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Are you reaching out to the right people when you are networking?
by Janet Torley on 30/03/2015

I have been sharing some networking talks recently and one of the common themes I keep coming across is that too many networkers are trying to sell to everyone in the room instead of targeting.

One of the problems of trying to sell to everyone is that your pitch becomes very generalistic and probably loses impact as a result.

To try and overcome this, one of the areas we cover at my networking workshops is working out exactly who your customers are and I use this very simple check list to assist.  I encourage delegates to answer honestly and often the result can be quite enlightening.  This simple checklist works best for micro businesses who cannot sell to everyone anyway due to obvious logistics.  Larger companies shouldn’t dismiss this thinking though either.

  • Who are your most profitable clients
  • Who are your most profitable clients
  • Who do you like working with
  • Who don’t you like working with
  • Who are the most enjoyable to work with
  • Who are the least enjoyable to work with

Having done this honestly, you should know who you want to sell to and most definitely who you are NOT going to sell to.

We use this to then develop memorable and attractive elevator pitches for networking meetings which invariably lead to better more profitable business all round.