Here is excuse #32 for not prospecting: “I do all of my prospecting at networking events.” This ranks right up there with the village idiots who try to sell you the second you connect on LinkedIn. Thinking you can attend the after-hours mixer put on by your local chamber of commerce, be introduced to someone you’ve never met before, and immediately begin pitching them is stupid!
There’s a reason why your best prospects don’t attend networking events. They don’t want to be harassed! Networking events are about creating relationships and helping others. It’s not about you and what you sell. Accept networking events for just what they are: networking. At these kinds of events, your objective should be to strengthen your relationships with those you already know and to meet new people.
Any time I attend a networking event, I go into it with 3 goals, and I strongly suggest you do
