Business to Business Networking. Let Your Heart Lead Your Mind.
Stuart R. Crawford / Stuart Crawford
When networking to build a customer base for your MSP business you should let your heart lead your mind. What does this mean?
If you use your head alone when trying to win a sale you’ll be too focused on the short-term outcome. You need to focus on building long-term relationships to succeed — And to do this you need to show that you truly care about helping your prospects meet their needs and succeed.
Many sales people go about networking as if they’re on a hunt. All they care about is making that next big sale. They aren’t interested in building relationships through networking opportunities. They don’t realize that long-term business relationships require cultivation.
Let your heart lead the way, (don’t worry, your head will follow.) In this way you’ll find that you’ll be able to build long-lasting client relationships. Profitable, long-term client relationships need to be cultivated. You can’t “harvest” before you “plant the seeds and water them.”
How to Network From The Heart
- Adjust your way of thinking (feeling). Don’t expect immediate results. Use a networking opportunity to learn about your prospects, their business needs, their concerns, their goals. Learn more about them and what they value. This paves the way for a strong relationship.
- Invest Yourself. Give prospects something they need. A visit to their office to assess their IT network (without following up with a hard sell). Offer some complimentary pearls of wisdom. Don’t just think about what you can get from them, but what you can give to them.
- Be selective in choosing your networking opportunities. Don’t just join any organization or association. Join only the proven, professional groups that attract the businesses you want to serve. And send only one employee to join any group or chapter so your business has people attending as many events as possible. This will help ensure you network where it counts. Above all, have fun when networking. Happy people attract others.
- As your business grows and you add to your customer base, don’t stop investing in networking opportunities. Networking and building relationships now will provide the customer base you need tomorrow. Network with your heart, the mind will follow. Cultivate your relationships today and you’ll reap the benefits for years to come.
Have questions about your MSP business networking? Contact us for a no obligation marketing discussion and learn how to network like a PRO. Call 716.799.1999 x102.
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