Tell them what you do not how you do it!!

I was reading an article recently about networking mistakes and it struck me that we often fall in to traps that can hinder our networking potential.  This article will highlight a few mistakes that you yourself might be guilty of.

While we are busy telling potential customers what we provide I noticed that instead of focusing on the solution or the results networkers and those pitching for business start to inform listeners of the process and how they go about their business. Before you know people have switched off and you have lost them.

Most people or customers are consumed by their own situation; they don’t have capacity to listen to you and have only a certain level of interest in how you do your job rather than what you will provide them with.

The key to an effective pitch is to highlight to customers what they will end up with once they have hired you. Inevitably this equates to more money, more sustainability, more publicity, MORE!!

Are there changes you can make to your pitch that can impact here.

Frequently highlighted as a networking mistake is focusing on any networking rather than targeting those who will most benefit you. Seth Godin talks of tribes and these groups that are like small complementary subgroups that can evolve in your networking circles, can be golden for you.  In general if you are trades person you will most likely get a referral from a similar individual while if you are a trainer or recruiter your referral base will be similar or complementary positions within one of these tribes.

Likewise an interior designer can benefit from an architect while a plumber can too, so know which roles in your networking group will help most when drumming up potential business. Focus on those individuals by getting to know them a bit better and making sure they know you and what you can do for them.

Another area where some networkers fall down is they forget just how many people they actually know and come in contact with. Just the other night while I was celebrating a family occasion 3 different potential referrals for colleagues came my way. Previously I might have been closed down to these whereas  now I was asking questions like…. do you have someone to do that for you, I know a good guy can help you with that.


You don’t have to refer business contacts; everything is open to you and when you realise how many people that is, it will be no time before you are exchanging referrals. So don’t forget to listen and keep the big picture in mind.