06-19-2008
Seeking advice regarding network meetings (Question to Happen Network)
Hi all,
I am NOT a natural sales person, but over the years I think that I have done a pretty good job of selling myself and my personal skills and knowledge.
I have been getting stronger and some of the sales person type skills, and have leveraged many things to great advantage. However one thing still eludes me when making networking calls, and this is where I thought some of the salespeople in the group could help.
So you set out, make you calls, and after leaving a dozen messages you get through to the individual in question. You proceed to have a good conversation, then attempt to setup a meeting in order to elicit network contacts that may be able to help. It is at this point that the person on the other end of the line says something like:
‘I do not have any contacts in this area (that will be able to help you).’
In other words – I will not open up my address book to you. I have had this happen on 5 or 6 occasions. I know there must be something I can say that will break them down at this point, but I would like some assistance from you folk on this point. Essentially I need to get over this hurdle in the most effective way possible – from now on “OK, Thank you” is not an option.
Please keep responses open as I am sure others will wish to learn from this discussion.
By Peter B. Giblett
Answers:
I am not a natural sales person - I make great efforts to do the right thing for
the right reason at the right time.
When the conversation gets to the point you refer to and you get that response,
what have you offered in exchange?
In any sale, there is an exchange of values; ie: generally we think of money
exchanged for a product or service.
What did you offer in exchange for the names or help?
I try to offer something such as help on using LinkedIn or an offer to provide
assistance using my skills and talent.
Note: don’t suggest a price for this - it is presumed you will be paid and will
negotiate something at that time
Networking is not about getting dividends immediately, however, if you’ve
started the relationship on a good path, it may pay off in the future.
If you part mutually feeling good, the other can think about your request and
hopefully will help as they see an appropriate situation.
It’s a numbers game and you have to put out more than the other person as your
needs are more urgent (at least to you 
).
I hope this provides some food for thought. If you want to talk more about it -
give me a call. The Dr is in today.
Good Hunting,
In any networking situation, you can offer your huge HAPPEN network of
professionals in exchange for his network.
Hope this helps!
I will share what I learned at a networking workshop that I went to. The person said, “do not ask for a job, do not ask for references (they probably do not know you anyway), do not ask for referals.
Ask for information. People generaly like to help. They also like to talk about themselves and what they know, I have changed my approach and found it to be more successful.
Best Regards,
My personal opinion is to not ask for the contacts over the phone. Try and schedule a meeting to gain insight and suggestions from the individual, not using them as a means to the end. Once you are face to face and have built up a good rapport, either you can ask if they have any suggestions on how you could get some more info in a specific area or ask if they know someone that might would be of value for you to speak with.
When I have gone to ‘informational’ type meetings, I don’t ask and often the people offer the help anyways.
My two cents….
Peter, an insightful question so thank you.
First I must commend you for realizing this is a stumbling block for you, and then for realizing that it might be so for others, and thus sharing your question with the group. It takes a rare individual to act in such a manner, and I am thrilled to be associated with you through HAPPEN! Your search will yield some fine results!
Although there may be many causes for this comment, I offer the following questions for you to help in a self assessment.
1) Are you giving too much away before you try to set up the meeting? Do you implicitly or explicitly ask your target to open their rolodex to you before you’ve fully secured their trust? If the answer to this question is ‘yes’ or ‘maybe’, then try setting your objective for the meeting a little lower. Ask them for an informational meeting - you’re assessing the opportunities in their industry (unless you’re already acknowledged as an industry expert) - you’d like their feedback on your qualifications vis a vie these opportunities - any advise they’d give a new person starting out in the industry, etc. Go to the meeting armed with lots of questions with the goal of getting half of them answered, and present a professional image throughout. If you’re successful at this, then your target will open their rolodex to you with a name or two.
2) If the answer is ‘no’, then what reason have you given them to meet with you? Bryan and Dennis have offered two really good suggestions, but you have learned some interesting things about the world and your industry during your transition that gives you street credit with your target so dangle some bait for them. Offer to review your findings with them; is there some competitive information you have learned that you can share without revealing any confidential information?
3) If the answer is still no, then you can always try the ‘Hail Mary’ question of all questions - Do you know anyone who does?
Happy hunting! Please let me know if this helps.
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