Business owners and sales professionals understand the importance and value of business referrals. The problem is that few understand how to get consistent, qualified referrals. If you are attempting to network at many venues but find very little results, it might be because you’re making one or more of these critical mistakes:
Selling vs. networking. Often business owners go to an event to "network" and end up making the mistake of selling. They walk in with the mindset of a hunter instead of a farmer. Networking is about cultivating business relationships, not gaining customers. If business owners walk into a networking event thinking "look at all of these potential customers," they’ll never receive referrals.
Not giving back. Our society has become very good at asking: "What’s in it for me?" Most networkers look for others to pass them referrals, but successful networkers are always looking to help others first.
They don’t do it. The No. 1 way networking will not work for you as a business owners is if you don’t show up. You need to be visible and credible in order to be profitable in networking your business.
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