真正成功的商业网络的秘诀

Networking in Business

商业网络技能：您从网络上获得了哪些结果？

Find out how to make your networking results go exponential.

The problem is this shouldn't be a secret.

Spectacular Networking Results

But it does seem that not very many are doing it, so it must be a big secret.

您是否越来越不到壮观的网络结果？
你有没有去过一个网络活动，有点漂流，谈到几个人并留下了？
结果最有可能不到壮观吗？
And what were you trying to accomplish at the networking event?
你在脑海中的结果是什么？
是否找到需要您的产品的人？
Or to sell your product directly at the event?

大多数人在他们的背后有一张照片，他们会遇到一个将成为他们曾经拥有的最大销售的人，或者只是他们拥有的第一个销售。

In any case, if you are at the networking event to sell, you probably weren’t as successful as you could be by changing your approach.

Change Your Networking Approach

所以，让我们在网络事件结束时更改要结束的图片。

If your goal has been to sell at networking events, what has your typical measurable results been for that focus?

Do you acquire one client per networking event?

Or is it more likely one in every 10-15 events? Or do you even know?

Don't Sell at a Networking Event

If that is your picture you've been trying to sell one-on-one which isn’t as effective as selling one-to-many, nor is a networking event really a good place to SELL.

Does that surprise you?

What would happen if you changed the picture in your mind of networking into one of "building your network"?

六程度的分离

Let's look at the rule of Six Degrees of Separation.

That basically says that you can literally reach everyone in the world through 5 other people.

If everyone knows at least 100 people, and if the 100 you know each know 100, at the first level you can reach 10,000 people.

然后那10,000也知道100，因此只有2个步骤，您可能会引入1,000,000人。

Here’s the number of people we could reach through contacts at each level of separation based on the number of people we know.

	如果每个人都知道100	If each Know 250
1.	Me	Me
2.	100.	250
3.	10,000	62,500.
4.	1,000,000	16,625,000
5.	100,000,000.	3,906,250,000
6.	10,000,000,000	976,562,500,000

World Population

世界人口约为6440,000,000,000，因此，理论上，通过4-5水平，可以达到世界上的每个人。

So, why are you trying to market to one?

What would happen if you changed your approach to networking from selling, to getting to know as many people as possible, and then getting them to introduce you to someone who can use your product?

Why Not Help People?

What do you want to do with the people at a networking event?

People respond to anyone who will help them achieve what they want.

那么，你不应该试图了解如何帮助尽可能多的人吗？

Become their lead source, their referral source.

They will respond in kind by helping you reach more people.

Networking With the Right People

如果你专注于合适的人来网络会发生什么？

Who are the right people?

It could be people who know the people we want to do business with, and not just any networking event. It could be other people that think like we do, that aren’t there to sell.

什么是正确的网络活动？

Competition to Speak

What happens when we are at a networking event where everyone is trying to sell to everyone else?

Doesn't that lead to a lot of competition for time to speak, to give your spiel, and probably no one is listening anyway since they are focused on getting what they want, selling.

What would happen if you found a networking group that is focused on building their network and getting to know more people that:

Can help them with their business
Can help them get to know more people
Can help them sell their products

如果您与最多联系人的人联网，会发生什么？

Networking the Next Level

Look at the table above.

If you are networking with someone that knows 100 you can reach 10,000 through them.

如果您与其他人联系在一起，您可以在下一级别达到62,500。

You'll also find that those with the most contacts have been focused, like you will be from now on, on building their network and therefore can be extremely helpful.

Power Networks

现在您正在与其他电力网络联系。

What would happen if you start networking with people that have a higher economic reach than you do?

In other words, their average customer is a £1M, or £10M company instead of a £100K company that you have been networking with.

网络在人们销售的网络事件中的网络

Most people that are trying to sell at a networking event go to the event, meet someone, give a spiel and if that person isn't interested they move on to the next and the next.

And when they leave the event, there isn't any further contact or follow-up with anyone.

Contacts and Appointments

How to Capture the Most Contacts, Set Up the Most Appointments at a Networking Event

If you are interested in building a network, you are interested in building a relationship.

So, arrange to meet later to find out how you can help that person build his network, maybe give him a referral, how can you help him sell.

如果您在帮助他的帮助下，他最终会询问他如何帮助您，这段关系为每个人建立业务。

您会发现您将从您的网络中有更多的约会，而且这些联系人将导致更多的领导，并且可能更具直接的销售，您可以使用您曾经拥有的初步联系。

在网络活动中使用的一些提示和提示：

Leads on the spot
向您的现有客户介绍可能需要您刚刚满足的人的产品
要介绍到其他网络联系人，您可能需要产品。
与他们见面，了解更多关于他们的产品的更多信息
为了帮助他们实现一些特定目标，或减轻他们提到的特定问题。
To share your client list or email list. NOTE: You are here to help, keep it in that mode, not a sales mode.

To Keep this Network Working for You

设置持续的后续例程，电子邮件，通讯或其他方式，以不断保持联系，并继续帮助您添加的人添加到您的网络中。

Critical Mass

The more people you know, the more there are that will be referring to you, or just sending more people to you that you should know and add to your network.

Therefore, the more you know, the faster your network builds.

I noticed that 100 business contacts sort of become the critical mass point at which the network started becoming one of my major sources for business building.

我已经听说过别人说，在400人停止营销时，因为现在他们从网络上获得所有业务。

So stop selling at networking events, and start building your network.

Setting Some Goals

我对一个小型网络活动的个人目标，你的目标可能会有所不同，但这些是我的：

与10人,收集10普杜拉。布辛ess cards
2 appointments from the event (minimum)
5 appointments resulting from follow-up calls within 1-2 days of the event (to discover other ways we can help each other).
2-3在活动的第一周内从后续电话预约。
1-2 actual sales within 2 weeks.
Increase my networking reach by more than 7x250x250x250x250=16,807 for each event
Stop selling at networking events, start building a network, and start finding people you can help with their business and with their network.

This article was contributed by Alan Boyer who is President/CEO of The Leaders Perspective, LLC