Top 4 mental shifts for networking

1) Focus on what you can provide, not what you can take away.

The conversations shouldn’t be all about you and your product or service and why you are a disruptor in your industry. Focus on the people you are meeting. Your networking group probably gets sales calls all the time, so give them a break and let them talk about their business rather than pitching them a product or service.

2) You know nothing, question everything.

Even if you happen to know about the industry, ask questions. Ask how they got into the industry. Do they focus on a specific portion of the industry? Why do they focus on that part of their industry? Who is their ideal customer?

3) Keep it concise

Most of us could literally talk for hours about what we do, who we serve and why we do it, but come up with a simple to understand one-liner of what you do. Compare it to another well-known industry if it’s a bit more complex or a very niche industry. For example, not everyone knows what a Business Broker does, so I say “It’s like a real estate agent but for the sale of businesses.” This gives the other person an opportunity to ask questions about an aspect of your business that they have a specific interest in.

4) Be a matchmaker

If you met someone that might benefit from having a conversation with another member, bring them into the conversation. Make an introduction and share why you thought they should meet. This helps you learn more about other members and assist them in their networking goals.

What Client’s Say

We Couldn’t Be Happier

"When we thought about selling we had no idea what our business was worth or how to go about selling. What you were able to do was to cut through the fog so that we understood the valuation issue and had a comfort level with the process. As you know we ended up selling for somewhat more than the original valuation and we got all cash and our CPA loved the way our tax liability was minimized. We couldn’t be happier!"

Over $250,000 More

"Our first contact with you shocked us when you suggested that we wait 18 months before selling because you believed that if we hit our projections that the value would be significantly greater. As it turned out we not only followed your advice but also got slightly over $250,000 more than we originally had hoped for. It is seldom that we have had the opportunity to deal with a firm that doesn’t want both money and a commitment NOW. It was clear and obvious that you had our best interests at heart."

You Got the Valuation We Agreed On

"You did a great job on the sale of our business in really beating the bushes for buyers, including a UK company that was an active suitor. You managed to get the valuation that we had all agreed upon and got it substantially all in cash and got the transaction closed with little to no problems or expensive lawyers involved."

Thank You for Handling Our Business

"Our business was smaller than what your firm normally handles but it was a BIG part of our net worth and savings. Thank you for handling our business and we were very pleased and delighted with the results."

More Than Anticipated

"Our transaction was involved as we had different corporate entities located in different states. Our only regret is that we didn’t retain your services before 2012 when we paid $25,000 to a firm in Texas that did a valuation and market analysis for us before then failing to do anything in the way of trying to sell our business. You got it sold for more than anticipated."

Top 4 Mental Shifts for Networking

The Sales Process