If you want to expand your influence, have people invite you into their networks and improve your personal brand then pay close attention. Below is not how to do it…
How many times have you been at a networking event or been invited to do coffee for a one on one where you’re to “learn about how to help one another” and you find out you’re being “pitched?”
It isn’t a warm fuzzy feeling is it?
Nor do you feel you’ll be “helping this person out” anytime soon with referrals.
If you’re guilty of this or have been no worries. It all changes today.
This person didn’t understand the value of leveraged vs linear language.
Don’t sweat it, I think lots of people early on in their networking have probably done it. I know, you’re passionate about what you do and think everyone is a candidate for your wares. Right?
Not true, and even if they were you want to heed some advice and think past the point of immediate sale.
Think reputation and think about word of mouth.
Linear language is where the person is just trying to pitch you and not thinking past the point of sale. The days of hard core pitching and closing the sale are soon fading if not already.
Imagine linear language as this:
“Hey Jim how are ya? Good to see you! Hey did you know I’m selling XYZ widgets now? People could save a TON of money if they bought one of these. Here’s what it does….” (20 minutes later you’re still talking with the hopes they will want to buy it themselves)
Monopolizing peoples time at a networking function or even over a one on one & just pitching them is a no win situation. Not for the person you’re verbally abusing or for you because there’s a good chance they aren’t interested to begin with.
This is called the shotgun effect. You spray them with facts, figures & stories in the hopes something sticks & they want to buy.
If you want to expand your influence, have people invite you into their networks and improve your personal brand-leveraged language is the way to go.
It’s the same for in person networking or online social networking. If all you do is pitch don’t expect to get rich. Developing report, trust and a sincere relationship is key first and foremost.
-Don’t expect everyone is interested in what you do.
Law of reciprocity-Ask someone what they do and they will ask you what you do.
-Don’t puke on them about what you do-just a quick blurb then ask them more about what they do, how they got started or why they did.
Ask them what is a good customer or prospect. If they aren’t looking for “sales” ask them what’s the most effective way you can support them.
Not all networking consists of someone looking for sales. However if they are these above rules are even more crucial.
Transparency And Leverage
If you’re going to engage someone about your product or services directly in a networking situation make it clear you realize it may not be a good fit for them right up front. This implies you’re not trying to sell them something directly.
However you do value their opinion and you’re going to be looking for referral business but wouldn’t expect them to refer anyone if they didn’t know what you were doing.
Then ask for their help and share what you do: Keep is short concise and to the point using whatever sales aids you can to convey the value.
Remember people buy experiences & outcomes not products.
This is called leveraged language. Even though they may not have a need themselves they can and will refer people to you if you’re authentic & transparent about your motives.
Not to mention they will be more apt to introduce you into their networks based on how you approached them & developed a relationship first.
How you do anything is how you do anything. If you’re pushy, obnoxious or self centered in your approach there’s no way they will allow you to do the same thing to their network. Your actions are a reflection on them.
Now go network using leveraged language and prosper.
Tony Teegarden is a blogger, network marketer and online personality who coined the term Human SEO for Self Exploration Optimization. He lends his experience of 18 years in sales, management , leadership & spiritual research have allowed him to teach his concepts for deeper and healthier relationships online and off. You can visit him at >> http://www.tonyteegarden.com
photo credit: Foxtongue