When it comes to networking, the line between general networking meetings and prospecting meetings can be vague. You shouldn’t pitch someone the first time you meet them (that’s called pitch slapping); yet you need to grow your business. How to do that is what I discuss with serial entrepreneur Clay Hicks in this episode.

If you focus on earning trust with the person across from you then the like and know will follow. Mutually beneficial relationships, clients and referrals can follow.

You Need to Earn Trust

How do you earn trust when you’re getting to know someone? The keyway to focus on earning trust is to be of service to the person across from you. Once you connect with them try to help that person in any way possible. Ask exploratory questions such as “How can I help you?” and “Who would you like to meet?”. That second question is particularly important if you have a big network of people that could help the other person. Questions for people that don’t have that big of a network include “How’s business?” “How can I be helpful with your business?"

Asking questions like that is how you start to earn trust.

A Unique Way to Set Up a Second Meeting

Try not to have “one and done” meetings. Many networkers brag about the number of meetings they have each week. Numbers mean nothing if you’re not building your business and advancing your career. YOU need to ask for help and connections. By asking how you can help the other person first it means they are much more likely to reciprocate and help you.

When you both can help each other that’s a signal that you should meet with that person again. If there’s no help either way there’s no reason for a second meeting. The litmus test is whether they tried to help you back after you helped them. Sometimes people don’t know what they’re doing so you have to help them. They might just be having an “off day”. If their target market is like yours and you believe that, with time, they might be able to help you and vice-versa then that’s another reason to have a second meeting.

You can tee up the follow up meeting by asking to meet again so you can deepen your relationship. Tell them you want to know what it’s like to be their prospect. Tell them you want to know what it would be like for someone you refer to them to discuss their business. Most referrals come from past clients and deeper relationships, not first-time conversations. That’s because past clients know what it’s like to work with you. By asking them to learn about their prospecting techniques you can better refer them and vice versa. This strategy sets you both up to know what it’s like to work with the other person.

We also discuss:

How to ask prospecting questions without being overbearing.
Guidelines for successful prospecting
How to sell yourself and not just your product or service.
The crossover between general networking meetings and prospecting meetings.
…and other golden nuggets of advice!

You can get my book here: “Idea Climbing: How to Create a Support System for Your Next Big Idea”

 

 

 

 

About the Guest

 

 

 

 

 

 

 

Clay Hicks is an entrepreneur with a portfolio of 5 different companies, an author, a speaker, and trainer on professional relationships. Clay Hicks founded his first company, H7 Network (in 2008), in the hopes of positively impacting the many under-served entrepreneurs and all sales professionals.

His vision is to globally revolutionize the way business professionals “Connect” first, “Serve” with purpose, and “Ask” of their peers. H7 Network, a Franchisor, is a national B2B networking platform, In person and Virtual, for professionals to create their own network and develop champions for their business.

His responsibility as the CEO is to innovate new programs, develop new markets internationally, training and development, implementing new processes for retention,