Effortless Networking: Finding Real Prospects

June 12, 2008 2:41 pm RSS Feed Icon Business Networking

Are you looking for events where you can meet people who might be interested in your products and services?

If yes, then you're looking for "prospecting" -- not "networking" -- opportunities.

I make this distinction because networking and prospecting are two different things. And attending networking events may or may not be the best way to *meet* prospects. However, networking events can help you *find* the right prospects or prospecting events.

Here's what I mean:

If your objective is to find prospective clients or customers, you can do this either directly or indirectly.

If you knew exactly where to find your prospects, you would go there and meet them and talk with them directly. This is prospecting.

If you didn't know where to find your prospects, or needed help connecting with them, you could use the help of other people to reach them. This indirect approach is otherwise known as networking!

So here are 3 steps to finding "real" prospects through networking:

  1. Be very clear in your mind about your ideal prospect. Why is this important? Because you need to be able to explain this succinctly to others who may be in a position to help you.

  2. Identify the kinds of people who might be able to help you -- these are people who may either know or have "access to" your prospective clients or customers. Then find out where you can meet such people.

  3. Ask these people for their help, when you meet them. Describe the kind of prospects you're looking for; ask them to introduce you to prospects when appropriate; and ask about events and opportunities where you might have a chance to meet your prospects directly.

    4. So what exactly are you doing here?

    You are asking people -- and only those who are in a position to help you -- for very specific kinds of help.

    You are asking them to find and send you qualified leads and referrals. And you're asking them to help you identify good prospecting events and opportunities, given your target market.

    Do you see how networking and prospecting are not the same thing? And do you see how networking can help you with prospecting?

    For more on networking easily and successfully, take a look at the Effortless Networking program and website.

    (c) Copyright 2006, Srirupa Dasgupta

    Sri Dasgupta helps business professionals get better results from their business networking efforts through focused and relevant conversations. She is the author of the Effortless Networking, and writes regular articles offering business networking tips and related resources.

    Effortless Networking: Getting the Most out of your Conversations
    Are you able to get the most out of your conversations? Especially when you only have a few minutes of the other person's attention?Well, to do this, ...

    Effortless Networking: Constructive Conversations
    Here are a couple of comments I got recently:"[How do I] bring a conversation in a social situation around to a discussion of the service I offer?""I ...

    Effortless Networking: How to "Work the Room"
    I've been resisting writing about how to "work the room" because I personally don't like to do it (interesting how that happens). Fortunately, I came ...

    Effortless Networking: Can You Network In Your Sweats?
    A few years ago, someone asked me whether it was OK to network if she was not "dressed up" for it.For instance, she said, if I'm at the checkout line ...

    Effortless Networking - Can We Get Together for Coffee?
    How many cups of coffee do you need to cultivate a networking contact? Here is a comment from a reader, and my response to it:"[My biggest challenge i...

    Effortless Networking: A Better Way to ask for Referrals
    Do you know how to ask for what you want in a way that gets you results, especially when it comes to asking for referrals?When asking anyone for anyth...

    How to Get Prospects Listening
    Imagine you're standing in front of a group of 100 people. You don't really know these people, but you've been given the opportunity to get up and say...

    Effortless Networking: How to Connect With Someone Quickly
    "How do I connect with someone quickly?"This may seem like a simple question, but it's actually a little more complex -- and perhaps you know that alr...

    The 3 Growth Strategies You Must Know
    Simply put, there are only three ways to increase the top-line sales of a business.1. Increase the number of customers 2. Increase the average value ...

    How You Can Dramatically Increase Your Business Networking ROI
    Each year time pressed small business owners spend hundreds to thousands of dollars in the marketing activity known as networking. This activity has m...

    GAS Up Your Business Networking
    If you are a small business owners, sales professional, entrepreneur or executive, networking may be a significant marketing strategy to increase sale...

    Know How + Know Who = Networking Success
    With all of the technology available today, why is personal networking still the key to being successful? While you can send tons of direct mail, e-ma...

    "What I Do ‘Is Not’ Who I Am"… The Networking Factor
    Ah, the personal touch that continues to make a big difference for the better in our lives and the lives of those who have an opportunity to experienc...

    Missing Element In Successful Networking
    So you have made your prospect list as you were told, carefully qualified your top 10 prospects and have made your 3 way calls with your sponsor. You ...

    Discover Untapped Resources for Finding a Job-3 Innovative Ways to Find a New Job
    When you ask people who are on the job search how do they plan to look for a job, most people say I plan to post my resume on the job search engines a...