Written by Thomas Norris
Networking events and conferences can be one of the most effective ways to build relationships with potential customers and partners. But, to really stand out in the crowd, you need to leverage references in your conversations. In this article, we’ll look at how to use references to take your networking game to the next level.
What Is Leveraging References?
Leveraging references is the practice of using a third party’s endorsement or recommendation to support your claims. It can be an invaluable tool for salespeople looking to build credibility with potential customers and partners.
When used correctly, references can help you establish trust and create a stronger bond with the people you’re talking to. It also helps create a more personal connection with those you’re networking with, which can be invaluable when it comes to closing deals.
How to Leverage References in Networking Events and Conferences
1. Prepare in Advance
Before attending any networking event or conference, it’s important to take the time to prepare. Make sure you have a list of people you want to meet and the key messages you want to convey.
It’s also a good idea to do some research on the people you’ll be meeting. See if they have any references or recommendations from other people in your network. This can help you have more meaningful conversations and establish a stronger connection.
2. Ask for References
When you’re talking to people at the event, don’t be shy about asking for references. If you’re able to get just one or two good references from people you meet, it can go a long way in helping you make a positive impression.
If you’re talking to someone who you think could provide a good reference, don’t be afraid to ask them for one. If they’re willing to provide a reference, make sure you follow up afterwards to thank them and to let them know how it’s been useful.
3. Build Your Own Network of References
It’s also important to start building your own network of references. This network should include people who are willing to vouch for you and your services.
To start building this network, you can use social media, email, and other digital channels to reach out to potential references. Or, you can simply ask people you meet at networking events and conferences if they’d be willing to be a reference for you.
4. Use References in Your Pitch
Finally, make sure to use references in your sales pitch. If you’ve secured a few good references from people in your network, make sure to mention them in your conversations.
Even if you don’t have a direct reference from someone, you can still make use of the references you’ve collected. For example, you can use the positive feedback you’ve received from previous customers to bolster your credibility.
By using references in your conversations, you can demonstrate that you’re a trustworthy and reliable partner. This can go a long way in helping you win over potential customers and partners.
Conclusion
Leveraging references is an invaluable tool for salespeople looking to build relationships with potential customers and partners. By preparing in advance, asking for references, building your own network of references, and using references in your pitch, you can take your networking game to the next level. Give it a try and see for yourself how leveraging references can help you stand out in the crowd.