Networking to Sales Success

Let’s be clear, we’re all selling something! Networking is and always has been the greatest source of personal and professional success. It’s the best way to leverage your time and efforts in developing dynamic relationships and referrals.

Despite the frequent use of the word, rarely does anyone ever stop to explain what networking really is. It’s the most empowering means of marketing yourself. The more contacts you make, the greater the potential for success (as always – it’s a numbers game). Powerful networking relationships are equivalent to having people working for you!

Before you walk into a setting that is filled with potential contacts, hone your networking skills. Even seasoned professionals can refine their presentation. It’s when you think you know it all, that you stop growing.

1. Preparation – Know yourself and what you represent. Create a strategy for events and when possible, acquire a list of who is expected to be in attendance.
2. Follow-up – Be sure to call, send an email or letter to everyone you exchanged information with, including the host. Giving your card is not as important as getting theirs. Often times people do not follow-up, so if you have their card it gives you an advantage.
3. Networking doesn’t mean to deviate from the basics of prospecting – the purpose is to gain referrals.
4. Givers Gain philosophy (BNI) – “When you give business to another professional, you will get business from them.”
5. You must be present to win. Attendance at the meetings is critical to networking success.

What is a good lead?

• A lead is the opportunity to do business with someone who is in the market to buy your product/service.
• It’s not a guaranteed sale. It’s an open door to discuss your product/service with a prospective client.
• Professional Networkers listen for needs expressed by others. Do you know someone that provides the product/service needed? Ask for a business card and permission for your network partner to call them. When you give qualified leads, you’ll receive qualified leads in return.
• An important question to ask is, “What is a good lead for you? If I were to refer people I know to you, what is the profile of a good referral?”

What to do if you get a bad lead?

• A bad lead is when the prospect had no idea you would be calling and/or has no need for your product/service.
• It’s imperative to follow up with the person who gave you the lead. Open, direct, honest, professional communication is the best way to develop successful networking relationships.
• Clarity and educating others helps them help you. If you don’t follow up with them, you deserve every bad lead you get.

Follow Up!

Follow-up is crucial. Every networking contact is of value, and a follow-up letter makes a strong impression. When you end a letter with, “I’ll call you next week to follow up,” be sure to actually call. Many people say this with the best intentions, but when the time comes, the calls aren’t made. If you know you aren’t likely to call before the predetermined timeline, consider using an alternative, such as, “I look forward to hearing from you” -or- “let’s keep in touch.”

The optimal goal in effective networking is building extraordinary relationships. You don’t have to be different to be good; being good is different enough!

*** Yes Steven, I want to increase my networking results and will email you today! The subject line in my message will be “Networking to Sales Success!”

Presentation Body Language

People reveal visual signals based on their body language without being consciously aware of what they are transmitting. Body language is expressed in a number of ways: posture, eye contact, gestures, facial expression, etc. Successful people understand the subtle cues of body language.

Posture
We are always on stage and presenting themselves. Our posture can be welcoming or it can cause tension. Things not to do:

• hands on hips—creates an appearance of being arrogant
• crossed arms—creates a negative barrier and possibilities of confrontation
• hands crossed in front of you—creates a perception of being weak and timid
• hands joined behind your back—creates a perception of low or tired energy
• leaning back in a chair when seated—creates an outlook of passing judgment
• putting your hands in your pockets—creates a look of being really nervous

Gestures
Gestures play the role of reinforcing the words and ideas we attempt to communicate—they include hand, arm and head movements. Many people talk with their hands—if you do, avoid pointing fingers and/or raising your fist in the air. The finger pointing gives a perception of being accusatory, and fist waving appears hostile and/or threatening.

The most effective gestures are spontaneous. They arise from our thoughts and feelings, and are helpful in how people relate to us. Be aware that using the same motions repeatedly will cause people to focus on your gestures as opposed to what you are saying.

Eye contact
Making good eye contact is the most important form of body language you can use. Good eye contact shows interest and that you are connecting with the person you’re speaking with.

When you make eye contact with someone who quickly looks away—they are telling you that they are a little uncomfortable. In some cultures direct eye contact is inappropriate. In a group setting make eye contact with one person for three to five seconds and then on to the next person. Another way to connect with the listener during eye contact is to nod your head occasionally.

Facial expressions
Be consciously aware of your facial expressions. If you squint, frown or make unpleasant faces; I suggest you actively smile more to give a cheerful presence. Facial expressions to avoid are:

• arching eyebrows—this makes you seem surprised or questioning
• frowning—this makes you seem moody
• grimacing—this gives an appearance of being in pain

Practice your posture, gestures, eye contact and facial expressions. No matter how impacting your words may be, poor body language will overshadow what you have to say.

