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!”