Networking Tips from SalesDog

Sunday, May 18, 2008

Networking Tips from SalesDog

Last week in Fort Wayne, we had our annual Business Expo.

I like not having a booth to stand behind. I prefer to roam and mingle. I get to choose who I talk to and I get to talk to other visitors too.

Well yesterday in my email was the following networking tips. I already do many of these. Do you?

Sometimes Selling is an Inside Job
By Tina Lo Sasso, Managing Editor

Let's face it, if you are on a first name basis with a top executive at a company you're selling to, you have much easier access to decision-makers and a far better shot at closing a deal. "I was talking with Jay Smith and he suggested I contact you," will really get their attention... if Mr. Smith happens to be the CEO of their company. In fact, it's amazing how friendly and forthcoming buyers become under this scenario. How do you arrive at this happy place? In a word, networking.

It's All About Closing Deals!

When you're in the right place at the right time you quickly realize that networking opportunities are money in the bank. Selling Power's upcoming Leadership Conference comes to mind. One sales manager said, "Every one of the people here is a potential client." (Imagine, a roomful of potential buyers!) A CEO of a small business networked with the VP of Sales of a large financial services firm and within 30 days landed a $500,000 deal. A sales manager for a consulting company won a $630,000 custom training contract. These are not isolated examples, lots of deals are closed at each and every Leadership Conference.

Between the cocktail reception, meals and break times, you'll have plenty of opportunity to rub elbows with high-powered contacts from leading companies in a fun and relaxed environment. You're there to network and be networked. And, hey, the drinks are on Selling Power! Learn more here.

Networking Tips

-- Get business cards - and write notes on the back to help you recall details of your conversation with the contact.

-- Don't try to sell them then and there! Dial back your “elevator speech” and get them talking about themselves.

-- Ask questions - keep the focus on your new contact (not what you do). “What is your biggest challenge in today's economy?” “What changes are impacting the way you do business?” “What did you take away from the conference?” This is all good ammunition for selling later.

-- Circulate; don't monopolize one person or allow yourself to be monopolized. Networking experts suggest that you spend a maximum of 10 minutes with each person. Make an easy exit by saying, “Please excuse me, I've enjoyed speaking with you.”

-- Follow up immediately and in a memorable way. This is where your notes come in. If you promised them a report, white paper or product sample, get it to them! Didn't promise them anything? Send a newspaper or magazine clipping on a topic you know to be of interest to them, a brief handwritten note, even a referral to help with a problem outside your field. A prompt follow-up shows your professionalism and is the key to capitalizing on your contact.

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