• Michael Giudicissi

Monday Marketing Must Do #37

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And now, onto the Monday Marketing Must Do!

Monday 8am: Read this newsletter

Monday 8:15am: Check your pockets

Networking: To interact with other people to exchange information and develop contacts, especially to further one's career."the skills of networking, bargaining, and negotiation"

A lot of you LOVE to network, don't you? I know you, and I know you do. You may have heard me say or write that I'm not a huge fan of your local healthcare networking groups. It's not the group I'm against, it's everyone in it (there, I said it!). What I mean is, too often these groups becoming 90 minute hang out sessions discussing things you could have talked about any other time. Read the definition above again "especially to further one's career". So, are you truly furthering your career (your current one, I mean) or are you engaging in social hour?

If you want to get more from networking, you must approach it strategically, just like selling. While the definition above does not reference selling, developing contacts is a key part of networking. So, here's what I want you to do. I want you to begin using the left pocket/right pocket networking technique to get the most out of your time.

When you attend an event, make it your first priority to meet as many new people as possible. Forget catching up with the friend you used to work with until a month ago, that can wait. Instead introduce yourself to the people you haven't met before. Exchange business cards and spend your time asking about them. What they do, what they need, how you can help them. If you sense there is a match (in that, you can help each other) put their card in your right pocket. If you sense there isn't much synergy, put it in your left pocket. When you finish up the event you can send the left pocket cards to the recycle bin, and the right pocket cards into your CRM for follow up and an initial meeting.

The beauty of this is, you're not trying to sell them anything. You're ONLY interested in them and how you can help them. People open up when they sense you are open to help and not only in it for yourself. There is PLENTY of time to figure out how they can help you down the road....but not now. If you've been through any of our training, you'll know this is exactly the way we train you to start relationships with new referral sources as well (if you haven't been through our training, why haven't you!!).

Now, some of you are saying "I know everyone in my networking group Michael, there is no one left to meet". You already know my answer. If you're not developing new contacts in the time you spend "networking" then you need to spend that time somewhere else. Find another group with other professionals to network with. Once you've met everybody, there is no need to keep attending the same old meeting with the same people to make no progress. Besides, if all of your competitors are going to the same meeting every month, THAT is the time you should be out in front of the best referral sources in your area, because you KNOW you're not going to face any competition.

Professional networking is valuable, heck...it's vital. I challenge you to take a look at the way you approach networking and see if you can't get more for the time you are spending.

If your local networking group is on Facebook, please send me the link or name so I can join in the fun and give everyone the lowdown on effective networking.

Have a great week, and Good Selling!

Michael Giudicissi

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