10 Networking Blunders That Cost You Sales

Networking is a critical skill for sales people. After all, the more people you connect with the more sales opportunities you create. However, many sales people make a variety of mistakes that prevent them from maximizing the power of networking. Here are ten mistakes you need to avoid.

1. Attending the wrong networking events.
Get the most from your networking opportunities by showing up at events that your prospects, not your coworkers attend.

2. Waiting for people to introduce themselves.
Let's face it, the vast majority of people are reluctant or hesitant to approach strangers. If you take the initiative to introduce yourself to others, you will be perceived as a person of authority and power. Not to mention that the other person will be relieved that they didn't have to make the first approach.

3. Spending too much time talking.
One of our most fatal mistakes is to dominate the conversation. If you truly want to make a great impression, limit the amount you talk to no more than 40% of the time. Remember, networking events are not the appropriate setting to sell your solution. However, they are perfect situation to uncover potential sales opportunities.

4. Failing to ask other people questions.
The most effective way to  create a connection with someone is to ask them questions about their business and what they do. Ask them about the challenges they face and what they enjoy most about their work. High-value questions encourage people to hare information and helps you position yourself as an expert and a great net worker.

5. Becoming distracted by other people.
Have you ever had a conversation with someone who constantly watched the room instead of paying attention to what you were saying? If so, you likely felt ignored and unimportant. Would you refer business to that person? Don't make the same mistake.

6. Focusing on your self interest.
This follows the last point. If you make the effort to find out how you can help someone else, chances are they will reciprocate. In the words of motivational speaker Zig Ziglar, "You can get anything you want in life if you just are willing to help other people get what they want."

7. Failing to articulate your value proposition.
Have you ever spoken to someone for upwards of 20 minutes and then still had no idea what it is that they do? Don't ever be that person at a networking event.

8. Failing to establish a connection.
Effective networking manes connecting with people. Although you will not connect with everyone you meet, you can improve your results by making great eye contact, smiling, asking questions and showing interest in the other person.

9. Executing the "meet and move" strategy.

We've all encountered the person that introduces themselves, gives you a card, asked for yours, and moves on. You get much better results by connecting with a small number of people rather than trying to meet as many people as you can.

10. Failing to follow up afterwards.
Post event follow up is critical. However, don't make the mistake of calling someone three months after and saying something like "We met a few months ago and I thought I'd touch base with you." This approach does not add any type of value to the relationship. Here are two follow up strategies. When you meet a potential customer, arrange to contact them shortly after the event. Mark it in your calendar. After you meet someone who is NOT a prospect, look for opportunities to refer business to them. You can also help them by sending articles or information related to their business.


Networking effectively can have a dramatic impact on your sales providing it is done correctly. Avoid these fatal networking mistakes and improve your results.