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Networking - vs - Networking
© David Newton
7/17/08

Are business meetings "old hat" next to the new online networking? That seems to be the question posed these days by the media and commentators.

In reality, you actually need a mix of both forms to get ahead.

Let me explain; -

Doing business is mostly about trust and comftability. If people meet you they are more likely on averages, to deal with you.

One on One Selling is still popular - it maybe called under many other forms or titles, but essentially, it’s still called sales.

Online networking can serve as a platform for lead generation, and having a "public face" as in you're seen at meetings helps take leads from just interested transforming them into buyers. Thus both co-exist in your sales strategy.

Recently I was at a marketing seminar that showed these stats backing up the value of “face to face” communication.

In order of importance they are:

1. Face to face sales 80 to 100% Closing Ability

2. Platform Sales Presentation 40 to 50% Closing...

3. Teleseminar 20 to 30%

4. Email Auto Responder Series 10 to 15%

5. Google Adwords Traffic 1 to 2%

6. SEO Organic Traffic < 1%

Creating A "Warm Leads" Focus
Where does networking at business meetings come in? I think it works in a few ways. You need to raise your visibility to get better results.

A) Being at business meetings regularly, so people get to know you as a person and like you.

B) Giving speeches on a frequent basis - this helps your sales many times over and if you're not doing it, you're missing a motza in sales revenues.

C) Writing articles in the media for magazines and newspapers. Again both online and offline publications.

D) Having more than just one website. In my case I own over 50 websites, thus my sales ability is propelled all the time.

E) Being interviewed either online or in the media as in Radio, TV or Press is vital to gain the success you'll need to make more sales.

F) Holding events on a frequent basis. Such as seminars, teleseminars, cocktail parties, dinner functions etc will all lift your appeal within the eyes of your target market.

The answer lies in Personal VISIBILITY - if you are more visible, you'll do well online and offline. In all counts your business(es) will have "legs" and be able to stand even when you're not getting out as much.

But at first, in any new business or one that's been around a while; you need to be in view of the "Passing Parade" of new prospects who may never know your name unless they first hear about you.

Luck Needs a Little Help

Playing the law of averages, you'll be better placed by meeting people to come across new prospects that will want to deal with you. What's more, you'll also add to your own database many cards, contacts, invites to yet other meetings and events that wouldn't come to you by simply staying at home or in your office.