It was a challenge for our business (as it is for many) to re-create the magic of our in-person networking sessions on our digital platform, and over the last several months, we have witnessed the good, the bad, and the ugly.
Do:
- Choose events that focus on smaller groups (20 or less attendees is ideal). Larger online events are less likely to be structured and organized in a way that ensures that everyone can participate in a meaningful way. You will also spend less time competing for attention from those prospects with whom you want to connect.
- Do your research on the attendees and create a targeted prospect list. Prior to the event, obtain the list of attendees and research them using LinkedIn or Google, to learn everything you can about them and their businesses. Select the best prospects for your business, and be prepared to expand on how your service can add value to them.
- Make the first move and book that next date. At the event, don’t be afraid to be first to introduce yourself. Provide a little background about what you do and how your service can solve a pressing problem your prospects are facing. This will lead to engagement, as they will want to learn more. Send a private message to each prospect asking them for their email addresses - that way you can connect with them offline, offer your help, and discuss your service/product in more depth.
- Get to know them, establish a connection between them and your service, and ask for the sale. Based on what you know about your prospect, be prepared to ask thoughtful questions-questions that will make them think or feel something. Actively listen to their responses and reinforce your understanding of their needs. For any needs outside your area of expertise, have a list at-hand of people you can introduce them to that can help.
- Follow up, follow up, and oh, did we say follow up? Do not think that your prospects are going to be so impressed with you that they will be first to follow up. Most people miss this critical step. Send an email to your prospects within 24 hours to summarize what you discussed - and more importantly, suggest introducing them to any of your contacts that could potentially help.
Don’t:
- Be dressed too casually. While it is true that these days, our settings are a little more casual, the expectations of your prospects could be wildly different. Break out your best business casual couture.
- Be someone you’re not. The right prospect is going to want to do business with you or hire you because of YOU, so be authentic. If they don’t appreciate it, it will not be a good fit.
- Talk over others. This is just as bad in an online meeting setting, if not worse. It causes unnecessary confusion and gives your prospect, or anyone really, the impression, that you aren’t listening to what they are saying.
- Multi-Task. Nothing should be as important as the person in front of you. Resist the temptation to check your phone, to respond to emails, or to engage in any other task.
- Worry about household guests making a surprise appearance. While you want to have an uninterrupted meeting with no distractions, things don’t always go that way. The most endearing moments we've seen were unexpected appearances made by children, half-dressed spouses, barking dogs, and cats strutting in front of your laptop. Take it in stride…it can be an opportunity to connect with your prospect on another level.
WRITTEN BY
Boss Talks - Hillary Gadsby & Wendi BoydenEmpowering Women Entrepreneurs to Break the Six-Figure Barrier through mentorship and professional & social connections.