Handing Out Business Cards Doesn’t Generate Business

Have you noticed lately people handing you multiple business cards?

Maybe its just me but this is happening more and more. These people say things like, “Here take a few business cards and hand them out to anyone else you know that might want to work with me.”  Oh boy, who told people this is an effective way to build business? Eek!

How often do you pull out someone else’s business card from your bag/wallet and say to someone, “Oh, I’ve been carrying around this business card from so and so, here, give them a call.” I can honestly say, I’ve never done this.

For those who’ve taken any of my classes, read my blog posts, or worked with me privately, you already know I’m not a fan of handing someone even 1 business card and saying, “Call me.”

Be honest, how often do you take someone’s card with the intent to get back in touch and then life gets busy and you never use their business card as a way to connect with them again? Maybe you reconnect with that person through social media or at another networking event, but rarely is it because you have their business card laying around in your office.

So if you agree with what’s been written above, why in the world would you give someone multiple business cards? Frankly, I understand the intent behind why people do this and it’s about the least effective way to build a community, develop rapport and close business.

Your Savvy Sales Tip this week: Handing someone multiple business cards in hopes of generating additional business is ineffective and a waste of your resources.

If you really want to earn the business of someone else’s contacts, then do the work. Make the effort to connect in an authentic way.  Here’s a few ideas which have a much better chance of turning into real business:

1. Instead of handing someone a business card and saying, “call me,” schedule an appointment to get together and learn more about each other. Take the time to find out how you might be a resource to them in some way.
2. Ask the person if they’d be willing to make an introduction via email to the appropriate contact for you. If they agree, send an email to the person with the basic outline of what to say in the introduction. Make is easy for them to cut and paste and send the introduction (Remember, you should be the one doing the majority of the work – not them).
3. Check out the person’s profile on Facebook and LinkedIn, who do they know who’d be a good connection for you. If it’s not appropriate to ask the person to make an introduction, reach out to the connection on your own. When appropriate, mention you recently met their friend (name drop).

Keep in mind, when you put the relationship before the sale, people are more inclined to want to help you. Shoving a handful of your business cards at someone is putting the sale before the relationship and can damage rapport.

Please go out and build strong connections this week. Wishing you continued success in all areas of your business.

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