Did you like my Wisdom? Please share it with someone who isn't going all Ninja with their business card at your next networking event. - Matt
I was meeting with a potential customer the other day, and came across a misconception I see pretty consistently in my classes and at networking events. You see, when I asked this prospect where he's going to find new customers he boasted about the progress he has made in his networking efforts. So, being a curious type I asked one more question, "How do you define success when you're networking?"
The response, "I handed out 20 business cards last night. That's 20 more people who now know how to find me."
Not wanting to appear like an insufferable know-it-all at our first meeting (I usually save that for after the contract is signed), I dug in a little deeper. "How often do you network, and is 20 cards going out a normal night?"
We found some great news that shows there he has a real chance for success. He wasn't afraid to repeatedly put himself out there, and was disciplined enough, and saw the value in, making networking a regular part of his business development activities.
I remember the days as a new business owner, when the one thing I had in abundance was time.
So here's the problem, this customer had handed out over 250 business cards in the few months they've been in business. Like I said, he's committed to the process. Unfortunately the answer to the last question I asked is more the norm than the exception.
"How many people have found you, on their own, from your business card handed out at a networking event?"
The grand total...drum roll please...none.
His batting average was 0 for 250.
Fortunately he immediately saw the futility of his current strategy, and was eager to learn a better way.
This week's Windshield Wisdom is the advice I shared in our conversation that day. From this one adjustment, his networking results are now different, like night and day.
It's my hope you find his success from this idea too.
Get ready to unleash your Business Card Ninja skills on an unsuspecting networking community.
Thanks for watching.
Matt Middendorp is a nationally acclaimed speaker and sales coach with over 20 years of experience turning connections into customers and advocates. In 2013, Matt founded Sales Math, and debuted his “Formula for Success” sales training system to bankers across the country. From the beginning, Matt’s clients have experienced learning that is fun, meaningful, and makes a difference in the real world. Today, Matt’s core philosophies of “Learn Together, Do Together, Grow Together” are taught through in-person coaching, online as part of the Cool Bankers Academy, and by his leadership of the Cool Bankers Club Facebook Group. His clients are making millions based on the confidence and skills gained from learning a sales process tailored to their individual personalities and businesses. For information about training and workshops visit www.Sales-Math.com, call (715) 897-0879, or email Matt personally at [email protected]
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