I was talking to an IFA and an insolvency practitioner at a networking meeting a couple of days ago. The IFA was bemoaning the fact that he had only one (free) meeting with a prospective client before he expected them to sign up. The relationship building had to go a long way in one meeting!
So we talked about how networking helps this relationship building process. We came to the conclusion that networking is all about creating and managing your reputation. Over time, if you network effectively, your reputation goes before you. If you are introduced by someone who rates you by them saying "you must meet John before you make any decision about which IFA to choose" your reputation is working hard for you. When you do have that first meeting it then becomes much easier to make the prospect feel comfortable and to create the right relationship fast!
So think about your networking activity and ask yourself the question "Is this improving my reputation?"
Good networking!
Martin Davies