Gotta understand this fine line...

If you are a networking business person, then there's a distinction that needs deep understanding.

It's about how a professional will prospect someone he's met at a networking event.

Currently, I have a situation where we have a person who is actively networking and meeting new people in networking functions.

But word has it that this person is also busy making calls to solicit business from the people he has met. Upfront, there's nothing wrong with it unless we dig deeper. Here are some distinctions to consider:

Because some of the people were rather taken by surprise with the call to solicit, so soon after a networking meeting where there wasn't enough time to create an element called Visibility-Credibility-Profitability (V-C-P).

This person went for the jugular right away, for the profitability without giving due consideration to his visibility and building of credibility in the eyes of the people he is prospecting, although these prospects were met at a networking event.

The V-C-P Process is a deep subject on its own.

However, I can offer an upfront suggestion as to how anyone can leverage on their colleagues in a networking team, to benefit from contacts brought to a networking event:

Rather than calling the guests yourself for a prospecting conversation, have the prospect referred to you by the person who has invited them.

It's as easy as making a call along this line: 'Hi Julie, I would like to request a favour: remember the friend you invited to the event yesterday, the piano teacher? I believe he is a suitable prospect for me. Would you please be kind enough to ring him and inform him that I will be calling him for an appointment?'

By adding this element into the prospecting process, you will benefit as follows:

• Your colleague in your networking team will be aware of your intentions and hence can position things better.
• Your colleague can qualify the prospect for you, and in the event this prospect is not keen for the contact then can appropriately inform you. Perhaps, this prospect has already got some suppliers or service provider and are not keen to switch suppliers?
• You will be better empowered when you do eventually ring the prospect (after having qualified by your colleague) and instead of explaining why you are prospecting, which is no different than a cold-call, have the prospect anticipate your call.

If you are a networker, you gotta understand this fine line. Although you have met people at networking events, it is essential that you enroll the help of the person who invited the guest when prospecting. Apart from extending courtesy, you'll be avoiding jeopardizing the whole organization by acting responsibly and with professionalism rather than giving the impression that the organization is filled with people inside it who are 'hunters' for business.

Hope this helps to provide a clearer distinction.