves their problems. We shouldn’t bother offering services that aren’t problem-solvers.
At the beginning of the episode, we talked about the mindset shift from hunting down clients to listening, giving a diagnosis, and asking for permission to pitch. Next, we talked about how getting to know the people to whom we’re pitching especially helps sales with a higher price point.
We also covered:
- Why we should choose to work with people we would otherwise be-friend
- How we can stay in touch with our database without sending out emails or making calls
- Why it’s never a good idea to invite someone to a coffee and deliver an unrequested pitch
People don’t want to be sold to or subjected to unrequested pitches. What our potential clients desire is to have their problems solved. We can’t win them over by buying them coffee and expecting them to say “yes” to our pitch without making sure they’re a good fit. When we play the hunter’s game, our potential clients can see that all we want to do is land a sale. We shouldn’t pitch unless we think we may have a solution after listening to what they say about their pain points.
Guest Bio -
Jeremy DeMerchant has over 20 years of experience in sales. He’s the CEO of Permission To Sell, where he teaches entrepreneurs and professionals how to increase their sales by adding value. His business was featured on ABC, NBC, FOX, and CBS, and if you want to find out more about the sales tactics he used to increase his visibility and network, join the Permission To Sell Group. You can also download his sales cheat sheet for free here.