Sure, my world is relationship marketing. Probably like you, I'm not a fan of cold calling, as there's still so much effort and persuasion to convince people to engage with you and eventually buy.

If you did do sales calling in that pretty cold way, then in your wildest dreams it might go something like this: get ready for a great four minute clip on how a go-getting investment company gets to a busy hospital consultant to sell them some stocks. It's high-testosterone and high fantasy!

Three quick tips to help you avoid messing up the complex brain surgery that is networking!

1. Make 'what do you do?' your second or third question rather than your opening. It pigeon-holes or categorizes people too quickly and can close down rather than open opportunities. It's better to ask some general small talk questions before requesting their elevator pitch.
2. Remember it's not what they do, it's who they know. Just because someone isn't your target market, doesn't mean they don't know your target market. By exploring what other events they go to, where their network is strong, what kind of clients they deal with and who they have around them, you begin to see them as a door that's opening rather than one that is closing.
3. Use job titles only if you want to soothe your ego. People are actually more interested in what you do than who you are. It might sound grand being a consultant, lawyer or accountant, but it's the difference you make that counts.
   

Good networking is not rocket science, but it does take a little thought! If you could use some help with doubling your revenue through better networking and referral marketing, This e-mail address is being protected from spambots. You need JavaScript enabled to view it today!