You’ll notice ‘Get Referrals’ isn’t on my list. You will get referrals if you become a good networker. And you’ll be a good networker if your major agenda is giving before receiving.

As Zig Ziglar says, “You can get everything in life you want if you will just help enough other people get what they want.

That’s what networking is all about.

“If you’re using a 1-on-1 as a sales meeting, you’re losing business.”

The 1-on-1 is the core of your networking, not the meetings. They are your opportunity to spend some quality time with another salesperson and find out what makes a good referral for them; And for them to find out the same about you.

Please don’t think this is a sales meeting. This is an information exchange. Make sure that you both find out what the other needs during your allotted time. If you get a reputation for selling in your 1-on-1s, you’ll find that people don’t want to meet with you. If you find out during your meeting that the other person might be a prospect, then schedule a sales meeting with them. Be VERY clear that is what you are doing.

If you can grow your business through networking, you’ll find that you won’t depend on cold calls. And wouldn’t that be nice.

So get out there and Network and it’ll lead to Sales.