***Yes Steven, I want to learn more and will email you today...the subject line will be "MY Presentation Body Language!"

The Eagle and the Sparrow

The eagle defines America: powerful, free, and adventuresome.
The sparrow is a small bird rarely given any credibility.

The eagle is feared at times and always demands respect.
The sparrow is teased and sometimes referred to as a menace.

The eagle is a leader and always gets to be an attraction.
The sparrow is just trying to survive and more often times overlooked.

The eagle when calling out, commands all of the attention.
The sparrow when chirping, only speaks to those who are near.

The eagle finds its thermal of air and glides through life freely.
The sparrow flaps its wings rapidly and covers little ground.

The eagle cannot be trapped very easily.
The sparrow can be trapped and harmed with little force.

The eagle lives on the highest mountaintop.
The sparrow lives in mere trees in the valley.

The eagle knows he is the best.
The sparrow knows he is a bird.

The eagle feasts like a king.
The sparrow lives on seeds and berries.

The eagle is whom we all wish to emulate.
The sparrow is more often times mans final destination.

The eagle lives through all obstacles.
The sparrow scraps for survival in most endeavors.

The eagle, when hurt, still has much power and strength.
The sparrow, when hurt, can be stepped upon.

The eagle is whom we all want to be.
The sparrow is who most settle to be.

The eagle creates its own paths.
The sparrow is sure to be a follower.

The sparrow would be easy to be.
The eagle is a challenge, and the challenge is for me.

The eagle is powerful and self-sufficient. How high is it that you fly?

Steven E. Connor ©
February 13, 1991

The Goal Setting Blueprint

• Why are goals important? Because without them you won’t become or accomplish what you’re capable of!


• Whenever you see anything worthwhile being achieved, it more often is a result of passion, beliefs and goals!


• In your personal and professional life, having written goals will prove to be the empowering influence of magnificence over mediocrity.


• Can you develop a strategy to increase your chances of success? YES!

The Blueprint is the foundation:

1. Desire—develop a desire to achieve your goals. The desire must be intense and on purpose. Make a written list of all the benefits and advantages of achieving your goals. Once your list exceeds 50 plus reasons/benefits/advantages your goals become irrefutable.


2. Written—a worthwhile dream evolves into a goal when it is written, and when written they are recorded into your subconscious mind.


3. Identify Obstacles—what are potential obstacles and what will it take to overcome any/all obstacles? Seek the knowledge, people, and organizations that you can benefit from to overcome any obstacles.


4. Due Date—have a specific due date of when you want to accomplish your goals. Assess where you are and create a reasonable timeline of how long it will take to accomplish your goals.


5. Plan—create a plan of action and activities for achieving your goals, then create pathway to success by prioritizing them into action steps.


6. Visualize—get a clear mental picture of you accomplishing each goal. Create a vision board of pictures and phrases that you can look at daily to keep you inspired and moving forward.


7. Persist—persistence breaks down resistance; it always has and always will. Never give up; setbacks are not a reason to quit. When your goal is big enough and strong enough, you will not be denied.

You cannot afford to be passive in your thinking. What goals are you going to set today? Your live is much too valuable to live without written goals! As the author of The Personal & Professional Goals Workbook you can have all the necessary tools for developing your goals blueprint!

“Steven, you are awesome! Your Personal & Professional Goals Workbook is excellent! It has capsulated a vision for my life & helped organize the steps necessary for my success. As a musician recently signed to a record deal; your coaching prepared me to meet with the CEO of the label. I walked in with the confidence I needed and asked key questions to set up a lasting relationship. You are truly blessed with the gift of wisdom and a keen understanding of people. I’ve been working toward being an artist all my life, thank you! Because of my faith and your coaching, I feel self-empowered and I know I’m going in the right direction...living my dream!”

Gail Jhonson, www.gailjhonson.com

Communication Assessment

How effective is your communication—personally and professionally?

Here is an exercise you can plan for your immediate family, business colleagues or company employees. Setting aside a specific time to have a communication assessment is a vital element in purposeful communication and growth. Ask the following questions and encour­age others to discuss their answers:

1. When I communicate, do you generally understand me? Am I clear about the message in which I am communicating?


2. If we could improve one thing within our communication, what would it be?


3. Do you feel you have enough opportunities to offer me feedback? What is your opinion to my receptiveness to feedback?


4. Can you share with me one thing that I could improve on in my communication?

The goal is to create an environment where everyone will feel comfortable communicating openly and honestly. Change takes time, breakthroughs happen in an instant.

Talking - verses - Communicating

One of the easiest things we all learn to do in life is to talk, and we learn at a very early age. Talking does not necessarily mean we are communicating. Becoming a master communicator begins with listening and understanding the other person.

Assess your communication skills:

1. Pay attention—people hear four to six times faster than a person can speak, often times making room for daydreaming and being distracted. A method of overcoming the distractions is to let the speaker know you are listening by establishing good eye contact and give them an occasional nod or an affirmation such as “I see.”


