Infocusselling’s Blog

April 6, 2009

How Much Networking is Too Much Networking?

Is it possible to network too much? It depends. We’ve talked here before about how to network and where to network, but not about how much to network. Can you overdo it? Let’s go back to how networking is part of sales strategy and process.

Sales starts with identifying a prospect. For most people, networking is a way to avoid cold calling to identify prospects which is a pretty good reason to network. Cold calling will never be as effective as receiving a phone call from someone who got your name from a networking partner who said you were the person to solve their pressing need. Networking is a tactical way to meet prospects and contacts who can fill your schedule with pre-qualified prospects who want to talk with you.

We network to start the sales process, not get in the way of it. I had a client tell me one time that he was too busy networking to set sales appointments. That’s backwards and very dangerous. You should network as much as it takes to meet enough people to fill your sales schedule—and no more. If you are networking so much that you cannot follow up in a timely fashion, then you are probably not taking advantage of maximizing your new contacts. If you are having trouble fitting sales calls in between your networking meetings, then you are definitely putting the emphasis on the wrong activity. Remember, we network to meet prospects and contacts because without them, it’s really hard to make that monthly sales quota.

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3 Comments »

  1. Hi, nice post. I have been wondering about this issue,so thanks for posting. I will certainly be subscribing to your site. Keep up the good posts

    Comment by One Month Goal — May 6, 2009 @ 2:22 pm

  2. […] @ 11:37 pm Tags: networking, PRODUCTIVITY, prospecting In one of my last articles, I asked, “Is it possible to network too much?” A related question is, “Should I stop networking in this group?” Depending on what is […]

    Pingback by When to Dump a Networking Group « Infocusselling’s Blog — June 17, 2009 @ 11:38 pm

  3. […] Strategist, Jeff Bowe of the Actum Group posed this question on his blog earlier this month.  This was his […]

    Pingback by Business Networking: How Much is Too Much? — January 27, 2014 @ 12:22 am


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