Laser Sharp Networking

The key to successful networking is being laser sharp when you are meeting with your groups. The groups you're in are your sales team, and you are their salesperson. It's good for them to have a general idea of what you do, but it's even better if they know specifically the name of the person and company you're looking to meet. Every meeting you should look up the names of a few companies you want to meet. Find the name of the company, a general idea of what they do, and the name of the person you need to contact. You can find this by using the division of corporation's website. You can also use LinkedIn, to find out in advance if they are on Linkedin, and if you know anyone in their network.

For example, I specialize in writing insurance for technology companies and marine companies. This week I am looking for a referral to the owner of Axerra, Inc. and Da Vinci Systems, LLC both are in Palm Beach County. That is my laser sharp commercial.

You should also change things up. If every meeting I only talked about technology insurance, eventually, people wouldn't think of me as the commercial insurance agent, they would think of me as the tech guy. But, I don't just want technology companies to insure, I want other kinds of business as well. So, talk I'll talk about technology and marine businesses 70% and other businesses 30%. Everyone still knows I specialize in technology and marine, but I'm able to talk about new markets.

A recent example of this is that our firm is now representing a company that only insures public entities. At my meeting this morning I mentioned that I was looking to meet with the people in charge at local municipalities and I got a great response.

Another good idea is to paint a picture for your sale steam. If you don't have a specific company you're looking, describe a recent client. But use great detail. You don't have to give the name and address, but give every other detail. Make them really understand what an ideal client for you look like.

Lastly, people ask a lot of times to tell them how they can send me business at a networking group. I sometimes here people answer this buying giving the same useless response, "I work with yada yada yada with over 10 employees". Next time someone asks you this, tell them a few buzz words that will help them pass you a referral. For me, buzz words would be technology, manufacturing, marine, workers comp, products liability, errors and omissions, professional liability, internet liability, cyber liability, ect.

In conclusion, make sure your sales team knows how to send you business. Keep changing up your commercials and be laser sharp.