2. Listen for content and overlook the delivery—don’t allow yourself to be sidetracked by the speaker’s accent or choice of vocabulary. Intelligent communicators and listeners learn to ignore these distractions and focus on what’s being said.


3. Wait your turn—poor listeners/communicators are often too busy preparing what they want to say and therefore miss everything the other person says. Allow the speaker to finish expressing themselves and listen to everything they are saying prior to giving a response. When you pause for a moment prior to responding, you will discover that this brief moment of silence is productive in gaining their full attention.


4. Hear the real message—people communicate on two levels: intellectually and emotionally. When listening, notice what is being said verbally and non-verbally.


5. Encourage the speaker—move the conversation forward by asking pertinent questions and showing genuine concern. People don’t care how much you know until you show how much you care.

Every time people speak they reveal something about themselves and impart some information that allows you to understand them. You can learn a lot about yourself by noticing how you react to what the other person is saying. Listening to your self as well as others will enable you to have a positive learning experience.

10 Keys to Developing a Healthy Self-image

1. Take Inventory—no one can make you feel inferior without your permission.


2. Make a lasting impression—your outward expression is a mirror to how you feel about yourself.


3. Read about successful people you want to emulate—success leaves clues.


4. Listen to the speakers and teachers who mentor you.


5. Practice, drill and rehearse—build your healthy self-image one step at a time and see yourself accomplishing amazing goals.


6. Do something for someone else—helping others creates synergy for the other person as well as yourself.


7. Surround yourself with positive like-minded people—you will benefit from their thoughts, behaviors and characteristics.


8. Make a ‘victory list’ to remind you of previous successes.


9. Avoid thinking and doing things that make you feel guilty.


10. Look everyone in the eyes—it’s and incredible attribute of a healthy self-esteem.

Courage over Fear

We are not born with courage, nor are we born with fear. Some of our fears are brought on by experiences, by what others tell you and by our perceptions of reality.

Fears, even the most basic ones, can completely destroy our ambitions. Fear can destroy fortunes. Fear can destroy relationships. Fear, if left unchecked, can destroy lives.

Five things to overcome:

1. Indifference—you’ve got to overcome it before it overcomes you.


2. Indecision—is the thief of opportunity and enterprise, and will steal your chances for a better future.


3. Doubt—although there is room for healthy skepticism, you cannot let doubt take over. Doubt is an enemy that can empty both your bank account and your heart.


4. Worry—don’t let worry conquer you, let it alarm you.


5. Over-caution—is the timid approach to life. Timid people don’t get what they want.

Develop courage to fight what’s holding you back, keeping you from your goals and dreams. Be courageous in your pursuit of the things you want as well as being and becoming your greatest, most magnificent self!

A Mirror Reflection

1. First and foremost you must create a lasting foundation to build upon.


2. Believe in yourself and eliminate self-imposed limitations.


3. Develop a positive and empowering attitude of yourself as well as how you feel and communicate with other people.


4. You must have a vision—a vision that creates dreams and goals, and for a dream to become a goal, it must be written (without a vision people perish).


5. Commit to the process and never settle for less than your absolute best.


6. Account for your progress and make the most of your journey to the desired destination.


7. Become a student of success—participate and attend workshops & seminars, interview successful people, and read books that stimulate your imagination.


8. Acquiring the habits of success are an achievement, not a gift.


9. Answer this question—What do I want to accomplish? Envision what is of value and how you will get there.


10. Begin with a five year goal, then reduce it to an annual, quarterly, monthly, weekly and daily goal. Map out your plan to accomplish your goals within the predetermined time periods. It’s our daily decisions that determine our future.

Become the reflection you desire in the mirror—you may see something you’ve never seen before. The longer it takes you to commit to this process, the older the reflection becomes.

The roads of success are already paved, don’t stray off—ask for directions.

3 Smart Marketing Strategies to Grow Your Brand & Your Business!

1. What are your customers really buying? Does your present marketing strategy focus on the customer buying motivations in meeting their needs or does your strategy focus on the features and benefits of your product alone. The bottom line—does your supply meet their demand?


2. Think logically, sell emotionally. The most successful marketers satisfy the emotional needs of their customers first and then deliver a logical solution in making them feel good about their purchase. Fulfill their need by connecting to their want: I need to _____, therefore I want _____! Observe their needs, wants, fears, and desires; and package your service/product to connect you to the buyer. Create a mastermind group of enlightened and progressive coaches to agree on clarity in opportunities.


3. Create a web presence; the Internet is more important than your telephone because of its timeless accessibility for speaking to masses. If you want a dynamic presence, get your website designed by a marketing professional, not a computer expert. While functionality is important, how you market your site and drive traffic to it is the vital component to bottom line success. Make your brand stand alone!