Centers of Influence

Networking, whether it is in person, via Linked In or in another manner, can have a lasting effect on future referrals. This is your opportunity to deepen the relationship with Centers of Influence. If done properly and with sincerity, you can have a referral source forever; if done poorly, they may never help you again. I recently attended an event and witnessed a conversation between a Center of Influence, Mark, and a Business Owner, Tom, that went poorly. Tom had previously requested a Linked In introduction via Mark, to a prospect named Susan. Mark took time out of his busy day, located Susan, a first connection on Linked In, wrote the introductory note speaking highly of Tom and noting how responding would be in Susan’s best interests. He felt good to have made the connection.

 

Months later, at a networking event that I attended, Mark saw Tom and said, “Hi, Tom! How is everything progressing with Susan? Tom was expressionless. The blank stare continued. Tom could not remember how it was going. In fact, he couldn’t remember Susan at all, or if he ever bothered to pursue the introduction. How might Mark feel at that point? What are the chances that Mark will ever help Tom again? Zero. Tom is not going to want waste his own time, nor the time of his valued connections.

 

The lesson here is do your research before you attend networking events.  Know who you are going to see and check the status of prospect referrals you are working on. A CRM or spreadsheet is invaluable here so that you can show your gratitude and appreciation the next time you see your Centers of Influence. Otherwise, they are never going to help you again.


Caryn Kopp is the Chief Door Opener® at Kopp Consulting, LLC, whose Door Opener Service helps clients secure initial meetings with high-level, hard-to-reach prospect decision makers. Caryn is the author of the best seller Biz Dev Done Right and The Path To The Cash! The Words You NEED To Bypass Those Darned Prospect Objections. She is also a faculty member of Gazelles Growth Institute. Reach her atwww.koppconsultingusa.com.

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Caryn Kopp
Caryn is the Chief Door Opener® at Kopp Consulting whose Door Opener®Service has helped thousands of business owners and sales people secure initial meetings with high level decision makers in almost every major Fortune 100 and 500 company including P G, Pfizer, GE, Merck, Verizon, AT T, Time Warner, Kraft, Target, CBS and the list goes on and on.

Caryn Kopp has been dubbed the Chief Door Opener® because she gets her clients “in the door” with their prospects. Too often the process of opening new prospect doors receives minimal attention by business owners and sales people in terms of time spent, consistency and touch point strategy – three critical elements for prospecting success.

Have you ever heard someone say: “When I’m in front of the right decision maker I close the sale most of the time, I just can’t get in front of enough of the right people.”? Caryn and her team at Kopp Consulting help Business Owners and Salespeople accelerate sales success by having senior level Door Openers® find the right opportunities and secure initial meetings.

Caryn is a nationally recognized speaker and an expert in business development. Caryn has been interviewed on TheWall Street Journal MorningRadio Show. Her articles have been published in India’s The Economic Times.