One lesson learned by successful small business owners to sales professionals is discrimination when it comes to finding new sales leads through business to business networking events whether it is joining or attending:
- Chambers of Commerce
- Professional? to Trade Associations
- Industry Conferences
- Local informal or formal business to business networking groups
- Business luncheons, ribbon cuttings, open houses, tradeshows, etc.
Many new small business owners, entrepreneurs and sales people attend every event they can just to get their small business names out to their target market and start securing all those valuable sales leads. Unfortunately, because they failed to do their research, this time is not invested as well as it could be because their target market is not necessarily in attendance.
By becoming more strategic in deciding what business to business networking event to attend actually maximizes the return on investment.? Years ago I wrote an article about the return on investment (ROI) and client acquisition costs regarding? B2B networking and sales leads.? At that time, the cost was in excess of $30,000 and depending upon the value per client many small businesses were losing thousands of dollars in wasted marketing efforts.
Every year here in Northwest Indiana, there is a regional luncheon where attendance averages between 100 and 150 of mostly decision makers, centers of influence all within the small business community. This is an ideal business to business networking event for those small business owners and sales people who want to interact with the decision makers such as other small business owners and C Suite executives.? The price for this luncheon is an affordable $20 and requires no annual membership fee.
Having attended this luncheon for over 5 years, I have been introduced to new small business owners, but more importantly have had the opportunity to share this luncheon with my clients and potential clients who have also found the luncheon to be very profitable.? My clients have appreciated my recommendations and now understand why they too must be more discriminating when it comes to business to business networking.
Playing the role of Captain Wing It where one sprays his or her actions all over the place and then prays something will stick only drains the limited resources of time, energy, money and emotions.? If you want more sales leads, to increase sales or to build new relationships, then invest the time to research and then attend those networking events where you will get the most bang for your buck.
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